Roy Lewicki

The Ohio State University | OSU · Department of Management and Human Resources

While it is well understood that the content included in an apology matters, what constitutes an effective apology may differ depending on the gender of the person delivering it. In this article, we test competing theoretical perspectives (i.e., role congruity theory and expectancy violation theory [EVT]) about the relative effectiveness of apologi...

Bartering is a common form of negotiation, and COVID‐19 may have heightened its occurrence at least temporarily. Yet, bartering has received little attention in the negotiation literature. After defining bartering and describing its relevance and prevalence in the COVID‐19 era, this article suggests that an understanding of bartering would signific...

There has been an ongoing debate in the research literature on violations of trustworthiness and the effectiveness of various forms of repair. In this article, three studies compare the effectiveness of several variables hypothesized to repair perceived trustworthiness in a negotiation context: (a) the use of words (accounts or apologies) versus de...

Trust is critical for building and maintaining relationships and for effectively working together. When trust is broken is has serious consequences for both individuals and organizations. In this review we examine the research on how to repair broken trust. We begin by defining trust, how it is broken, how the actor’s violation is attributed, and w...

Essentials of Negotiation provides a short and concise yet comprehensive overview of the field of negotiation. It succinctly provides instructors and students with the core concepts of negotiation. The third Canadian Edition is ideal for a one semester course or for an executive program or as an accompaniment to other resource materials for courses...

In this chapter we explore the specific characteristics of industrial relations conflict and focus on the trust building, distrust and trust repair elements. The tree of trust will be presented as a model which conceptualizes these elements in the complex framework of industrial relations.

Violations of trust are an unfortunate but common occurrence in conflict and negotiation settings: negotiators make promises that they do not keep; parties in conflict behave in unexpected ways, escalating tensions and breaking past trust. What often follows these violations is some form of an account, specifically an apology, in an effort to repai...

This article explores the tumultuous path to publication that begins for many of us with trying to publish our dissertation. We invited Roy J. Lewicki and J. Keith Murnighan—the 2013 and 2015 recipients of the International Association for Conflict Management (IACM) Lifetime Achievement Award—to reflect on this process, as neither of them were succ...

We provide a focused review of the extant negotiation literature to address four highly salient objectives for contract negotiations: how to maximize the likelihood of reaching a [good] agreement; how to reach an agreement that will fulfill its intended purpose; how to reach an agreement that will last; and how to reach an agreement that will lead...

This study explores the framing patterns of disputants in four different intractable environmental conflicts. In particular, it examines how disputants form interpretive communities through the ways that they frame these conflicts. The research reveals a complex picture in which interpretive communities form around disputants' conflict roles and ex...

Parallel to the very large scholarly interest in trust, scholars in management and related disciplines have made the case for the importance of distrust as a related but distinct construct. This paper critically assesses current literature on distrust in organizational settings. We first take stock of the extant research on organizational distrust...

Research on the relationship between integrity and organizational citizenship behaviors (OCBs) has been inconsistent and confusing. We trace some of the confusion to the way that the integrity construct has been defined in the literature. Some researchers have conceptualized integrity as word-action consistency and congruence between the actor’s va...

This panel brings together recently retired academics at different stages of evolving a pattern in their retirement careers. They will deal with questions of why they chose to retire, what they anticipated it would be like, how it has turned out, and what issues or concerns they have encountered. It is meant to be informal, with each presenter talk...

While the study of trust is an enduring area of research, a nascent but growing body of work has focused on organizational distrust. This symposium is aimed at advancing research by encouraging discussion on the relationship between trust and distrust in organizations. The symposium is composed of four studies of organizational distrust (one theore...

This chapter explores the use of mediation in hierarchical conflicts in organizations. It is written for practitioners, researchers and students in conflict management. The first aim is to provide a practical overview of recent literature and research on mediation in conflicts between supervisors and subordinates. Special attention is given to the...

If forced to be concise and pithy, what would a room full of negotiation scholars cook up? The compilation of recipes was in response to the request for each person’s own definition of negotiation effectiveness put in the form of a recipe. Not only is this interesting in terms of seeing the similarities and differences among this leading and divers...

As a way to achieve better alignment of the ongoing teaching–research activity gap in business schools, David Balkin and Jeff Mello suggest that schools need to hire academic administrators with significantly developed management skills. The author responds to this recommendation with two concerns. First, many of the causes of the research–teaching...

Today, organizations must find effective solutions to the challenges brought by diversity. Research suggests that implementing supportive diversity practices help diverse organizations to adapt and sustain by creating a climate for diversity. Based on research and theory, the paper recommends five categories of supportive diversity practices: (1) U...

