Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation. Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their male peers, women receive lower starting salaries and smaller increases. This is costly for women, who leave the workforce with less financial security. The gender gap is also costly for organisations, who face increased dissatisfaction and turnover. Woman can improve the ....Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation. Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their male peers, women receive lower starting salaries and smaller increases. This is costly for women, who leave the workforce with less financial security. The gender gap is also costly for organisations, who face increased dissatisfaction and turnover. Woman can improve their outcomes through negotiation, but the assertive tactics that improve their economic outcomes are likely to generate social reprisals in the workplace. This project will benefit employers and employees alike, by identifying strategies that assist women to improve their economic outcomes while buffering them from social reprisals.Read moreRead less
The Dynamics of Trust in Negotiation: Implications for Strategy and Outcomes. Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solutions that meet both negotiators' needs. In this project, we investigate the role of trust in fostering cooperation. Although trust is a pre-requisite for cooperation, negotiation research is yet to systematically explore how trust is built, sustained and violated. We test h ....The Dynamics of Trust in Negotiation: Implications for Strategy and Outcomes. Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solutions that meet both negotiators' needs. In this project, we investigate the role of trust in fostering cooperation. Although trust is a pre-requisite for cooperation, negotiation research is yet to systematically explore how trust is built, sustained and violated. We test how first impressions establish trust and how patterns of communication sustain trust. We also test how salient events punctuate negotiations and alter trust. Our goal is to identify those processes that facilitate trust and cooperation in negotiation.Read moreRead less
A Relational Model of Strategic Choice in Negotiation. Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relationships, and may require costly and time-consuming third-party interventions. An important, yet neglected, aspect of negotiations is the underlying relationship between the parties. In this project, we examine how risks to the underlying relationship, specifically, perceived trustworthiness or its lack, ....A Relational Model of Strategic Choice in Negotiation. Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relationships, and may require costly and time-consuming third-party interventions. An important, yet neglected, aspect of negotiations is the underlying relationship between the parties. In this project, we examine how risks to the underlying relationship, specifically, perceived trustworthiness or its lack, affect negotiators' strategy choices. Each of the risks that we identify can be offset by selecting appropriate strategies. We develop and test a model that helps negotiators identify these risks and make strategic choices that protect their interests without damaging the relationship. Read moreRead less
Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation. Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigne ....Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation. Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigned to economic and social outcomes. We link differences in these weights to differences in negotiators' strategy choices and study how weights and behaviours change over time. This enables us to identify the elements of negotiation best practice, which allows negotiators to protect both their economic and reputational outcomes. Read moreRead less
An investigation into consumer perspectives on emotional, attitudinal and behavioural loyalty. Attracting and retaining loyal customers is central to the economic viability of organisations. Yet, scholars have not resolved how to define brand loyalty, what contributes to brand loyalty for different services, products and industries over time nor the appropriate application of brand loyalty measures in different contexts. Current conceptualisations overlook the role of emotion and its relations ....An investigation into consumer perspectives on emotional, attitudinal and behavioural loyalty. Attracting and retaining loyal customers is central to the economic viability of organisations. Yet, scholars have not resolved how to define brand loyalty, what contributes to brand loyalty for different services, products and industries over time nor the appropriate application of brand loyalty measures in different contexts. Current conceptualisations overlook the role of emotion and its relationship with the other dimensions of brand loyalty. The proposed project will be the first application of a prototype approach and one of the few studies to use quantitative longitudinal research techniques to further understanding of what brand loyalty is and how it develops.Read moreRead less
