This chapter reviews the communication competencies for effective negotiation that surface in two research traditions: the social psychological and social constructivist perspectives. Communication competency is the subset of knowledge and behaviors that influences negotiation performance. Three major skills surface as communication competencies in the social psychological tradition: control in terms of meeting negotiator goals, signaling collaboration through taking account of the other party, and adaptation. Competencies that surface in the social constructivist approach include the coordination of differences, the co-construction of meanings, directing communication sequences, and ability to change the negotiation game. This paper contends that negotiators who develop optimal communication competencies are able to move outside their existing systems, alter the direction of the process, and produce new ways of understanding problems to transform the bargaining situation. These findings have implications for revamping negotiation training and pedagogy. In particular, training and pedagogy need to focus on helping parties diagnose communication patterns, disrupt dysfunctional interactions, and redirect the course of negotiations.Negotiation is a commonplace activity. While once the exclusive domain of formal collective bargaining, buyer-seller transactions, and international diplomacy, this activity is part of routine interactions in the workplace, the family, legal contexts, and interpersonal relationships. Workers negotiate with their bosses and their colleagues about job assignments; children negotiate with their parents regarding bedtime; lawyers negotiate to settle legal claims for clients; and friends negotiate about what movie to attend. In effect, negotiation is something everyone does as part of routine activities as well as major accomplishments, such as obtaining a job, getting a raise, buying a house, or orchestrating a corporate merger. As a result, people need to understand what negotiation is and how to hone their competencies and skills in this activity.This chapter focuses on the communication competencies essential for effective negotiation. While skills focus on behaviors related to particular criteria or outcomes, competencies refer to a subset of knowledge and behaviors that influence negotiation performance (Roloff, Putnam, and Anastasiou 2003). Hence, a particular competence encompasses skills and broadly refers to having an understanding of the negotiation process, managing interactions effectively, and learning how to transform negotiation situations. Communication is fundamental to de-Brought to you by | Stockholms Universitet Authenticated Download Date |
This study proposes the Work-Related Emotional Communication model of burnout to explicate the relationships between processes of emotional work and emotional labor leading to burnout. The model was validated drawing on survey data from 2,067 practicing attorneys. Our analyses found emotional contagion to have a stronger positive influence on burnout through its direct effect on exhaustion than through its indirect effect on communicative responsiveness. Sensitivity to the Expressive Behavior of Others was a prominent influence on empathic communication. Inefficacy partially mediated the positive effects of exhaustion on cynicism. Surface acting did not contribute to inefficacy but had positive effects on exhaustion and cynicism. Deep acting had no apparent effect on burnout, whereas automatic regulation negatively influenced burnout. We conclude with theoretical and practical implications for future research and offer suggestions for management to work toward the reduction of worker burnout.
Existing evidence suggests that perfectionism is related to depressive symptoms, burnout, and clinical disorders and that socially prescribed, rather than self-oriented, perfectionism is the most maladaptive. Thus, social expectations of perfection can have detrimental effects on workers that may result in negative organizational outcomes. Using a sample of 176 Arizona attorneys, this two-wave longitudinal study examined whether psychosocial safety climate (PSC) may reduce perfectionist ideals and, in turn, improve employee well-being. Expectedly, PSC negatively influenced physical and psychological distress 2 months later directly and indirectly via socially prescribed perfectionism, suggesting that the beneficial impacts of positive PSCs may manifest over a relatively short period of time. Contrarily, self-oriented perfectionism was not related to PSC, suggesting a demand-resource mismatch, and positively related to physical symptoms only. These results suggest a more complex relationship between self-oriented perfectionism and employee well-being, perhaps depending on other variables.
Framed by social cognitive career theory, this study identified college students’ perceptions of the most influential sources and content of encouraging/discouraging career messages (vocational anticipatory socialization [VAS]). A survey of 873 university students found that mothers, followed by teachers/professors, friends, and fathers, were perceived to be the most influential encouraging VAS sources. However, first-generation college students were more likely to identify teachers/professors as their most influential VAS source. Friends were identified as most influential source of discouraging messages. The most frequently identified VAS messages gave career details. Mothers were most often described as conveying messages telling their children to pursue a passion for their career, while teachers/professors were frequently reported as providing career detail messages. Based on the VAS messages reported, we speculate that some VAS messages help students overcome perceived barriers by boosting self-efficacy and outcome expectations, confirming students’ individual skills and helping students envision themselves in particular career settings.
This entry describes mixed methods research in organizational communication scholarship, delineating what constitutes mixed methods research, providing background about its development, discussing its advantages, and giving an overview of mixed methods research designs. The integral role of integration in mixed methods research, including potential barriers to achieving integration and ways to overcome them, is discussed.
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