1. Prosocial & Deviant Behavior Chapter 11 Part 1: March 22, 2007

2. Org Citizenship Behavior (OCB) Behavior above & beyond job duties that are not always rewarded or recognized formally 5 categories – examples? –Altruism –Conscientious behavior –Civic virtue –Sportsmanship –Courtesy

3. What influences OCB? Views of procedural justice Trust in supervisor Organizational commitment Effects? At org level, related to org productivity Whistleblowing – view as OCB ? –Often face retaliation, termination See book – cooperation section

4. Conflict 2 dimensions – –Integration – concern w/ others’ outcomes –Distribution – concern w/ own outcomes Perceptual differences – –Win-win orientation – find mutually beneficial solution –Win-lose orientation – fixed pie belief What is it? –Independent dimensions, result in 5 styles of handling conflict

5. Avoidance Accommodation Competition Collaboration Low concern for others Low concern for self High concern for others High concern for self Compromising Ruble & Thomas model

6. Definition & effectiveness of each? Competition – Collaboration – Accommodation – Avoidance – Compromising –

7. Culture, Gender, & Conflict Conflict style influenced by culture and gender –Cultural effects? –Gender effects?

8. Conflict Management Bargaining & negotiation Perceptual errors influence interaction – –Incompatibility error – –Fixed-sum error –

9. Bargaining Zone model Each party has continuum with area for potential overlap: –Initial offer point – opening offer –Target point – realistic goal for agreement –Resistance point – won’t make further concessions Your initial pt Your target Your resistance pt Their resistance pt Their target Their initial pt Potential agreement

10. Stevens et al (93) – gender & salary negotiation Salary gap – one potential reason in gender diffs in starting salary due to negotiation Stevens et al study of MBA students given 1 of 3 training modules –1 – taught negotiation tactics –2 – goal setting training –3 – self-management training

11. Stevens et al results 1. Effect of tactical training? 2. Effect of goal setting training? 3. Effect of self-management training? Impact on ‘glass-ceiling effect’? For related info, see Linda Babcock’s book (2003): Women don’t ask.

12. 3 rd Party intervention 3 rd parties when negotiation deadlocks –Alternative Dispute Resolution – includes mediation and arbitration –Mediation – 3 rd party facilitates negotiation but has no formal power. –Often ineffective. Why?

13. 3 rd party intervention (cont) –Arbitration – 3 rd party has power to impose settlement. Binding or voluntary? Conventional or ‘final offer’? –Arb is effective, but has chilling effect on relationships and sides are less committed to settlement Why?