The influence of the need for closure on managerial third-party dispute intervention

Journal of Managerial Psychology

Volumn 22, Issue 5, 2007, Pages 496-505

  Arnold, Josh A ^a  

^a CALIFORNIA STATE UNIVERSITY   (United States)

Author keywords

Conflict management; Dispute resolutions; Motivation (psychology)

Indexed keywords

EID: 34447271255     PISSN: 02683946     EISSN: None     Source Type: Journal    
DOI: 10.1108/02683940710757218     Document Type: Article

References (40)

1. Arnold, J.A. and O'Connor, K.M. (1999), "Ombudspersons or peers? The effects of third party expertise and recommendations on negotiation", Journal of Applied Psychology, Vol. 84 No. 5, pp. 776-85.
2. Barry, B. and Friedman, R. (1998), "Bargainer characteristics in distributive and integrative negotiation", Journal of Personality and Social Psychology, Vol. 74, pp. 345-59.
3. Bingham, L.B. (2004), "Employment dispute resolution: The case for mediation", Conflict Resolution Quarterly, Vol. 22 Nos 1-2, pp. 145-74.
4. Brett, J.M. and Karambayya, R. (1989), "The Amanda project", in Brett, J.M. (Ed.), Materials for Teaching Negotiation and Dispute Resolution, Dispute Resolution Research Center, Kellogg Graduate School of Management, Northwestern University, Evanston, IL.
5. Brett, J.M. and Rognes, J. (1986), "Intergroup relations in organizations", in Goodman, P. (Ed.), Designing Effective Work Groups, Jossey-Bass, San Francisco, CA, pp. 202-36.
6. Brett, J.M., Barsness, Z.I. and Goldberg, S.B. (1996), "The effectiveness of mediation: An independent analysis of cases handled by four major service providers", Negotiation Journal, Vol. 12 No. 3, pp. 259-69.
7. Carnevale, P.J. (1986), "Strategic choice in mediation", Negotiation Journal, Vol. 2, pp. 41-56.
8. Carnevale, P.J. and Conlon, D.E. (1988), "Time pressure and strategic choice in mediation", Organizational Behavior and Human Decision Processes, Vol. 42, pp. 111-33.
9. Conlon, D.E., Carnevale, P.J. and Murnighan, K.J. (1994), "Intravention: Third-party intervention with clout", Organizational Behavior and Human Decision Processes, Vol. 57, pp. 387-410.
10. Cropanzano, R., Aguinis, H., Schminke, M. and Denham, D.L. (1999), "Disputant reactions to managerial conflict resolution tactics", Group & Organization Management, Vol. 24 No. 2, pp. 124-54.
11. de Dreu, C.K.W. (2003), "Time pressure and closing of the mind", Organizational Behavior and Human Decision Processes, Vol. 91, pp. 280-95.
12. de Dreu, C.K.W., Koole, S.L. and Oldersma, F.L. (1999), "On the seizing and freezing of negotiator inferences: Need for cognitive closure moderates the use of heuristics in negotiation", Personality and Social Psychology Bulletin, Vol. 25 No. 3, pp. 349-62.
13. De Grada, E., Kruglanski, A.W., Mannetti, L. and Pierro, A. (1999), "Motivated cognition and group interaction: Need for closure affects the contents and processes of collective negotiations", Journal of Experimental Social Psychology, Vol. 35, pp. 346-65.
14. Dudley, N.M., Orvis, K.A., Lebiecki, J.E. and Cortina, J.M. (2006), "A meta-analytic investigation of conscientiousness in the prediction of job performance: Examining intercorrelations and the incremental validity of narrow traits", Journal of Applied Psychology, Vol. 91 No. 1, pp. 40-57.
15. Elangovan, A.R. (1995), "Managerial 3rd-party dispute intervention - a prescriptive model of strategy selection", Academy of Management Review, Vol. 20 No. 4, pp. 800-30.
16. Elangovan, A.R. (1998), "Managerial intervention is organizational disputes: Testing a prescriptive model of strategy selection", International Journal of Conflict Management, Vol. 9 No. 4, pp. 301-35.
17. Esser, J.K. and Marriott, R.G. (1995), "Mediation tactics: A comparison of field and laboratory research", Journal of Applied Social Psychology, Vol. 25 No. 12, pp. 1530-46.
18. Grimm, L.G. (1993), Statistical Applications for the Behavioral Sciences, Wiley & Sons, New York, NY.
