Bank to the Future: Non-Specific Compensation for Prosperous Negotiation
5 Feb 2024
11:30 -13:00
Times are shown in local time.
Open to: All
Seminar Room 1 (Simon Sainsbury Centre, Cambridge Judge Business School)
Trumpington Street
Cambridge
CB2 1AG
United Kingdom
Join our Organisational Behaviour seminar
Speaker: Professor Brian Gunia, Johns Hopkins Carey Business School
About the seminar topic
Professional and personal relationships often involve interdependence, which individuals seek to navigate through negotiation. The current work studies negotiations within relationships to extend the literature on negotiation strategy in general. Namely, we integrate negotiation theory with social exchange theory to suggest that individuals within extended relationships use a unique negotiation strategy that has received little attention in previous studies: non-specific compensation (NSC). With NSC, individuals compensate each other at different times using differing resources. 5 studies (an archival study in the US Senate, a field study at a major university, and 3 experiments) document 2 of NSC’s foundational forms (purchase banking and favour banking) and features (timing and explicitness), as well as its benefits for negotiators in relationships.
Overall, this research builds new negotiation theory of relevance to anyone who knows their negotiation partner, and it highlights the possibility of new integrative strategies grounded in a reciprocal logic of exchange. More broadly, it suggests that individuals use different strategies and achieve different outcomes when negotiating within relationships — an important topic for the future of negotiation research.
Speaker bio
Brian Gunia (PhD, 2011, Northwestern University) is a Professor of Management at the Johns Hopkins Carey Business School. He studies 3 ways that people commonly jeopardise their careers: by acting unethically, negotiating ineffectively, and sleeping insufficiently. Instead of focusing on self-defeating choices themselves, however, Brian focuses on simple, theoretically-motivated measures that might enable individuals to act more ethically, negotiate more effectively, and sleep longer or better.
Brian is the author of a negotiation blog called Life’s Negotiable and a negotiation book called The Bartering Mindset. Brian previously served as the Carey Business School’s Associate Dean for Academic Programs and Acting Vice Dean for Education. Prior to joining academia, Brian worked as a consultant at Deloitte.
Register
No registration required. If you have any questions about this seminar, please email Luke Slater.