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This study aims to examine how the fear of appearing incompetent (FAI) and competency pressure relates to negotiation tactics and subjective perceptions in a negotiation.

Using a dyadic buyer/seller negotiation simulation and pre- and post-negotiation questionnaires, we assessed FAI, competency pressure, tactics and subjective perceptions of the negotiation. Mediation models were tested using path analysis adapted from Hayes (2013) PROCESS procedures. MPlus “complex” multi-level function was used to account for non-independence of observations.

Results indicated that those with a higher FAI perceive more competency pressure, which is associated with greater use of competitive tactics (e.g. misrepresenting own interest, holding back information, making unreasonable offers) and lesser use of cooperative tactics (e.g. sharing helpful information, making reasonable offers, compromising). Tactics used in the negotiation mediated the relationship between competency pressure and subjective perception of the negotiation, such that competitive tactics were negatively related, and cooperative tactics were significantly positively related to subjective perception of the negotiation.

Reliability on the cooperative tactics measure was only minimally acceptable and all measures were self-report and collected during a single lab simulation session.

The findings suggest that relieving competency pressure in negotiation settings could open avenues for cooperation. Gaining expertise through formal negotiation training may be one way to accomplish this.

This is the first known study to investigate FAI and competency pressure in a negotiation setting. We draw on an emotion–cognition–behavior framework to show that FAI is associated with competency pressure thoughts, which predict negotiation behaviors. Further, this research lends support to the notion that competitive tactics are fundamental to the mental model of a negotiation.

This study aims to explore the consequences of inconsistent diversity-related signals for job seekers. Information sources include strategically crafted corporate signals and independent sources. The authors seek to understand the effect of inconsistent diversity signals on job seekers attitudes and behavior during recruitment.

An experiment was conducted wherein two samples from job-seeking populations were first exposed to a fictitious corporate website and then to LinkedIn profiles of that organization’s employees, with systematically varied diversity signals.

Results demonstrated that conflicting diversity signals had negative effects on perceived organizational attractiveness in the student sample (N = 427) and on organizational agreeableness in the working sample (N = 243). Negative organizational attraction was related to a lower likelihood of participants applying.

This work provides a stark but an important message to practitioners: signaling diversity-related values on corporate websites may backfire for organizations that actually lack diversity.

Few studies have combined communication theories with recruitment to examine the link between diversity signals and inconsistent information gathered via social media.

Research indicates that inconsistent gender norm presentations are met with backlash, which is particularly damaging to women. With social media use in selection rising, it is important to understand if this remains consistent for job applicants on social media.

In two experiments, this study investigates hiring managers' reactions to job applicant (in)consistent gender norm-based communication on Facebook (n = 197) and YouTube (n = 203). Participants located in the United States were asked to review social media materials, reported perceptions of task and social attraction, and make hiring recommendations.

Inconsistent with work on backlash in face-to-face settings, results demonstrated that masculine communication styles on social media may be detrimental to job seekers, and this was more pronounced for male job seekers. Feminine presentation styles had more favorable results.

The findings challenge the long-held understanding that men have more leeway to behave in agentic ways in job seeking contexts. While this may remain true in face-to-face settings, these findings suggest that social media, lacking media richness, may be a context in which males experience backlash for agentic behavior.

The research offers a novel perspective investigating traditional gender expectations in the digital realm, paving the way for a more comprehensive understanding of gender in employment contexts. This study contributes to the growing body of research on online behavior and expands understanding of how hiring managers react to gender norms in the era of social media.

Natural good-quality sources of aggregates are depleting, whereas large amount of reclaimed asphalt pavement (RAP) is produced annually. Safe disposal and use of RAP in the cold in-place recycling (CIR) using foamed bitumen could be sustainable approach where milling and mixing operations are accomplished simultaneously. This will not only help in minimizing contamination (probability) and transportation cost but also reduces the carbon footprints. Therefore, this study aims to investigate the scope of RAP utilization up to 100% and further its effect on the behavior of reclaimed asphalt foamed bituminous mix.

Reclaimed asphalt foamed bituminous mix (FBM) is still a new technique. The evidence of performance of 100% recycled pavement (CIR) is only anecdotal and lacks in systematic guidelines and literatures. Foam binder coating around the aggregates is also a concern. Therefore, this study is mainly emphasized to investigate the scope of RAP use in the FBM up to 100%. RAP content is varied in each trial, i.e. 70, 85, 100 and 0% (only fresh aggregates), to make the FBM. RAP use and its effect on the behavior of FBM in terms of resilient modulus, variation in resilient modulus with curing, rutting performance and the potential of resistance against the moisture damage are addressed.

Considering the laboratory studies, it can be accomplished that mechanistic properties and performance of FBM are largely influenced by RAP material and portray less susceptible characteristics against the moisture damage. FBM containing 70% RAP content exhibits maximum resilient modulus. However, use of RAP up to 100% in FBM is satisfying the minimum required specification.

Overall, the study may be helpful to highway professionals and could generate another possible option of 100% RAP replacing fresh aggregates in the flexible pavements.