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Article
Publication date: 8 January 2021

Mara Olekalns and Philip Leigh Smith

Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive…

271

Abstract

Purpose

Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive processing strategies on negotiators’ subjective and economic value following adversity.

Design/methodology/approach

Participants completed two negotiations with the same partner. The difficulty of the first negotiation was manipulated and tested how cognitive processing of this experience influenced subjective and economic outcomes in the second negotiation.

Findings

Subjective and economic outcomes were predicted by negotiators’ affect, their cognitive processing strategy and negotiation difficulty. In difficult negotiations, as positive affect increased, proactive processing decreased self-satisfaction. As negative affect increased, affective processing increased satisfaction with relationship and process.

Research limitations/implications

Cognitive processing of adversity is most effective when emotions are not running high and better able to protect relationship- and process-oriented satisfaction than outcome-oriented satisfaction. The findings apply to one specific type of adversity and to circumstances that do not generate strong emotions.

Originality/value

This research tests which of three cognitive processing strategies is best able to prevent the aftermath of a difficult negotiation from spilling over into subsequent negotiations. Two forms of proactive processing are more effective than immersive processing in mitigating the consequences.

Details

International Journal of Conflict Management, vol. 32 no. 3
Type: Research Article
ISSN: 1044-4068

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Article
Publication date: 1 March 1991

Holley R. Lange, George Philip, Bradley C. Watson, John Kountz, Samuel T. Waters and George Doddington

A real potential exists for library use of voice technologies: as aids to the disabled or illiterate library user, as front‐ends for general library help systems, in online…

219

Abstract

A real potential exists for library use of voice technologies: as aids to the disabled or illiterate library user, as front‐ends for general library help systems, in online systems for commands or control words, and in many of the hands‐busy‐eyes‐busy activities that are common in libraries. Initially, these applications would be small, limited processes that would not require the more fluent human‐machine communication that we might hope for in the future. Voice technologies will depend on and benefit from new computer systems, advances in artificial intelligence and expert systems to facilitate their use and enable them to better circumvent present input and output problems. These voice systems will gradually assume more importance, improving access to information and complementing existing systems, but they will not likely revolutionize or dominate human‐machine communications or library services in the near future.

Details

Library Hi Tech, vol. 9 no. 3
Type: Research Article
ISSN: 0737-8831

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Article
Publication date: 1 June 1997

Eric Magnuson

Approaches to the sociology of culture have largely been constituted around the long tradition of functionalism in sociology. This has hampered the field greatly. Among other…

180

Abstract

Approaches to the sociology of culture have largely been constituted around the long tradition of functionalism in sociology. This has hampered the field greatly. Among other shortcomings, this intellectual foundation has led to a limited understanding of ideology and civil society, a conservative political orientation and an overdeterministic view of social action and the actor. In this paper, I explore and then apply a new approach to the sociology of culture, one that attempts to conceptualize more robustly the dynamics of ideology, ideological conflict and civil society. As part of this project, I endeavor to map out a critical cultural perspective that establishes a multidimensional understanding of the contingency of social action.

Details

International Journal of Sociology and Social Policy, vol. 17 no. 6
Type: Research Article
ISSN: 0144-333X

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Article
Publication date: 1 March 2003

Mara Olekalns and Philip L. Smith

Using a simulated employment negotiation, this experiment examined the relationship between dyad composition, negotiation strategies and levels of joint gain. Three dyad types…

1070

Abstract

Using a simulated employment negotiation, this experiment examined the relationship between dyad composition, negotiation strategies and levels of joint gain. Three dyad types were created on the basis of social value orientation, proself, prosocial and mixed. A log linear analysis showed that dyads were differentiated on the basis of the strategies associated with high joint gain. We identified a generic path to high joint gain in which all dyads increased priority information and decreased contention. Overlaid on this path, we identified dyad‐specific strategies and strategy sequences associated with high joint gain. Cooperative reciprocity was critical to high joint gain only in prosocial dyads. When dyads contained at least one prosocial negotiator, process management played an important role in determining the level of joint gain. When dyads contained at least one proself negotiator, the sequences associated with high joint gain functioned to divide resources.

Details

International Journal of Conflict Management, vol. 14 no. 3/4
Type: Research Article
ISSN: 1044-4068

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Article
Publication date: 1 April 1992

Philip J. Smith and Virginia Tiefel

Effective problem solving in a complex society requires educated citizens who possess the ability to identify, acquire, and evaluate available information on a particular topic…

62

Abstract

Effective problem solving in a complex society requires educated citizens who possess the ability to identify, acquire, and evaluate available information on a particular topic, question, or problem. With the vast increase in the quantity of information available today, however, many people experience great difficulty with such information‐seeking activities. This difficulty is often exacerbated by the need to use cumbersome computer systems to gain access to much of this information.