We argue that while our field has made great progress in determining what to teach and how to teach it in negotiation, there has been a surprising reluctance to make the move from “mass production” to “mass customization” that so many other industries have successfully adopted. “The Who” of our training has so far been addressed seriously, they sur...

The globalized nature of modern organizations presents new and intimidating challenges for effective relationship building. Organizations and their employees are increasingly being asked to manage unfamiliar relationships with unfamiliar parties. These relationships not only involve working across different national cultures, but also dealing with...

Organizational scholars have long touted the myriad benefits of trust for organizational functioning and performance. Recent surveys, however, document pervasive deficits in such trust. This article addresses the important topic of reducing these deficits. Our attack on this problem is two pronged. First, we examine approaches to repairing damaged...

Istanbul's Grand Bazaar is a mythic place for negotiation. Starting as a "caravan sérail" in 1453 under Mehmet II reign, it now hosts more than 2000 boutiques selling various textiles, handbags, carpets, jewelry, lamps, Turkish delight (a Turkish candy), etc. As we discovered it, the Grand Bazaar is a perfect place for negotiation adventure learnin...

Purpose – The purpose of this paper is to describe why trust congruence is important to negotiation, illustrate potential types of trust congruence in negotiating dyads, and link those types of congruence to joint‐behavioral outcomes. Design/methodology/approach – Studies pertinent to negotiators' trust in one another are reviewed, and based on pr...

Divergent theoretical approaches to the construct of framing have resulted in conceptual confusion in conflict research.We disentangle these approaches by analyzing their assumptions about 1) the nature of frames ¿ that is, cognitive representations or interactional coconstructions, and 2) what is getting framed ¿ that is, issues, identities and re...

How can relationships be repaired after being damaged? There is a small but growing body of work on the topic from a number of different disciplinary perspectives using different theoretical lenses and at different levels of analysis. We begin by examining the existing streams of work on relationship repair and organizing them into a conceptual fra...

Intractable multiparty conflict is omnipresent in social life, but how do individuals in this type of dispute make sense of their situation and therefore enact it in a particular way? The current study investigated this question by examining how disputants from different stakeholder groups framed conflict situations in Ohio, Pennsylvania, Minnesota...

Distrust can initiate and sustain intractable Conflicts. We discuss the origins and development of distrust, and elaborate on functional versus dysfunctional distrust and the levels of distrust in relationships. We use this foundation to develop a series of practical steps to manage distrust more effectively so that intractable Conflicts can be tra...

Negotiating to resolve conflicting objectives requires flexibility—the willingness and skill to change your approach to suit the situation at hand. The authors discuss five negotiating strategies and which to select based on the importance of the outcome and the relationship with the other person to you and your company. Adopting the best style— av...

Most research on trust has taken a static, “snapshot” view; that is, it has approached trust as an independent, mediating, or dependent variable captured by measuring trust at a single point in time. Limited attention has been given to conceptualizing and measuring trust development over time within interpersonal relationships. The authors organize...

This article discusses the facets of trust within interpersonal relationships and the processes by which trust relationships emerge and evolve over time. A 1996 study identified three distinct dimensions of trust: calculus-based (CBT), knowledge-based (KBT), and identification-based (IBT). Since the study, however, there has been little empirical w...

A questionnaire study was conducted to examine the extent to which variations in the language of promises and threats differentially affect compliance as well as perceptions of the transmitters of these influence attempts. Subjects were asked to imagine that they had been assigned a partner for collaborative work on a project, for which the topic h...

The authors examined the effects of supervisory guidance (providing instruction to employees) and behavioral integrity (a pattern of word-deed alignment) on employee organizational citizenship behavior (OCB) and deviant behavior. Results revealed a pattern of Supervisory Guidance x Behavioral Integrity interaction effects, such that relationships b...

Most research on trust and distrust has proceeded from theorizing about the nature of trust, and deducing the key definitions of the phenomena, key components of the definitions, and important contributors to trust-building or distrust-building processes. While these approaches are conceptually appealing and appear to have face validity, little res...

Since 2000, Jerry Jurgensen has served as chief executive officer of Nationwide, one of the largest diversified insurance and financial services companies in the world. With an emphasis on financial discipline and an improved culture, Jurgensen has led Nationwide to high levels of performance. During his tenure, Nationwide's net income has increase...

While researchers have demonstrated that frames have profound effects on conflict and negotiation processes and outcomes, the extant research on framing reflects a wide variety of approaches, resulting in conceptual confusion among researchers and practitioners. In this paper we disentangle these approaches by distinguishing them on two dimensions:...

