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Article
Publication date: 14 August 2017

Elizabeth Chapman, Edward W. Miles and Todd Maurer

Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which…

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Abstract

Purpose

Previous research on negotiation skills has focused mostly on the negotiation itself and tactics used when bargaining, while little research has examined the process by which people become effective negotiators. The purpose of this paper is to develop an initial model from an intra-organizational perspective to outline the factors that contribute to the development of negotiation skills and behaviors by employees.

Design/methodology/approach

This conceptual paper relies on prior research and existing theory to focus on the types of developmental and learning experiences and processes that lead to the acquisition of three specific types of key negotiation skills and behaviors.

Findings

Distributive, integrative, and adaptable negotiation skills are developed most effectively via different learning and development activities, respectively. Additionally, unique individual difference and situational variables could contribute to particular negotiation behaviors, either directly or via an interaction with developmental experiences.

Practical implications

The paper proposes a model for future testing in which results can provide support for tailored/customized training and development of employee negotiation skills. Providing the correct people with the correct tools in the correct manner is always desirable by practitioners.

Originality/value

This proposed holistic model provides new insights, structure, and suggestions for more research on factors that lead to negotiation skill development and exhibition of effective negotiation behaviors. This paper goes beyond description of negotiation tactics and addresses the various negotiation contexts and the unique skills needed for each. Most importantly, the paper addresses how those skills are uniquely and most effectively developed.

Details

Journal of Management Development, vol. 36 no. 7
Type: Research Article
ISSN: 0262-1711

Keywords

Available. Open Access. Open Access
Article
Publication date: 17 March 2020

Edward W. Miles, Jeff Schatten and Elizabeth Chapman

Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research…

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Abstract

Purpose

Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS – which is defined as a propensity to act – is associated with the outcomes of negotiators when the threat has not been specifically activated. Face theory specifies that face threats can cause individuals to take proactive steps to avoid threats before they might occur.

Design/methodology/approach

Drawing on face theory and social role theory, the authors conduct a negotiation experiment and use hierarchical regression to test hypotheses concerning the relationship between FTS for sellers and buyers on negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if gender moderates the relationship between buyer and seller FTS and negotiation outcomes.

Findings

Results show that, when the threat is not activated, high FTS buyers pay more than low FTS buyers. Consistent with face theory and social role theory, this effect is moderated by gender, with the association being stronger for women buyers than for men buyers.

Originality/value

This paper exhibits that FTS can influence negotiator behavior even when FTS is not activated. This is valuable to negotiation scholars and practitioners who are interested in the role that individual characteristics play in negotiation behavior.

Details

Organization Management Journal, vol. 17 no. 1
Type: Research Article
ISSN: 1541-6518

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Article
Publication date: 1 February 1976

Gillian Chapman and Pamela Mumford

Gillian Chapman and Pamela Mumford of Queen Elizabeth College, London University, suggest economies which can be made while maintaining the nutritive value of the diet, and…

34

Abstract

Gillian Chapman and Pamela Mumford of Queen Elizabeth College, London University, suggest economies which can be made while maintaining the nutritive value of the diet, and describe the extra price we must be prepared to pay for palatability.

Details

Nutrition & Food Science, vol. 76 no. 2
Type: Research Article
ISSN: 0034-6659

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Book part
Publication date: 1 May 2019

John Vincent

This chapter considers the current state of lesbian, gay, bisexual, transgender, and questioning (LGBTQ+) librarianship in the United Kingdom. It begins with a question: at the…

Abstract

This chapter considers the current state of lesbian, gay, bisexual, transgender, and questioning (LGBTQ+) librarianship in the United Kingdom. It begins with a question: at the time of writing, there seems to be more of a focus on LGBTQ+ issues in museums and archives than there is in libraries. Why is this so? To answer this, the chapter focuses briefly on the wider social setting; looks at current library provision; discusses what “queer librarianship” might involve; considers whether LGBTQ+ library staff’s and LGBTQ+ library users’ voices are heard; and then looks at the question of mainstreaming provision, and considers whether this would be a positive step forward.

Details

LGBTQ+ Librarianship in the 21st Century: Emerging Directions of Advocacy and Community Engagement in Diverse Information Environments
Type: Book
ISBN: 978-1-78756-474-9

Keywords

Available. Content available
Book part
Publication date: 17 August 1998

Elizabeth A. Chapman and Frederick C. Lynden

Abstract

Details

Advances in Librarianship
Type: Book
ISBN: 978-0-12024-622-9

Available. Content available
Book part
Publication date: 27 September 1999

Elizabeth A. Chapman and Frederick C. Lynden

Abstract

Details

Advances in Librarianship
Type: Book
ISBN: 978-1-84950-876-6

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Book part
Publication date: 11 May 2012

Elizabeth Hooper and Lee Chapman

Purpose – To investigate the potential impacts of future climate change in the United Kingdom on its road and rail networks.Methodology/approach – The climate change impacts of…

Abstract

Purpose – To investigate the potential impacts of future climate change in the United Kingdom on its road and rail networks.

Methodology/approach – The climate change impacts of increasing summer temperatures, decreasing winter temperatures, increased heavy precipitation, greater numbers of extreme weather events and rises in sea level are reviewed.

Findings – Surface transportation is the most exposed element to the localised impacts of climate change. High summer temperatures will result in road rutting, rail buckling and decreased thermal comfort, whereas more intense winter precipitation will cause flooding, landslips and bridge scour across all modes. For all impacts, it is the extreme events (e.g. heat waves and storms) that are potentially the most devastating. As shown, there are some positive climate change impacts. For example, in the case of winter maintenance, all transport networks stand to benefit.

Originality/value – In order for transport to react appropriately to the potential changes in climate, it is essential to understand how the road and rail networks may be affected and to build strategies for both adaptation and mitigation into plans for future developments for both modes.

Details

Transport and Climate Change
Type: Book
ISBN: 978-1-78052-440-5

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Book part
Publication date: 1 September 2000

Karen Hunter

Abstract

Details

Advances in Librarianship
Type: Book
ISBN: 978-0-12024-624-3

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Article
Publication date: 1 October 1982

Liz Chapman, Elizabeth Baker, Peter H Mann, WA Munford and AGK Leonard

‘WHAT A novel arrangement. Is any reason given?’

29

Abstract

‘WHAT A novel arrangement. Is any reason given?’

Details

New Library World, vol. 83 no. 10
Type: Research Article
ISSN: 0307-4803

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Book part
Publication date: 1 September 2000

Irina Klim

Abstract

Details

Advances in Librarianship
Type: Book
ISBN: 978-0-12024-624-3

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