**Apologies for Cross Postings**
Negotiation and Conflict Management Research
© The International Association for Conflict Management (IACM) and Wiley Periodicals, Inc.
Michael A. Gross, Editor-in-Chief
Colorado State University
NCMR Volume 12, Issue 4
Articles:
Selling to Strangers, Buying from Friends: Effect of Communal and Exchange Norms on Expectations in Negotiation
Jaime Ramirez‐Fernandez1, Jimena Y. Ramirez‐Marin2, & Lourdes Munduate3
1,3Department of Social Psychology, University of Seville, Seville, Spain
2Department of Marketing and International Negotiation, IESEG School of Management, Lille, France
http://dx.doi.org/10.1111/ncmr.12141
Abstract
This study examines the effect of relationships on negotiators' expectations. The authors derive theory and hypotheses from relational norms that govern relationships (communal and exchange) which impact negotiators' expectations when interacting with close others. The study focuses on the influence of the negotiator's role (buyer or seller) and relational norms on expected offers. The authors tested the hypotheses across three studies. Results consistently show that close relationships influence expectations such that buyers expect more favorable offers from best friends than from friends and acquaintances (Studies 1–3). And this effect is absent for sellers (Study 1). Moreover, the motivation to meet the needs of the other party (communal strength) is higher for close relationships but it does not moderate the effect of relationships on expectations (Study 2). Finally, negotiators high in communal strength and exchange orientation norms expect more generous offers from best friends (Study 3).
The Effect of Task Conflict on Relationship Quality: The Mediating Role of Relational Behavior
Wenxue Lu1 & Wenqian Guo2
1,2Department of Construction Management, College of Management and Economics, Tianjin University, Tianjin, China
http://dx.doi.org/10.1111/ncmr.12150
Abstract
Previous studies have paid insufficient attention to how interorganizational task conflict affects relationship quality between parties. On the basis of survey data from the construction industry, this study explores the impact of interorganizational task conflict on relationship quality and the mediating role of relational behavior. The empirical results reveal that task conflict affects relationship quality (including satisfaction, trust, and commitment) negatively. Relational behavior has three dimensions: flexibility, information exchange, and solidarity. Information exchange partially mediates the effect of task conflict on satisfaction, trust, and commitment; solidarity plays a partial mediating role in the impact of task conflict on trust and commitment; and flexibility only mediates the impact of task conflict on satisfaction partially. Relational behavior in accordance with relational norms can partially account for the impact of interorganizational task conflict on relationship quality. This paper also provides practical guidance for construction practitioners.
Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate
Julia A. M. Reif1, Fiona A. Kunz2, Katharina G.Kugler3, & Felix C. Brodbeck4
1,2,3,4Economic and Organisational Psychology, Ludwig‐Maximilians‐Universitaet Muenchen, Munich, Germany
http://dx.doi.org/10.1111/ncmr.12153
Abstract
In the substantial body of research on gender differences in the initiation of negotiation, the findings consistently favor men (Kugler et al., 2018). We propose that this research itself is gendered because negotiation research has traditionally focused on masculine negotiation contexts. In the current study, we replicate the gender effect in initiating negotiations (favoring men) and provide an empirically based selection of "masculine," "feminine," and "neutral" negotiation contexts, which can be used for future negotiation research. We show that the negotiation context shapes gender differences such that in specific social contexts, women tend to have even higher initiation intentions compared to men. Negotiation contexts generally seem to differ regarding their affordance to negotiate. We offer a possible explanation for gender effects on initiation intentions by uncovering the mediating role of expectancy considerations across all negotiation contexts, especially in masculine contexts, and instrumentality considerations in specific masculine and feminine contexts.
The Scathingly Brilliant Scholarship of Lisa Blomgren Amsler (Formerly Bingham)
Mariana D. Hernandez‐Crespo1, David B. Lipsky2, Tina Nabatchi3, & Rosemary O'Leary4
1Saint Thomas University School of Law, Miami, FL, U.S.A.
2Cornell University, Ithaca, NY, U.S.A.
3Maxwell School, Syracuse University, Syracuse, NY, U.S.A.
4School of Public Affairs, University of Kansas, Lawrence, KS, U.S.A.
http://dx.doi.org/10.1111/ncmr.12125
Abstract
This essay honors Lisa Blomgren Amsler (formerly Bingham) as an International Association for Conflict Management Jeffrey Z. Rubin Award recipient (2006). Lisa is the author or co‐author of over 125 path‐breaking publications that span the fields of dispute resolution, negotiation, conflict management, public administration, public policy, law, philosophy, and organizational studies, among many others. She the consummate example of "thinking DaVinci" -using lateral thinking, moving fluidly across contexts and perspectives, taking knowledge from one context and applying it to another, and fostering creativity and innovation in scholarship. This article focuses on Lisa's contributions in the areas of mandatory arbitration and the effects of mediation, justice, and justness in alternative dispute resolution and public participation, and collaborative public management. In addition, we highlight Lisa's impact outside the United States. We give Lisa the last word where she analyzes gaps in research and practice, as well as the future of the field.
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Michael Gross
Professor
Colorado State University
Fort Collins CO
(970) 491-6368
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