This study explores the roles of calibrated (annual vs. hourly wage) positions on negotiators' expected contentiousness and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation, we found negotiator determinations of reservation...

In this paper, we have endeavored to integrate the literature on psychological contracts with the literature on contingent work arrangements. After reviewing previous work on contingent employment, we illustrate how the dimensions of psychological contracts (stability, scope, tangibility, focus,...

This paper explores how power and gender influence the acceptability of potentially questionable negotiation tactics. We tested conflicting hypotheses to explore whether power corrupts or ennobles, and whether or not the power holder's sex moderates this relationship. Using tactics from the SINS...

The paper analyzes on the cultural dimension of universalism vs. particularism as how people solve problems facing conflicting social norms of rules and of relationships. We argue that universalism versus particularism is personal values. Following Jackson (1966), the values should be measured...

Purpose – The purpose of this paper is to present a case of proactive change that occurred in a large organization in Saudi Arabia. Design/methodology/approach – The paper explains how management actively used religious discourse to institute a stakeholder perspective within the...