التفاصيل البيبلوغرافية
| العنوان: |
Bank to the Future: Non-Specific Compensation as the Foundation for a Prosperous Negotiation. |
| المؤلفون: |
McKenzie, Rees1, Gunia, Brian2, Rosenblum, Michael3 |
| المصدر: |
Academy of Management Annual Meeting Proceedings. 2023, Vol. 2023 Issue 1, p3341-3341. 1p. |
| مستخلص: |
Many interpersonal relationships are characterized by dependence, requiring most individuals, especially employees, to engage in negotiation on a regular basis. The current work views negotiations more broadly than most previous research, as processes unfolding in the context of extended relationships. This view produces new insights into the negotiation strategies available before bargaining, which are particularly important for dependent individuals, who may need to compensate for their lack of leverage at the bargaining table. Specifically, we integrate negotiation theory with social exchange theory to suggest that dependent individuals can productively deploy reciprocal forms of exchange during the planning phase of a negotiation, not just negotiated forms of exchange during the bargaining phase. Our theory focuses on one form of reciprocal exchange, non-specific compensation (NSC), in which individuals to seek to compensate each other at different times with different resources. Five studies (a field study at a major university, an archival study in the U.S. Senate, and three experiments) document two of NSC's foundational forms (purchase banking and favor banking), features (timing and explicitness), and effects on objective and subjective negotiation outcomes. Our theory helps to integrate two parallel literatures that have developed in isolation (on negotiation and social exchange), and our findings offer new insights into the important but understudied ways in which individuals without much bargaining leverage can nevertheless achieve their objectives. [ABSTRACT FROM AUTHOR] |
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| قاعدة البيانات: |
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