Polite self-presentation is expected of call center agents even through they must convey complex and unfavorable information speedily via the telephone. This study identified and evaluated the use of response strategies that are strongly associated with courtesy. Data were drawn from 587...

Negotiators often bargain on behalf of others. In many cases, these constituents set the goals they want their negotiators to achieve at the table. We argue that prior evidence for superior results of promotion-focused negotiators may not hold when goals are set by others. We report the results...

A contingency model of reward structures is developed, stating that the relationship between reward structure and team performance is contingent upon the performance dimension specified (speed vs. accuracy), team composition (team members' interpersonal orientation in terms of extroversion and...

Due to the growth of discount travel intermediaries such as Priceline, researchers have become interested in customer reactions to brokered ultimatum bargaining contexts. In this study, utilizing justice theory, we examine how procedural variations in a brokered ultimatum game (BUG) affect...

This article poses the question which reward structure (cooperative or competitive) has the best effects on team performance under which circumstances. Specifically, a cooperative reward structure is predicted to increase performance on means-interdependent tasks, while a competitive reward...

A relatively new phenomenon in recruitment and selection is the unhiring dilemma: New hires who were promised employment after graduation but now find their job offers rescinded or delayed. In study 1, we use a scenario context to examine how job rescissions and delays, along with four different...

Within the negotiation literature, the type of negotiation (integrative or distributive) and the relative power among negotiators are two issues that have received considerable attention. However, a direct comparison of integrative and distributive negotiations using an identical negotiation...

Bargaining activities now often take place electronically. Many travel-related exchanges occur through discount intermediaries such as Priceline and Hotwire, who offer customers opportunities to acquire travel-related items at reduced cost; in return customers give up prior knowledge regarding...

In the last three decades, there has been a growing acceptance of the use of Alternative Dispute Resolution (ADR) procedures in lieu of litigation for business and other types of disputes (Coltri, 2004), as well as intra-organizational disputes (Brown, 1983). With this acceptance has come a wide...