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Channel: Emerald Group Publishing Limited: International Journal of Conflict Management: Table of Contents
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Political skill in job negotiations: a two-study constructive replication

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International Journal of Conflict Management, Volume 26, Issue 1, February 2015.
Purpose We investigated the effects of political skill in a specific workplace setting – the job negotiation. We expected (a) negotiator political skill to be positively related to distributive negotiation outcome, (b) problem-solving as a negotiation strategy to mediate this relationship, and (c) political skill to also moderate – that is, amplify – the link between problem-solving and negotiation outcome. Design/methodology/approach In Study 1 we conducted a laboratory-based negotiation simulation with 88 participants; we obtained self-reports of political skill prior to the negotiation and – in order to account for non-independence of negotiating partners’ outcome – employed the Actor-Partner Interdependence Model for data analysis. Study 2 was carried out as a real-life negotiation study with 100 managers of a multi-national corporation who were given the opportunity to re-negotiate their salary package prior to a longer-term foreign assignment. Here, we drew on two objective measures of negotiation success, increase of annual gross salary and additional annual net benefits. Findings In Study 1, our initial hypothesis – political skill will be positively related to negotiator success – was fully supported. In Study 2, all three hypotheses (see above) were fully supported for additional annual net benefits and partly supported for increase of annual gross salary. Originality/value To our best knowledge, this paper presents the first study to examine political skill as a focal predictor variable in the negotiation context. Furthermore, our studies also broaden the emotion-centered approach to social effectiveness that is prevalent in current negotiation research.

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