This thesis examines contemporary negotiations in an increasingly interconnected world. It investigates the impact of power dynamics, social motives, and trust in negotiations that take place...Show moreThis thesis examines contemporary negotiations in an increasingly interconnected world. It investigates the impact of power dynamics, social motives, and trust in negotiations that take place online or in person. An experiment was conducted with groups of three friends in which participants were assigned to a social motive condition and played a negotiation game led by a powerful leader, either online or in person. Analyses of Variance and Covariance were done to test hypotheses aimed at investigating the research question: “What are the effects of different negotiation modes (online vs. face-to-face) on the negotiation outcome and how does providing instructions for negotiation behaviours (individualistic vs. cooperative) moderate these effects?”. The results show that cooperative groups achieve better results and have higher levels of trust. There was no significant impact of communication channels on joint outcome, so the medium through which the negotiation took place had no impact on the outcome. The study provides valuable insights and highlights the importance of creating a trusting and cooperative environment for optimal negotiation results.Show less
A new age of communication asks for research on new communication media! While videoconferencing has long been innovated and is increasingly used, scientific findings on negotiation in this novel...Show moreA new age of communication asks for research on new communication media! While videoconferencing has long been innovated and is increasingly used, scientific findings on negotiation in this novel setting are still limited. Do we negotiate in similar ways and with similar outcomes online as we do in real life? Or do we perhaps limit ourselves from purposeful and effective communication resulting in suboptimal negotiation outcomes when interacting via communication media? In this study, a three-person role-play negotiation task was conducted online and in person, to research the effects of communication channels and social motives on negotiation outcomes and information sharing in groups with a dictator-like leader. Results suggest social motivation to influence joint group outcomes and levels of information sharing within the group, while communication channels do not seem to impact outcomes substantially.Show less
Negotiating is an intricate process and crucial to finding success in all facets of life. Constructs such as stereotype endorsement and threat, social motives and power distributions play an...Show moreNegotiating is an intricate process and crucial to finding success in all facets of life. Constructs such as stereotype endorsement and threat, social motives and power distributions play an important role in negotiations. Negotiations are not limited to dyads; often they take place in a group setting. Whilst both men and women negotiate, there appear to be differences in performance between the two. The question that this paper looks to address is what the influence of stereotype endorsement and stereotype threat is on the outcome of both pro-self and pro-socially motivated, mixed gender groups, where power is dispersed unequally. The two main hypotheses that follow are that men in the leadership position will outperform women in the leadership position in the pro-self motivated condition. Furthermore, groups with a female leader will outperform groups with a male leader in the pro-socially motivated condition. To investigate this, 204 participants were recruited into 68 three person groups, comprising 105 men and 99 women. They played a negotiation game, emulating the owners of a beach club. Their scores and answers on a questionnaire following the game were brought into analysis. Results show that men and women perform better or worse depending on the social motive and the power distribution of the negotiation. Also, the leader is especially impacted by stereotypes surrounding their gender. The differences between men and women might be explained by the effects of gender stereotypes. Being aware of the influence of gender stereotypes on negotiation performance might serve individuals well in order to increase their performance in negotiations.Show less
Past research has suggested that work-life balance plays an important role in maintaining a healthy work environment and enhanced productivity, as well as improved mental and physical health (Zheng...Show morePast research has suggested that work-life balance plays an important role in maintaining a healthy work environment and enhanced productivity, as well as improved mental and physical health (Zheng et al., 2015). Work-life balance crafting intentions among entrepreneurs were investigated, given that a critical aspect behind maintaining a healthy work-life balance is one’s motivation to actually craft it. Two variables that may predict entrepreneurs’ intentions to craft and preserve a healthy work-life balance, growth intentions and workaholism, were thus examined in a cross-sectional study employing actual entrepreneurs (N = 172). The results of this study demonstrated that growth intentions were positively and significantly predictive of work-life balance, whereas workaholism was negatively and significantly predictive of work-life balance. The findings of this research provided supporting evidence that workaholism could lead to lower intentions of entrepreneurs to maintain a work-life balance, whereas growth intentions seem to predict a higher engagement in proactive behaviors aimed to maintain a work-life balance.Show less
Nowadays, the focus of negotiation is increasingly on cooperative bargaining and achieving a win-win situation. This study uses a new research paradigm that examines adding subjects to the...Show moreNowadays, the focus of negotiation is increasingly on cooperative bargaining and achieving a win-win situation. This study uses a new research paradigm that examines adding subjects to the negotiation, also known as increasing the size of the pie. This research was conducted in a social setting where alcohol consumption was a factor. The purpose of this study is to find out whether adding topics to the negotiation and alcohol consumption leads to a better negotiation process and better outcomes for both parties. To this end, 190 participants participated in face-to-face conventional role-play negotiations in pairs and completed a questionnaire afterwards. It was found that the participant who could originally gain more points from the negotiation had less resistance to yielding when the topics were added at the beginning of the negotiation. The participant who was originally able to get fewer points out of the negotiation acted more simultaneously when the topics were added at the beginning of the negotiation. In addition, a cautious trend was found of more concern for other when an average amount of alcohol was consumed by the participant who could achieve fewer points and more concern for other by the participant who could achieve more points when the items were added at the beginning of the negotiation.Show less
In recent decades, there has been an increased scholarly interest in negotiation, both on distributive and integrative bargaining. The latter is characterized by the expansion of the resource pool...Show moreIn recent decades, there has been an increased scholarly interest in negotiation, both on distributive and integrative bargaining. The latter is characterized by the expansion of the resource pool or pie, in a way that both negotiators benefit from the outcome. The resource pool is only expanded when negotiators manage to create value by finding alternative solutions to issues that increase the joint gain of both parties. In this study, we used a two-person roleplay negotiation conducted face-to-face in an informal setting (N = 95) to explore the influence of alcohol and order of presented issues on joint gain. We find no systematic differences within the alcohol conditions and order conditions on joint gain. While some of the possible patterns we find are not conclusive yet, further research could yield interesting results.Show less
