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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
Rudeness, social undermining and interpersonal mistreatment in the workplace. Workers who are mistreated by colleagues, be it thoughtless rudesness or more intentional undermining, are more likely than others to leave their job, suffer from poor emotional and physical health, and engage in increasingly aggressive retalitory actions. By providing greater understanding of the contributing factors and processes involved, this project will inform the development of interventions to reduce these coun ....Rudeness, social undermining and interpersonal mistreatment in the workplace. Workers who are mistreated by colleagues, be it thoughtless rudesness or more intentional undermining, are more likely than others to leave their job, suffer from poor emotional and physical health, and engage in increasingly aggressive retalitory actions. By providing greater understanding of the contributing factors and processes involved, this project will inform the development of interventions to reduce these counterproductive behaviours and their harmful effects. Providing a unique opportunity for widespread documentation of the incidence and nature of interpersonal mistreatment across Australia, New Zealand and Asia, the research will identify types of people or workplaces that are at high risk of being targeted.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
The two faces of leadership: Constructive and destructive leadership and their consequences for employees. This proposal is designed to strengthen Australia’s social and economic fabric by enhancing understanding of the impact of both constructive and destructive leadership on follower and organisational outcomes. This research enables us to identify ways in which organisations can reduce tangible (e.g., low production levels, reduced performance) and intangible losses (e.g., reduced psychologic ....The two faces of leadership: Constructive and destructive leadership and their consequences for employees. This proposal is designed to strengthen Australia’s social and economic fabric by enhancing understanding of the impact of both constructive and destructive leadership on follower and organisational outcomes. This research enables us to identify ways in which organisations can reduce tangible (e.g., low production levels, reduced performance) and intangible losses (e.g., reduced psychological health), which have wider societal implications. Our focus on developing a training program to build constructive leadership and minimise destructive leadership is a key strategy designed to promote a healthier and more productive work environment.Read moreRead less
The high cost of bad bosses: Reactions of employees, co-workers, and employees' partners to abusive supervision. Abusive supervision has serious consequences for individuals and organisations. It is detrimental to employee well-being, reduces productivity, and may even result in litigation. We examine the negative effects of abusive supervision not only on employees but also on those around them: their co-workers and families. Our proposed intervention is a major step towards empowering employee ....The high cost of bad bosses: Reactions of employees, co-workers, and employees' partners to abusive supervision. Abusive supervision has serious consequences for individuals and organisations. It is detrimental to employee well-being, reduces productivity, and may even result in litigation. We examine the negative effects of abusive supervision not only on employees but also on those around them: their co-workers and families. Our proposed intervention is a major step towards empowering employees to effectively manage the aftermath of supervisory mistreatment. The outcomes of this research will demonstrate the need for organisations and governmental agencies to invest more resources in the prevention of these harmful supervisory practices.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
Leaders as motivators: A test of an integrated theory of leadership and motivation to predict employees' psychological health and productivity. The effectiveness of organisations depends upon the quality of its leaders. While research shows that certain leader behaviours can enhance psychological heath (increase job satisfaction, reduce stress) and productivity, it is not clear why this occurs. This proposal addresses this shortcoming by developing a model of leadership that places motivation ....Leaders as motivators: A test of an integrated theory of leadership and motivation to predict employees' psychological health and productivity. The effectiveness of organisations depends upon the quality of its leaders. While research shows that certain leader behaviours can enhance psychological heath (increase job satisfaction, reduce stress) and productivity, it is not clear why this occurs. This proposal addresses this shortcoming by developing a model of leadership that places motivation as a core process between the leader's behaviour and outcomes. The model is tested across new innovative research designs, including a study that tests an intervention to improve leadership effectiveness. The research will increase the understanding of workplace leadership and provide practical ways to improve employees' psychological health and productivity.Read moreRead less
Developing employee well-being and performance through transformational leadership. This proposal contributes to the ARC priority area of strengthening Australia's social and economic fabric. A key national benefit of this research is increasing understanding of how specific leadership behaviours improve employees' well-being and performance.This research also identifies which followers are most responsive to leadership and in what contexts these behaviours are most effective. This information i ....Developing employee well-being and performance through transformational leadership. This proposal contributes to the ARC priority area of strengthening Australia's social and economic fabric. A key national benefit of this research is increasing understanding of how specific leadership behaviours improve employees' well-being and performance.This research also identifies which followers are most responsive to leadership and in what contexts these behaviours are most effective. This information is critical as it enables development of selection and training packages specifically designed to provide leaders with the skills needed to build employee well-being and performance.Read moreRead less
Promoting employee mental health through the development of managers' psychological capital: A controlled field experiment. Depression significantly impacts Australian communities and costs the economy approximately 12 million days in lost productivity each year. By delivering a mental health promotion program to managers of small-medium enterprises, this study will enhance the psychological wellbeing and mental health literacy of managers in a sector of the business community often neglected in ....Promoting employee mental health through the development of managers' psychological capital: A controlled field experiment. Depression significantly impacts Australian communities and costs the economy approximately 12 million days in lost productivity each year. By delivering a mental health promotion program to managers of small-medium enterprises, this study will enhance the psychological wellbeing and mental health literacy of managers in a sector of the business community often neglected in occupational health research. The program targets managers within Tasmania, a setting representing regional communities in which people have a higher risk of mental ill-health problems. Read moreRead less