Two parts truth, one part lies: Microethical judgments in negotiation. In advancing their economic goals, negotiators may choose to follow a more or less ethical path. Although a less ethical path might advance economic goals, it incurs reputational and relational costs both for negotiators and their organisations. Whether negotiators choose the more or less ethical path is determined by their moral intent: the relative weight that they place on fairness and justice, or on maximising their econo ....Two parts truth, one part lies: Microethical judgments in negotiation. In advancing their economic goals, negotiators may choose to follow a more or less ethical path. Although a less ethical path might advance economic goals, it incurs reputational and relational costs both for negotiators and their organisations. Whether negotiators choose the more or less ethical path is determined by their moral intent: the relative weight that they place on fairness and justice, or on maximising their economic outcomes. Using an interactionist approach to ethical decision-making, this research investigates how three kinds of variables – individual cognition, social perception, social context – combine to affect moral intent and steer negotiators to more or less ethical negotiation strategies.Read moreRead less
Do director board appointments predict whether CEO pay is in line with company performance? Increasing pay differences between CEOs and the average working Australian have resulted in a less equitable and economically divided society. This issue has reached a critical point as taxpayer money is now needed to fund stimulus packages and finance companies facing insolvency while CEO pay on average has remained unchanged or increased. This inequity has the potential to cause social and political ins ....Do director board appointments predict whether CEO pay is in line with company performance? Increasing pay differences between CEOs and the average working Australian have resulted in a less equitable and economically divided society. This issue has reached a critical point as taxpayer money is now needed to fund stimulus packages and finance companies facing insolvency while CEO pay on average has remained unchanged or increased. This inequity has the potential to cause social and political instability. This research will provide much needed knowledge of how to address this issue including pay benchmarks, knowledge derived from international practice, corporate governance indices as well as understanding of how widespread pay norms have developed.Read moreRead less
International Managers: How Do We Get Them? Explanations of Staffing Strategy for International Work Performed From Home or Abroad. Australian companies often need to expand globally to survive and prosper. Yet, they report a shortage of managers for international work. This project aims to explain how companies staff international work, conceived as a set of interrelated options in which the work may be performed abroad or domestically from Australia. International staffing has rarely been ....International Managers: How Do We Get Them? Explanations of Staffing Strategy for International Work Performed From Home or Abroad. Australian companies often need to expand globally to survive and prosper. Yet, they report a shortage of managers for international work. This project aims to explain how companies staff international work, conceived as a set of interrelated options in which the work may be performed abroad or domestically from Australia. International staffing has rarely been considered as a comprehensive set of alternatives. This project will explain staffing strategy from organisational and individual perspectives and factors, including why women are underrepresented. The results will help understand the staffing strategy, management development, retention, and equity practices needed to staff international work.Read moreRead less
Safe and unsafe workplace behaviour: the impact of organisational culture and climate. This APA(I) project involves a study of safety cultures of organizations and safety climates of workgroups. It will develop and trial safety interventions derived from an understanding of the normative and individual psychological contracts of safety. It is hypothesized that such contracts will impact on safety behaviors and injury rate. The project will be conducted in collaboration with Kmart and KAAL (A ....Safe and unsafe workplace behaviour: the impact of organisational culture and climate. This APA(I) project involves a study of safety cultures of organizations and safety climates of workgroups. It will develop and trial safety interventions derived from an understanding of the normative and individual psychological contracts of safety. It is hypothesized that such contracts will impact on safety behaviors and injury rate. The project will be conducted in collaboration with Kmart and KAAL (Alcoa) who experience very different levels of risk. The ultimate aim is to develop a better understanding of the complex human systems which impact on safety behaviors and injury rates in organizations.Read moreRead less
Goal orientations, self-regulation and performance: Implications for accelerating learning via goal-setting interventions. This project relates to the priority of strengthening Australia's social and economic fabric. The question of when and why various goals are adaptive versus maladaptive is of fundamental importance for understanding human behaviour. Society benefits from research into this question, because it provides a pathway for tapping into human potential. The results have implications ....Goal orientations, self-regulation and performance: Implications for accelerating learning via goal-setting interventions. This project relates to the priority of strengthening Australia's social and economic fabric. The question of when and why various goals are adaptive versus maladaptive is of fundamental importance for understanding human behaviour. Society benefits from research into this question, because it provides a pathway for tapping into human potential. The results have implications for the development of effective training programs and thus have the potential to influence personal growth and financial stability. The results will have wide application in a variety of industries. Examples include the development of interventions for more rapid training, and the development of performance-management plans for facilitating career advancement.Read moreRead less