scholarly journals The social effects of anger in international negotiations: The role of self-regulation and bargaining power

2021 ◽  
Author(s):  
◽  
Steffen Bertram
Keyword(s):  
Individual Differences ◽  
Self Regulation ◽  
International Negotiations ◽  
International Negotiation ◽  
Action Orientation ◽  
Personality Differences ◽  
State Orientation ◽  
Personality Difference ◽  
Foreign Counterpart ◽  
The Impact

<p>This thesis addresses recent calls to investigate the influence of individual differences in a negotiation context. Specifically, I investigate the impact of the personality difference, action orientation versus state orientation, on concessionary behaviour in international negotiations.  This personality difference was chosen because it measures a negotiator’s capacity to self-regulate (control their behaviour) in a cognitively demanding situation like an international negotiation. I propose that action oriented negotiators will display superior self-regulation ability, compared to state oriented negotiators. Specifically, action oriented negotiators will be able to adapt their response and concede less than state oriented negotiators, when a foreign counterpart displays anger.  In two online studies, I measure how action oriented and state oriented negotiators respond to a display of anger from a foreign counterpart in an international negotiation. The first study of 159 negotiators showed that action oriented individuals conceded fewer points than state oriented individuals, regardless of whether the counterpart displayed anger. The second study of 260 negotiators showed that action oriented individuals can adapt their behaviour according to their level of power in an international negotiation when facing an angry counterpart.  As far as I am aware, this research is one of the first to propose and test the salience of action orientation versus state orientation on displays of anger in international negotiations. My findings highlight the value of incorporating individual differences in negotiation studies and I propose their inclusion into the dominant theoretical framework of how negotiators respond to anger. In addition to extending the model, I discuss how understanding these personality differences can be useful for multinational companies and their international negotiators.</p>

scholarly journals The social effects of anger in international negotiations: The role of self-regulation and bargaining power

2021 ◽  
Author(s):  
◽  
Steffen Bertram
Keyword(s):  
Individual Differences ◽  
Self Regulation ◽  
International Negotiations ◽  
International Negotiation ◽  
Action Orientation ◽  
Personality Differences ◽  
State Orientation ◽  
Personality Difference ◽  
Foreign Counterpart ◽  
The Impact

<p>This thesis addresses recent calls to investigate the influence of individual differences in a negotiation context. Specifically, I investigate the impact of the personality difference, action orientation versus state orientation, on concessionary behaviour in international negotiations.  This personality difference was chosen because it measures a negotiator’s capacity to self-regulate (control their behaviour) in a cognitively demanding situation like an international negotiation. I propose that action oriented negotiators will display superior self-regulation ability, compared to state oriented negotiators. Specifically, action oriented negotiators will be able to adapt their response and concede less than state oriented negotiators, when a foreign counterpart displays anger.  In two online studies, I measure how action oriented and state oriented negotiators respond to a display of anger from a foreign counterpart in an international negotiation. The first study of 159 negotiators showed that action oriented individuals conceded fewer points than state oriented individuals, regardless of whether the counterpart displayed anger. The second study of 260 negotiators showed that action oriented individuals can adapt their behaviour according to their level of power in an international negotiation when facing an angry counterpart.  As far as I am aware, this research is one of the first to propose and test the salience of action orientation versus state orientation on displays of anger in international negotiations. My findings highlight the value of incorporating individual differences in negotiation studies and I propose their inclusion into the dominant theoretical framework of how negotiators respond to anger. In addition to extending the model, I discuss how understanding these personality differences can be useful for multinational companies and their international negotiators.</p>

The hare and the tortoise: The impact of action- versus state-orientation on entrepreneurial progress and persistence

2019 ◽  
Vol 37 (6) ◽  
pp. 604-625 ◽  
Author(s):  
Carina Lomberg ◽  
Jana Thiel ◽  
Paul Steffens
Keyword(s):  
Individual Differences ◽  
Emotional Reactions ◽  
Venture Creation ◽  
Entrepreneurial Process ◽  
Action Orientation ◽  
Entrepreneurship Research ◽  
Creation Process ◽  
State Orientation ◽  
Psi Theory ◽  
The Impact

Action-orientation is portrayed as key for entrepreneurship. To understand the conditions under which action-orientation is indeed favourable for entrepreneurs, we introduce the personality-systems-interaction (PSI) theory to entrepreneurship research. PSI theory distinguishes action- versus state-orientation and explains how both dispositions influence an entrepreneur’s cognition (including goals), emotional reactions and the resulting behaviour. It provides a novel basis for understanding individual differences in persistence and progression through the venture creation process. Based on the tenets of PSI theory, we develop propositions to explain how action-oriented versus state-oriented individuals respond differently to the demands of the entrepreneurial process.

scholarly journals Who suffers from stress? Action-state orientation moderates the effect of external stress on relationship satisfaction

2016 ◽  
Vol 34 (6) ◽  
pp. 894-914 ◽  
Author(s):  
Sabine Backes ◽  
Veronika Brandstätter ◽  
Monika Kuster ◽  
Fridtjof W. Nussbeck ◽  
Thomas N. Bradbury ◽  
...  
Keyword(s):  
Individual Differences ◽  
Relationship Satisfaction ◽  
Self Regulation ◽  
External Stress ◽  
Self Report ◽  
Action Orientation ◽  
Symptoms Of Depression ◽  
State Orientation ◽  
Report Data ◽  
Self Report Data

Growing evidence implicates stress as a reliable correlate of relationship satisfaction; yet, existing models fail to address why some relationships are more vulnerable than others to this effect. We draw from the literature on individual differences in self-regulation to predict that individuals who are more action oriented when confronted with aversive demands will buffer themselves and their partners against the detrimental effect of external stress. Using actor–partner interdependence modeling on self-report data from 368 couples, we show that the relationship satisfaction of highly stressed but action-oriented individuals and their partners is compromised less by external stress than that of state-oriented individuals and their partners. These results held after controlling for symptoms of depression and were not moderated by gender or by age, despite sampling couples varying widely in relationship duration. Results support the view that individual differences in self-regulation, and action orientation in particular, might benefit relationships confronted by stress, thus clarifying how dyads might be affected by demands outside their relationship.

