1454: Identity and Individual Differences in Workplace Negotiations (12496)

Session Chair(s)

• TM

  Tyree Mitchell

  Louisiana State U., United States

Discussant(s)

• BG

  Brian Gunia

  Johns Hopkins U., United States

Session Chair(s)

• ZY

  Zhixu (Rick) Yang

  Purdue U.

Participant(s)

• FK

  Franki Y. H. Kung

  Purdue U., West Lafayette, United States
• MC

  Melody Chao

  Hong Kong U. of Science and Technology, Hong Kong

Presenter(s)

• MK

  Mary Keegin

  Kohler Co

Participant(s)

• CJ

  Corai Jackson

  Louisiana State U.
• ZY

  Zhenyu Yuan

  U. of Illinois at Chicago, United States
• SG

  Sydney Green

  Denison U., United States
• AE

  Alexander Effinger

  U. of Illinois Chicago, United States

Unresolved issues within the negotiation literature and organizations necessitate a more nuanced understanding of how identity and individual differences influence negotiation outcomes. This symposium brings together three papers that examine the effects of various individual differences and identity-relevant factors on negotiation strategies and outcomes. Collectively, these papers offer implications for negotiation science and practice across various contexts and for specific outcomes. The discussant will provide recommendations for the role of organizational scholars in addressing current issues.

Presentations:

• 08:00 – 09:30 CT (GMT-5/UTC-5)

  1454: We are One or We Need Each Other? Intergroup Leadership in Intergroup Negotiations (12496)
  

  Author: Tyree David Mitchell – Louisiana State U.

  Author: Zhenyu Yuan – U. of Illinois at Chicago

  Author: Alexander Lyle Effinger – U. of Illinois Chicago

  Author: Sydney Green – Denison U.

  Author: Corai Jackson – Louisiana State U.
• 08:00 – 09:30 CT (GMT-5/UTC-5)

  1454: Priming Regulatory Focus Reduces Gender Differences in Salary Negotiations (12496)
  

  Author: Mary Keegin – Kohler Co
• 08:00 – 09:30 CT (GMT-5/UTC-5)

  1454: Wise Reasoning and Subjective Values in Conflict Communication (12496)
  

  Author: Zhixu (Rick) Yang – Purdue U.

  Author: Franki Y. H. Kung – Purdue U., West Lafayette

  Author: Melody M. Chao – Hong Kong U. of Science and Technology