Jingjing Yao

IÉSEG School of Management · People Organizations and Negotiation

Companies adopt various HRM practices to enhance employees' abilities, motivations, and opportunities to foster innovation. Are these practices universally effective or culturally contingent? In this study, we draw on the Ability‐Motivation‐Opportunity (AMO) model and examine the effectiveness of three representative practices using a dataset of 30...

The fact that many Chinese business organizations incorporate social function units into their structures as well as social services into their practice has surprisingly received insufficient attention in organization studies. To theorize an organizational model that resembles community building in many aspects, we conduct case studies on this phen...

Purpose It is important to infer and diagnose whether a negotiator is trustworthy. In international negotiations, people may assume that high-trust nations are more likely to produce more trustworthy negotiators. Does this assumption hold universally? This study aims to address this research question by investigating the relationship between nation...

Building long-term trustful relationships with counterparts is a crucial objective for many negotiators. Despite numerous “snapshot” trust studies, little is known about the dynamics of trust change as the outcome in the negotiation context. In this study, we examined how negotiators’ general trust and different types of satisfaction affect their t...

Teamwork is widely adopted in organisations. Although much evidence indicates that using person‐organisation (P‐O) fit as a selection criterion benefits individual employees, little is known about how this practice influences team functioning. Drawing on the input‐mediator‐outcome model and the research on value congruence, this study built and tes...

In three studies, we investigate a new low-trust path to negotiate joint gains. Study 1 used meta-analytical evidence to establish that frequent use of multi-issue offers (MIOs) predicts joint gains, even after controlling for use of information sharing. Study 2 used a senior manager sample and showed that low-trust negotiators used MIOs more frequ...

How to reach a creative agreement in negotiations when the Zone of Possible Agreement (ZOPA) does not apparently exist? To answer this question, we drew on the cognitive flexibility theory and proposed a model predicting that negotiators’ mental fatigue would engender fewer creative agreements, and their integrative complexity acted as an underlyin...

Trust plays a crucial role throughout the entire negotiation process, and culture adds more complexity to the meaning, functions, and dynamics of trust in negotiations. We take a modest step to provide some insights on trust and culture in the context of negotiations and envision what opportunities are ahead of us in this area. Specifically, we pro...

Family business owners and researchers tend to overwhelmingly focus on the top-level structure of firms but ignore the middle-level practice – involving family members in the middle-management team. Compared to top managers at the strategic apex, middle-level managers are mainly responsible for internal operations and control, and the composition o...

Negotiation researchers have conducted a large number of experimental lab studies to identify the factors that affect negotiation outcomes, but it remains unclear whether those results can be generalized to real-world negotiations. To explore this question, we analyzed the dynamic international iron ore annual negotiations that took place from 2005...

In this work we develop and validate a model measuring norms that distinguish three types of culture: dignity, face, and honor (Leung & Cohen, 2011). Our motivation is to produce empirical evidence for this new cultural framework and use the framework to explain cultural differences in interdependent social interactions such as negotiation. In two...

The observation that in China people generally do not trust strangers motivated us to study this phenomenon. We used the literature of guanxi to define strangers, and we drew on intergroup contact theory to hypothesize that positive experiences with outgroup, but not with ingroup members will increase trust in strangers. In three experiments we fou...

Purpose The purpose of this paper is to explore the determinants of family business owners’ intrafamily succession intention based on the theory of planned behavior and neo-institutional theory. Design/methodology/approach National survey data were collected from Chinese private firms in 2010, and a sample of 804 family firms was used to test the...

This study compares negotiation strategy and outcomes in countries illustrating dignity, face, and honor cultures. Hypotheses predict cultural differences in negotiators' aspirations, use of strategy, and outcomes based on the implications of differences in self-worth and social structures in dignity, face, and honor cultures. Data were from a face...

Trust developed in the process of negotiation facilitates future cooperation. Drawing on the actor-partner interdependence model, we investigated how dispositional and situational factors affected trust developed during negotiation. Study 1 demonstrated that both trust propensity and information sharing, of both focal negotiators (actors) and their...