Research Presentation: Getting to Excess

The Faculty of Business Administration invites you to attend a research presentation by Dr. Lukas Neville, from the Asper School of Business at the University of Manitoba, and Dr. Glenda Fisk, from the School of Policy Studies at Queen’s University. Date: Friday, November 14, 2014 Time: 10:00 a.m. – 11:00 a.m. Place: Education Building, Room 623 Getting To Excess Presented by Dr. Lukas Neville (University of Manitoba) & Dr. Glenda Fisk (Queen’s University) Abstract In negotiation, people are often counselled to set high aspirations for themselves. With a high target in mind, negotiators make stronger first offers, limit their concessions, and claim more value from the negotiation. But there are those who tend to take this advice to nearly pathological extremes. Personality psychologists describe those with a disposition toward demanding unearned and excessive rewards as being high in “psychological entitlement”. Research has linked psychological entitlement to frustration, aggression, and conflict in professional and personal relationships. In a series of studies, we show that psychological entitlement can be a double-edged sword in negotiation. It increases negotiators’ aspiration levels, but it also increases contentious approaches to negotiation, from fixed-pie bias to the endorsement of unethical tactics. Our most recent work is focused on developing interventions to mitigate or attenuate these deleterious effects.

More information at: http://www.uregina.ca/events/research-presentation-getting-to-excess