19. Herrman, M.S., Hollett, N., Gale, J. and Foster, M. (2001), "Defining mediator knowledge and skills", Negotiation Journal, Vol. 17 No. 2, pp. 139-53.
20. Karambayya, R. and Brett, J.M. (1989), "Managers handling disputes: third-party roles and perceptions of fairness", Academy of Management Journal, Vol. 32, pp. 687-704.
21. Karambayya, R., Brett, J.M. and Lytle, A. (1992), "The effects of formal authority and experience on third-party roles, outcomes, and perception of fairness", Academy of Management Journal, Vol. 35, pp. 426-38.
22. Kressel, K. and Pruitt, D.G. (1989), Mediation Research, Jossey-Bass, San Francisco, CA.
23. Kruglanski, A.W. (1989), "The psychology of being 'right': The problem of accuracy in social perception and cognition", Psychological Bulletin, Vol. 106 No. 3, pp. 395-409.
24. Kruglanski, A.W. and Webster, D.M. (1996), "Motivated closing of the mind: 'seizing' and 'freezing'", Psychological Review, Vol. 103 No. 2, pp. 263-83.
25. Kruglanski, A.W., Atash, M.N., De Grada, E., Mannetti, L., Pierro, A. and Webster, D.M. (1997), "Psychological theory testing versus psychometric nay-saying: Comment on Neubergs et al.'s (1997) critique of need for closure scale", Journal of Personality and Social Psychology, Vol. 73 No. 5, pp. 1005-16.
26. Lewicki, R.J. and Sheppard, B.H. (1985), "Choosing how to intervene: Factors affecting the use of process and outcome control in third-party dispute resolution", Journal of Occupational Behavior, Vol. 6 No. 1, pp. 49-64.
27. Lewicki, R.J., Barry, B., Saunders, D.M. and Minton, J.W. (2003), Negotiation, Irwin/McGraw-Hill, Boston, MA.
28. Mintzberg, H. (1975), "The manager's job: Folklore and fact", Harvard Business Review, Vol. 53 No. 4, pp. 49-61.
29. Nugent, P.S. (2002), "Managing conflict: Third-party intervention for managers", Academy of Management Executive, Vol. 16 No. 1, pp. 139-54.
30. O'Connor, K.M. and Arnold, J.A. (2001), "Distributive spirals: negotiation impasses and the moderating role of self-efficacy", Organizational Behavior and Human Decision Processes, Vol. 84 No. 1, pp. 148-76.
31. Pinkley, R.L., Brittain, J., Neale, M.N. and Northcraft, G.B. (1995), "Managerial third-party dispute intervention: An inductive analysis of intervenor strategy selection", Journal of Applied Psychology, Vol. 60 No. 3, pp. 386-402.
32. Robinson, M.D. and Clore, G.L. (2001), "Simulation, scenarios, and emotional appraisal: Testing the convergence of real and imagined reactions to emotional stimuli", Personality and Social Psychology Bulletin, Vol. 27 No. 11, pp. 1520-32.
33. Sheppard, B.H. (1983), "Managers as inquisitors: Some lessons from the law", in Bazerman, M. and Lewicki, R.J. (Eds), Negotiating in Organizations, Sage Publications, Beverly Hills, CA.
34. Sheppard, B.H. (1984), "Third party conflict intervention: A procedural framework", in Staw, B. and Cummings, L. (Eds), Research in Organizational Behavior,Vol. 6, JAI Press, Greenwich, CT.
35. Sheppard, B.H., Blumenfeld-Jones, K. and Roth, J. (1989), "Informal thirdpartyship: Studies of everyday conflict intervention", in Kressel, K. and Pruitt, D.G. (Eds), Mediation Research, Jossey-Bass, San Francisco, CA, pp. 166-89.
36. Stallings, W.M. (1985), "Mind your ps and alphas", Educational Researcher, Vol. 14 No. 9, pp. 19-20.
37. Thibaut, J. and Walker, L. (1975), Procedural Justice: A Psychological Analysis, Erlbaum, Hillsdale, NJ.
38. Thomas, K.W. (1976), "Conflict and conflict management", in Dunnette, M. (Ed.), Handbook of Industrial and Organizational Psychology, Rand McNally, Chicago, IL, pp. 114-29.
39. Van Kleef, G.A., de Dreu, C.K.W. and Manstead, A.S.R. (2004), "The interpersonal effects of emotions in negotiations: A motivated information processing approach", Journal of Personality and Social Psychology, Vol. 87 No. 4, pp. 510-28.
40. Webster, D.M. and Kruglanski, A.W. (1994), "Individual differences in need for cognitive closure", Journal of Personality and Social Psychology, Vol. 67 No. 6, pp. 1049-62.