The separation between theory and practice in organization development (OD) has widened over the years. This causes the field of OD to be susceptible to fads rather than having productive conversations with researchers about newideas that can be translated into new methods. This article identifies the following six areas of research with potential...

The antecedents of victim willingness to reconcile a professional relationship following an incident involving a broken promise were examined in terms of offender tactics (i.e., nature of apology, timeliness of reparative act, sincerity) and relationship characteristics (i.e., nature of past relationship, probability of future violation) using a wi...

The article is an introduction to several articles about management learning and education. The article by Professors Luis L. Martins and Franz W. Kellermanns explore a key issue in the rapid emergence of Web-based courses and educational programs. The authors propose an impressive theoretical model of factors that should affect attitudes toward a...

The article introduces a series of papers about management learning and education. First, Sucheta Nadkarni offers insights on the impact of various instructional models on what knowledge students take away from courses that employ those models. Nadkarni draws on the emerging work on mental models--the cognitive maps that people assemble about compl...

This paper proposes a laboratory experiment that will lend empirical support to recent theoretical advances regarding the simultaneous occurrence of trust and distrust in relationships. We highlight the role of reputations before a transactional relationship begins, as well as the impact of apologies in rebuilding trust and reducing distrust follow...

This book represents a compilation of articles on negotiation and related topics: conflict, conflict resolution, power, influence, and persuasion. Most of the articles were selected from newspapers, magazines, and management journals. We chose them because they made very good points, were very readable, and were not unnecessarily theoretical or tec...

The article discusses the conception, evolution and form of the “Academy of Management Learning and Education” periodical. The origins of the journal are explored as well as an interpretation of its mission statement. The editorial team is introduced. The major sections of the periodical are also described.

Pdf article from Conflict Management in Higher Education Report, Volume 2, Number 2, (Feb 2002), which "explores the issues related to understanding the effectiveness of the process and content of conflict resolution (specifically negotiation) teaching and training, it asks whether or not the right approach to training is being used and if the trai...

Considers cooperative negotiation tactic use in early stages of business-to-business buyer-seller relationships. Specifically, it addresses a serious gap in the study of individual difference effects on cooperative negotiation, an area that has received little academic attention. In doing so, insight is provided on an area that marketing researcher...

Using a questionnaire derived from previous research, MBA students in a semester-long negotiation course rated 30 deceptive negotiation tactics on a 7-point appropriate–inappropriate scale. Factor analysis of these ratings yielded five primary factors (replicating previous findings) representing a lay model of unethical tactics in negotiation conte...

Using a questionnaire derived from previous research, MBA students in a semester‐long negotiation course rated 30 deceptive negotiation tactics on a 7‐point appropriate–inappropriate scale. Factor analysis of these ratings yielded five primary factors (replicating previous findings) representing a lay model of unethical tactics in negotiation conte...

In this chapter, we review some of the work on trust and show its relevance to effective conflict management. We also extend some of this work to a broader understanding of the key role of trust in relationships, and how different types of relationships can be characterized according to the levels of trust and distrust that are present. Finally, we...

We propose a new theoretical framework for understanding simultaneous trust and distrust within relationships. grounded in assumptions of multidimensionality and the inherent tensions of relationships. and we separate this research from prior work grounded in assumptions of unidimensionality and balance. Drawing foundational support for this new fr...

Competitive negotiators frequently use tactics which others view as "unethical", in that these tactics either violate standards of truth telling or violate the perceived rules of negotiation. This paper sought to determine how business students viewed a number of marginally ethical negotiating tactics, and to determine the underlying factor structu...

Tracing the history of how the study of dispute resolution came into the mainstream of behavioral science courses in business schools, the author gives a positive assessment of the appropriateness of the content and pedagogy of negotiation courses currently taught in business schools for the challenges of the next decade. He proceeds to make recomm...

Tracing the history of how the study of dispute resolution came into the mainstream of behavioral science courses in business schools, the author gives a positive assessment of the appropriateness of the content and pedagogy of negotiation courses currently taught in business schools for the challenges of the next decade. He proceeds to make recomm...

Negotiation is an interesting context in which to study ethical judgment. Effective negotiators cannot be completely candid about their preferences, yet some honesty is required for parties to effectively agree. Is there general agreement among negotiators as to which tactics are ethically appropriate and inappropriate? This paper reports analyses...

Developing and maintaining trust in work relationships The past decade has seen dramatic changes in the modern organization. New organizational linkages, strategic alliances, partnerships, and joint ventures are being formed to achieve and maintain competitive advantage in the marketplace. New linkages require organizations to move away from the mo...