Anticipating Happiness in a Future Negotiation: Anticipated Happiness, Propensity to Initiate a Negotiation, and Individual Outcomes

We examined the role of anticipated happiness in negotiation settings. Anticipated happiness is the happiness that individuals expect to experience in the future if certain events do or do not occur. In two studies, we tested the argument that anticipated happiness initiates an approach goal, leading individuals to promote economic interests. Study 1 revealed that anticipated happiness was positively related to the propensity to initiate a negotiation, mediated by an approach goal. In Study 2, we found that anticipated happiness about reaching the target value increased the individual negotiation outcome, mediated by actual target value. Our studies provide insight into how anticipated happiness influences motivation, behavior, and ultimately individual outcomes in negotiations

The importance of behavioral integrity in a multicultural workplace

The notion of “behavioral integrity” describes the extent to which one person perceives that another lives by his or her word, keeps promises, and lives by professed values. Effective management leadership depends on how employees perceive their manager\u27s behavior on these points, because this drives credibility. Since most managers are neither saints nor demons, employees judge their managers’ integrity by interpreting a mixed set of managerial actions and behavior. This study examines how different employee groups might understand and react differently to cues about their manager’s consistency. We surveyed 1,944 employees at 107 hotels and found that the observer’s race affects his or her perceptions of behavioral integrity. African American employees in this study were especially sensitive to violations and affirmations of behavioral integrity. Moreover, African American employees scored their African American managers more harshly than they did their non-African American managers. The study also found that senior managers’ integrity trickles down to affect behavior and attitudes throughout the organization. These results suggest a need for executive training and vigilance focused on the issue of behavioral integrity, because managers’ integrity affects the attitudes, conduct, and loyalty of all employees

Racial Differences in Sensitivity to Behavioral Integrity: Attitudinal Consequences, In-Group Effects, and “Trickle Down” Among Black and Non-Black Employees

Recent research has suggested that employees are highly affected by perceptions of their managers’ pattern of word–action consistency, which T. Simons (2002) called behavioral integrity (BI). The authors of the present study suggest that some employee racial groups may be more attentive to BI than others. They tested this notion using data from 1,944 employees working at 107 different hotels and found that Black employees rated their managers as demonstrating lower BI than did non-Black employees. Mediation analyses were consistent with the notion that these differences in perceived BI in turn account for cross-race differences in trust in management, interpersonal justice, commitment, satisfaction, and intent to stay. Results of hierarchical linear modeling were consistent with the idea that middle managers’ perceptions of their senior managers’ BI “trickle down” to affect line employee perceptions of the middle managers and that this trickle-down effect is stronger for Black employees. The authors interpret these results as indicative of heightened sensitivity to managers’ BI on the part of Black employees. They also found a reverse in-group effect, in that Black employees were substantially more critical of Black managers than were non-Black employees