Vlerick Repository
The Vlerick Repository is a searchable open-access publication database, containing the complete archive of research output written by Vlerick Business School faculty and researchers.
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Publication Lessons from practice: Extensions of current negotiation theory and research,(IACM-NCMR, 2022)Negotiation is in essence a practical skill. We identified the need to increase the number of academic contributions related to negotiation practice. The goal of this special issue – edited by Ramirez Marin, Druckman, and Donohue--is to call attention to areas in which research informs the practice, as well as areas in which the practice calls for advances in theory. The five papers included in this issue illustrate different ways in which practice can help academics extend the current theory. For example, describing how the predictions made by current theories can inform the practice, adapting and applying hostage negotiation principles to everyday negotiations, or testing the limits of current theories by adding external constraints and dependencies between and within negotiation issues. These examples can help researchers and teachers to bridge theory with practices as well as improve the way practitioners use evidence to improve their interventions.Publication Do you hear my accent? How nonnative English speakers experience conflictual conversations in the workplace(2022)Purpose – The purpose of this paper is to investigate the experiences of nonnative speakers in conflictual situations with native speakers in the workplace. In three studies, the authors examine whether nonnative speakers experience stereotype threat in workplace conflict situations with native speakers, whether stereotype threat is associated with certain conflict managing behaviors (e.g. yielding and avoiding) and the relationship between stereotype threat, satisfaction with conflict outcomes and processes, and objective conflict outcomes. Design/methodology/approach – Studies 1 and 2 use critical incident recall methodology to examine nonnative speakers’ conflict behaviors and satisfaction with conflict outcomes. In Study 3, data were collected from a face-to-face simulation with a random-assignment design. Findings – Findings suggest that nonnative speakers indeed experience heightened stereotype threat when interacting with native speakers in conflict situations and the experience of stereotype threat leads to less satisfaction with conflict outcomes, perceptions of goal attainment, as well as worse objective conflict outcomes. Originality/value – The current study is one of the first studies to document the effects of accent stereotype threat on conflict behaviors and outcomes. More broadly, it contributes to the conflict studies literature by offering new insight into the effects and implications of stereotype threat on workplace conflict behaviors and outcomes.Publication Negotiation strategy: A cross-cultural meta-analytic evaluation of theory and measurement(IACM-NCMR, 2021)Negotiation theorists conceptualize negotiation strategy from a behavioral or a motivational perspective and negotiation researchers code transcripts or collect negotiators’ self-reports to operationalize it. This meta-analysis evaluates the functional similarities and differences between these different theoretical perspectives and approaches to measuring negotiation strategy as it predicts joint gains. We analyzed 3,899 unique negotiations from 76 independent samples and 46 different papers. Our results reveal that motivational and behavioral theories and self-report and behavioral coding measurements yield similar predictions and are functionally equivalent, significant predictors of joint gains. On the other hand, our analysis testing culture (Western versus East Asian, South Asian and Middle Eastern samples) as moderator reveals that the current theories and methods of measuring negotiation strategy are only significant predictors of joint gains in Western culture samples.Publication Is stress good for negotiation outcomes? The moderating effect of social value orientation(Emerald Group Publishing, 2021)Purpose Negotiations are often conducted under stress. Previous studies show that stress can help or hurt negotiation outcomes. This study suggests that individual differences explain these effects, and the purpose of this study is to examine the effect of social value orientation (SVO) and stress on negotiation outcomes. Design/methodology/approach Two experimental studies and a pilot investigate the influence of stress and SVO (prosocial vs proself) on negotiation offers and outcomes. The authors’ studies are grounded on social interdependence theory and arousal literatures to explain the effects of stress on negotiation. Findings Stress has a positive influence on integrative offers (S1) and joint outcomes (S2). SVO moderates the effect of stress on joint negotiation outcomes (S2), such that, under stress, prosocials fare better than proselfs. Research limitations/implications Managers negotiating under stress should pay attention to their own as well as the others’ SVOs. Managers could also build their negotiation teams considering this individual difference and favor the presence of prosocials in stressful negotiations. Practical implications The findings have practical implications for managers who are under stress on a daily basis. Social implications This research contributes to managers that need to understand how to reach integrative agreements under stress. This is especially important when negotiators are representatives of employees or companies, as the outcomes can affect many individuals. Originality/value To the best of the authors’ knowledge, this is the first study examining the relationship between stress, SVO and negotiation offers and outcomes.Item Normatively speaking: Do cultural norms influence negotiation, conflict management, and communication?(Wiley, 2019)This paper elaborates a research agenda on cultural norms in communication, negotiation, and conflict management. Our agenda is organized around five questions on negotiation and conflict management, for example: How do culture and norms relate to an individual's propensity to negotiate? Or How do tightness-looseness norms explain negotiators’ reactions to norm conformity and norm violation? And three questions on communication, for example: What individual and cultural factors lead negotiators to use miscommunication as an opportunity rather than an obstacle? Or Are there cultural differences in whether and what forms of schmoozing are normative? The present paper is based on three pillars: (a) ideas provided by the think tank participants (full list on website), (b) state of the art research and (c) the authors’ perspectives. Our goal is to inspire young, as well as, established researchers to purse these research streams and increase our understanding about the influence of cultural norms.