When are Integrative Tactics More Effective?: The Moderating Effects of Moral Identity and the Use of Distributive Tactics

30 Pages Posted: 8 Oct 2009 Last revised: 4 Nov 2009

See all articles by Inhyun Han

Inhyun Han

Korea Labor Institute - Korea Workplace Innovation Center

Seungwoo Kwon

Korea University Business School (KUBS)

JongHoon Bae

Korea University Business School (KUBS)

Date Written: June 15, 2009

Abstract

This study investigates when integrative tactics are more effective to generate higher joint outcomes. We test whether (1) moral identity of negotiators and (2) the concurrent use of distributive tactics increase the effectiveness of integrative tactics on joint outcomes. The results show that negotiators with high moral identity achieved higher joint outcome by using integrative tactics more effectively even though (not by using it more often). In addition, the positive effects of integrative tactics on joint outcomes increase as two parties employ distributive tactics as along with integrative tactics rather than integrative tactics alone.

Suggested Citation

Han, Inhyun and Kwon, Seungwoo and Bae, JongHoon, When are Integrative Tactics More Effective?: The Moderating Effects of Moral Identity and the Use of Distributive Tactics (June 15, 2009). 22nd Annual IACM Conference Paper, Available at SSRN: https://ssrn.com/abstract=1484918 or http://dx.doi.org/10.2139/ssrn.1484918

Inhyun Han (Contact Author)

Korea Labor Institute - Korea Workplace Innovation Center ( email )

9th Flr., Korea Federation of Small Business Bldg
16-2 Youido-dong, Yongdungpo-gu
Seoul 150-010
Korea

Seungwoo Kwon

Korea University Business School (KUBS) ( email )

Anam-Dong, Seongbuk-Gu
Seoul 136-701, 136701
Korea

HOME PAGE: http://biz.korea.ac.kr/professor/winwin

JongHoon Bae

Korea University Business School (KUBS) ( email )

Anam-Dong, Seongbuk-Gu
136701

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