Acceso usuarios
Marc Solga, Jaqueline Betz, Moritz Düsenberg, Helen Ostermann
Purpose - This paper aims to investigate the effects of political skill in a specific workplace setting - the job negotiation. The authors expected negotiator political skill to be positively related to distributive negotiation outcome, problem-solving as a negotiation strategy to mediate this relationship and political skill to also moderate - that is amplify - the link between problem-solving and negotiation outcome.
Design/methodology/approach - In Study 1, a laboratory-based negotiation simulation was conducted with 88 participants; the authors obtained self-reports of political skill prior to the negotiation and - to account for non-independence of negotiating partners' outcome - used the Actor-Partner Interdependence Model for data analysis. Study 2 was carried out as a real-life negotiation study with 100 managers of a multinational corporation who were given the opportunity to re-negotiate their salary package prior to a longer-term foreign assignment. Here, the authors drew on two objective measures of negotiation success, increase of annual gross salary and additional annual net benefits.
Findings - In Study 1, the 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 the authors' best knowledge, this paper presents the first study to examine political skill as a focal predictor variable in the negotiation context. Furthermore, the studies also broaden the emotion-centered approach to social effectiveness that is prevalent in current negotiation research.
