Knowledge that Transforms

A meta-analysis (34 studies) is reported on the impact of hard- and softline bargaining strategies on economic (135 effect sizes) and socioemotional negotiation outcomes (30 effect sizes) in distributive negotiations. As expected, hardline strategies lead to higher economic outcomes, whereas softline strategies lead to higher socioemotional outcomes. Moreover, moderator variables are derived from the graduated reciprocation in tension-reduction model and the level of aspiration theory that are expected to qualify the relation of bargaining strategies and achieved economic outcomes. In accordance with this theoretical background, moderator analyses reveal that hardline negotiators gain the highest economic outcomes when visual contact is possible, when the opposing party is male, when negotiators are instructed to maximize individual outcomes, and when they know the bargaining zone. Also in line with the theoretical assumptions, softline negotiators gain the highest economic outcomes when they accurately reciprocate the opposing party’s concessionary behavior. Contrary to the predictions, softline bargaining does, however, not prevail when the risk and cost of impasses are high. Based on the reported findings, needs for future research and theory building are identified and discussed.

Researchers studying work—family conflict, and to a lesser extent work—family enrichment, have often relied on Frone, Russell, and Cooper’s domain specificity model to explain the relationships between bidirectional work—family interactions and family and job satisfaction. However, in more recent times, theorists have proposed an alternative model, the source attribution perspective, which predicts a different pattern of relationships. Using meta-analytic path analysis, the present study compared competing hypotheses to examine the relative merits of each theory for both positive and negative work—family interactions. The results universally supported the less popular source attribution perspective. The moderating role of gender in the pattern of relationships was also considered.

Corporate political activity (CPA) has increased rapidly in the United States; however, research findings are spread across several social science fields. The authors use meta-analysis to aggregate findings involving two sets of research questions: (1) what factors and to what extent do these factors influence firms to engage in CPA, and (2) does CPA, in turn, affect firm performance and, if so, to what extent? Two important contributions are made. First, the evidence suggests that, although many factors shape CPA, very few affect CPA to a large extent. Second, the results suggest that CPA is positively related to firm performance and is an important determinant of firm performance. The authors build on this evidence to suggest several future research directions.