A Biosocial Approach to Negotiation

The current study advances a biosocial model of negotiation, in which the effects of estradiol and opponent gender on competitive behavior are examined. Sixty-four female participants engaged in a computer-mediated negotiation simulation and completed measures assessing psychological distance, negotiation goals, opponent perceptions, and self-presentation concerns. Results demonstrated that psychological distance, estradiol, and opponent gender interact to predict competitive and conciliatory negotiation behavior. This study carries substantial implications for conflict management theory and practice as it illustrates the joint influence of biological and social situational factors on negotiation behavior

The Professional Identity of Gameworkers Revisited. A Qualitative Inquiry on the Case Study of German Professionals

The phenomena of computer games and the plethora of game cultures have already been drawing attention of researchers for many years, whereas the people behind computer games – the so called gameworkers – undeservingly remained in the shadows until quite recently. The lack of information about this workforce and its professional identity makes this research object especially interesting. The analysis relies on a pilot study about the issue of the professional identity of gameworkers, which aimed to dig deeper with the means of qualitative research. During that project nine German gameworkers were interviewed and an attempt to give an in-depth description of their professional identity was made. The study shows that the respondents have a very strong coherence with their profession and perceive themselves as a part of their profession and the team/studio they work with/at. The most salient reason for this is the deep interest the respondents have in computer games (for both making and playing games)

Group Member Prototypicality and Intergroup Negotiation: How One's Standing in the Group Affects Negotiation Behaviour

How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self-categorization theory), the effects of group member prototypicality, accountability, and group attractiveness on competitiveness in intergroup bargaining were examined. As representatives of their group, participants engaged in a computer-mediated negotiation with a simulated outgroup opponent. In Exp. 1 (N = 114), representatives with a peripheral status in the group sent more competitive and fewer cooperative messages to the opponent than did prototypical representatives, but only under accountability. Exp. 2 (N = 110) replicated this finding, and showed that, under accountability, peripherals also made higher demands than did prototypicals, but only when group membership was perceived as attractive. Results are discussed in relation to impression management and strategic behaviour.Group Member Prototypicality;Intergroup Negotiation;Negotiation Behaviour;Representatives Bahaviour

What other's disappointment may do to selfish people: Emotion and social value orientation in a negotiation context

The authors examined whether individual differences in social value orientation moderate responses to other’s expressions of disappointment in negotiation. The literature suggested competing hypotheses: First, prosocials are more responsive to other’s disappointment because they have a greater concern for other; second, proselfs are more responsive because they see other’s disappointment as a threat to their own outcomes. Results of a computer-mediated negotiation in which a simulated opponent expressed disappointment, no emotion, or anger supported the second prediction: Proselfs conceded more to a disappointed opponent than to a neutral or angry one, whereas prosocials were unaffected by the other’s emotion. This effect was mediated by participants’ motivation to satisfy the other’s needs, which disappointment triggered more strongly in proselfs than in prosocials. Implications for theorizing on emotion, social value orientation, and negotiation are discussed

ICT and gender issues in the higher education of entrepreneurs

Rapid technological innovations are currently occurring in higher education with differential effects on academics, students and ICT. This article, through literature review and author experiences, highlights the potential misperceptions of gender and related learning styles resulting from increased adoption of ICT in higher education. The authors emphasise the need for a collaborative approach between educators, learners, and the people and organisations that drive technological innovation, which contrasts the competitive forces that now abound. The authors also acknowledge the implied positions in dialogues about gender. One response is to initiate understanding at the strategic level and utilise the advances in ICT technologies that enhance connectedness in the educational experience. To improve the education of entrepreneurial managers and leaders, future policies must address the effects and accessibility of online education to meet employer and global technological requirements with equitable outcomes.<br /

Sex differences in the effects of visual contact and eye contact in negotiations

"Previous research has proposed that the ability to see others would benefit negotiations. We argue that this view is too narrow and that the impact of visual contact on negotiated agreements depends on the meaning individuals ascribe to either its presence or absence. Based on previous research showing that females are more likely to understand others in the presence of visual contact while males understand others better in the absence of visual contact, we explore how visual contact, eye contact, and sex affect the quality of negotiated agreements in a meta-analysis (Study 1) and a laboratory experiment (Study 2). The two studies combined show that because direct communication via the face facilitates a shared understanding for two unacquainted females, their agreements are of higher quality when they have visual contact compared to when they do not (Study 1), and if they have visual contact, their agreements are better when they have eye contact than when they do not (Study 2). Because communication via the face increases discomfort between two unacquainted males, their agreements are of higher quality when they do not have visual contact (Study 1), and if they do have visual contact, their agreements are better when they have no eye contact than when they do (Study 2)." [author's abstract

The Role of Cultural Value Orientations and Sexual Desire in Predicting Cybersex Behavior in Unmarried Young Adults

The presence of Internet technology has opened up the emergence of new forms of sexual&nbsp;behavior, such as cybersex, which seems more massive nowadays. Regardless of the merits&nbsp;intended by the facilitating technology, in the context of Indonesian culture in which premarital&nbsp;sexual behavior (especially cybersex) is perceived as immoral, it is important to determine&nbsp;predictors of cybersex in order to minimize (or possibly eliminate) its negative impacts. This&nbsp;predictive-correlational designed study on 333 unmarried young adults participants (144 males,&nbsp;189 females; mean of age = 20.724 years old, standard deviation of age = 1.902 years) employed&nbsp;the five dimensions of Hofstede‟s cultural value orientations (at individual level) and sexual desire&nbsp;as the predictors. The finding of this study was that only the long term orientation and sexual desire&nbsp;play significant roles in predicting cybersex, in positive ways; while four other cultural value&nbsp;orientations (power distance, uncertainty avoidance, masculinity/femininity, and collectivism/individualism) are not able to predict it

Negotiation Style Comparisons by Gender among Greater China

As the economics within Greater China become more internally linked together, it becomes increasingly important to understand the nuances of each culture encompassed by this term. There is very little comparing the negotiation styles of Chinese who live in Taiwan, Hong Kong, and Mainland China among themselves. To fill the gap, the present research focuses on negotiations style comparison by gender among Chinese in Taiwan, Hong Kong, and Mainland China. The population was chosen from public companies listed under the stock markets. Data was collected using an online survey technique. SPSS was used to conduct data analyses, and a variety of statistical measures were used, including descriptive statistics and MANOVA, and coefficient alphas was reported for modified instruments in order to address reliability and validity of the instrument. The study found that only the factual negotiation style showed a significant relationship with gender among the three regions. The researcher suggests that the negotiators still need to be trained in body language, strategies, temper control, international manners, and customs. A better knowledge of negotiation should be helpful in understanding business and in realizing which negotiation styles are most appropriate for a particular country. The appropriate negotiation skills can bring more competitive advantages and benefits