Details

Reference Services Review, vol. 20 no. 4
Type: Research Article
ISSN: 0090-7324

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Book part
Publication date: 24 May 2017

Kelly Smith and Philip Clegg

Self-employment placements can provide an opportunity to experience the real-life world of the entrepreneur within an educational context but their implementation is rare. Here we…

Abstract

Self-employment placements can provide an opportunity to experience the real-life world of the entrepreneur within an educational context but their implementation is rare. Here we describe a full sandwich year placement scheme at the University of Huddersfield – the Enterprise Placement Year (EPY). Details of the EPY are provided including academic requirements, application procedures and the learning opportunities provided. There are a growing number of EPY alumni continuing the development of their business idea or starting up a new business in their final year or after graduation and three examples are provided. In addition to increasing numbers of sustaining businesses, there is evidence of improved academic success with a greater than average percentage of ‘good degrees’ obtained. Regular changes to the delivery of the programme have been made as a result of ongoing evaluation. These are reported here with recommendations for other universities considering offering such a programme and suggestions for future research.

Details

Entrepreneurship Education
Type: Book
ISBN: 978-1-78714-280-0

Keywords

Available. Open Access. Open Access
Article
Publication date: 1 December 2015

Sebah Al-Ali and Azim Ahmed

As publishers and academia swiftly head towards e-textbooks, it is important to understand how students feel about using e-textbooks as a primary learning tool. This paper…

636

Abstract

As publishers and academia swiftly head towards e-textbooks, it is important to understand how students feel about using e-textbooks as a primary learning tool. This paper discusses results of a small-scale study looking into how a group of language learners view and use e-textbooks as learning tools in ESL classrooms. The paper concludes by offering teaching implications that could ease integrating e-textbooks in language classrooms in a more effective and efficient manner.

Details

Learning and Teaching in Higher Education: Gulf Perspectives, vol. 12 no. 2
Type: Research Article
ISSN: 2077-5504

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Book part
Publication date: 3 January 2015

Clement Adelman

This chapter gives one version of the recent history of evaluation case study. It looks back over the emergence of case study as a sociological method, developed in the early…

Abstract

This chapter gives one version of the recent history of evaluation case study. It looks back over the emergence of case study as a sociological method, developed in the early years of the 20th Century and celebrated and elaborated by the Chicago School of urban sociology at Chicago University, starting throughout the 1920s and 1930s. Some of the basic methods, including constant comparison, were generated at that time. Only partly influenced by this methodological movement, an alliance between an Illinois-based team in the United States and a team at the University of East Anglia in the United Kingdom recast the case method as a key tool for the evaluation of social and educational programmes.

Details

Case Study Evaluation: Past, Present and Future Challenges
Type: Book
ISBN: 978-1-78441-064-3

Keywords

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Article
Publication date: 1 February 2013

Delmonize A. Smith and Zhi Tang

The purpose of this paper is to gain an understanding of the growth performance of top African American‐owned employer firms when compared with their White counterparts.

666

Abstract

Purpose

The purpose of this paper is to gain an understanding of the growth performance of top African American‐owned employer firms when compared with their White counterparts.

Design/methodology/approach

The paper uses longitudinal, revenue data from a sample of the largest African American‐owned employer firms in the USA with that of a comparable sample of White‐owned firms.

Findings

The paper finds that complex and volatile industry environments have a significantly greater negative impact on African American businesses than their White‐owned counterparts.

Social implications

The complexity and volatility associated with one of the most difficult US business environments since the 1940s may increase the performance disparity between established African American and White‐owned firms. On a macroeconomic level, such a performance disparity will have significant negative impact on US economy output and job creation, particularly as the number of new minority businesses continues to outpace the rate of all US business.

Originality/value

This is the only published research to date, which examines the growth of top African American businesses.

Details

Management Decision, vol. 51 no. 1
Type: Research Article
ISSN: 0025-1747

Keywords

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Book part
Publication date: 7 October 2019

Arthur W. Frank's dialogical narrative analysis (DNA) has been a recent addition to the plethora of methods in analysing stories. What makes this method unique from the rest is…

Abstract

Arthur W. Frank's dialogical narrative analysis (DNA) has been a recent addition to the plethora of methods in analysing stories. What makes this method unique from the rest is its concern for both the story's content and its effects. Stories are seen as selection/evaluation systems that do things for and on people. This chapter aims to provide the reader a heuristic guide in conducting DNA and emphasises learning through exemplars as the way of learning DNA. It provides an outline of DNA and reviews how researchers have applied it in different disciplines. Then, DNA will be applied in in the current ‘war on drugs’ in the Philippines. The stories of the policy actors – for and against the drug war – will be analysed to explore how stories affect policy choices and actions, call actors to assume different identities, associate/dissociate these actors and show how they hold their own in telling their stories. Finally, the potential of using DNA in criminology and criminal justice will be discussed.

Details

The Emerald Handbook of Narrative Criminology
Type: Book
ISBN: 978-1-78769-006-6

Keywords

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