Self-Regulation and Recovery: Approaching an Understanding of the Process of Recovery from Stress

2004 ◽  
Vol 95 (3_suppl) ◽  
pp. 1135-1153 ◽  
Author(s):  
Jürgen Beckmann ◽  
Michael Kellmann
Keyword(s):  
Self Regulation ◽  
Recovery Process ◽  
Self Determination ◽  
Recovery Stress ◽  
Control Scale ◽  
Structured Model ◽  
Action Orientation ◽  
Individual Difference Variables ◽  
Emotion Control ◽  
State Orientation

Stress has been studied extensively in psychology. Only recently, however, has research started to address the question of how individuals manage to recover from stress. Recovery from stress is analyzed as a process of self-regulation. Several individual difference variables which affect the efficiency of self-regulation have been integrated into a structured model of the recovery process. Such variables are action versus state orientation (a tendency to ruminate, e.g., about a past experience) and volitional components, such as self-determination, self-motivation, emotion control, rumination, and self-discipline. Some of these components are assumed to promote recovery from stress, whereas others are assumed to further the perseverance of stress. The model was supported by the empirical findings of three independent studies (Study 1, N = 58; Study 2, N = 221; Study 3, N=105). Kuhl's Action Control Scale measured action versus state orientation. Volitional components were assessed with Kuhl and Fuhrmann's Volitional Components Questionnaire. The amounts of experienced stress and recovery from stress was assessed with Kellmann and Kallus's Recovery-Stress Questionnaire. As hypothesized in the model, the disposition towards action versus state orientation was a more distant determinant of the recovery from stress and perseverance of stress. The volitional components are more proximal determinants in the recovery process. Action orientation promotes recovery from stress via adequate volitional skills, e.g., self-determination, self-motivation, emotion control, whereas state orientation furthers a perseverance of stress through rumination and self-discipline.

The impact of goal progress and individual differences on self-regulation in training

2018 ◽  
Vol 48 (12) ◽  
pp. 661-674 ◽  
Author(s):  
John J. Donovan ◽  
Steven J. Lorenzet ◽  
Stephen A. Dwight ◽  
Dan Schneider
Keyword(s):  
Individual Differences ◽  
Self Regulation ◽  
Goal Progress ◽  
The Impact

The Need to Belong and the Relationship Between Loneliness and Health

2014 ◽  
Vol 22 (4) ◽  
pp. 194-201 ◽  
Author(s):  
Freda-Marie Hartung ◽  
Britta Renner
Keyword(s):  
Individual Differences ◽  
Social Isolation ◽  
Social Situation ◽  
First Year ◽  
Health State ◽  
Need To Belong ◽  
First Year University ◽  
Perceived Social Isolation ◽  
The Impact ◽  
The Relationship

Humans are social animals; consequently, a lack of social ties affects individuals’ health negatively. However, the desire to belong differs between individuals, raising the question of whether individual differences in the need to belong moderate the impact of perceived social isolation on health. In the present study, 77 first-year university students rated their loneliness and health every 6 weeks for 18 weeks. Individual differences in the need to belong were found to moderate the relationship between loneliness and current health state. Specifically, lonely students with a high need to belong reported more days of illness than those with a low need to belong. In contrast, the strength of the need to belong had no effect on students who did not feel lonely. Thus, people who have a strong need to belong appear to suffer from loneliness and become ill more often, whereas people with a weak need to belong appear to stand loneliness better and are comparatively healthy. The study implies that social isolation does not impact all individuals identically; instead, the fit between the social situation and an individual’s need appears to be crucial for an individual’s functioning.

Respiratory Sinus Arrhythmia During Sleep and Waking

2019 ◽  
Vol 33 (1) ◽  
pp. 1-12 ◽  
Author(s):  
Elizabeth M. Stoakley ◽  
Karen J. Mathewson ◽  
Louis A. Schmidt ◽  
Kimberly A. Cote
Keyword(s):  
Individual Differences ◽  
Respiratory Sinus Arrhythmia ◽  
Slow Wave Sleep ◽  
Self Regulation ◽  
Nrem Sleep ◽  
Sinus Arrhythmia ◽  
Affective Style ◽  
Waking State ◽  
Optimal Period ◽  
The Stability

Abstract. Resting respiratory sinus arrhythmia (RSA) is related to individual differences in waking affective style and self-regulation. However, little is known about the stability of RSA between sleep/wake stages or the relations between RSA during sleep and waking affective style. We examined resting RSA in 25 healthy undergraduates during the waking state and one night of sleep. Stability of cardiac variables across sleep/wake states was highly reliable within participants. As predicted, greater approach behavior and lower impulsivity were associated with higher RSA; these relations were evident in early night Non-REM (NREM) sleep, particularly in slow wave sleep (SWS). The current research extends previous findings by establishing stability of RSA within individuals between wake and sleep states, and by identifying SWS as an optimal period of measurement for relations between waking affective style and RSA.

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