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Article | Human Performance | 1995

Constraints or Catalysts? Reexamining Goal Setting Within the Context of Negotiation

by J. Polzer and M. Neale

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Keywords: Negotiation; Goals and Objectives;

Format: Print 24 pages Find at Harvard

Citation:

Polzer, J., and M. Neale. "Constraints or Catalysts? Reexamining Goal Setting Within the Context of Negotiation." Human Performance 8, no. 1 (1995): 3–26.

About the Author

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Jeffrey T. Polzer
UPS Foundation Professor of Human Resource Management
Organizational Behavior

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More from the Author

  • Article | Organizational Behavior and Human Decision Processes

    Thin Slices of Workgroups

    Patricia Satterstrom, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan and Marina Burke

    In this paper, we explore whether perceivers can accurately assess the effectiveness of groups, how perceivers use group properties to inform their judgment, and the contextual and individual differences that allow some perceivers to be more accurate. Across seven studies, we present consistent evidence that perceivers can judge workgroup effectiveness in videos of different lengths—60, 30, and 10 seconds—and in 10-second silent videos and 10-second audio clips. We find that perceptions of collective properties of groups, including cohesion, affective trust, and cognitive trust partially mediate perceivers’ ability to accurately judge groups. Furthermore, increased attentional focus improves perceivers’ ability to judge group effectiveness. Finally, we find that perceivers with higher levels of social sensitivity are more accurate at judging group effectiveness. We discuss the implications of these findings for the groups literature and social perception literature.

    Keywords: group perception; group effectiveness; thin slices; social sensitivity; attentional focus; Groups and Teams; Performance Effectiveness; Perception;

    Citation:

    Satterstrom, Patricia, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan, and Marina Burke. "Thin Slices of Workgroups." Organizational Behavior and Human Decision Processes 151 (March 2019): 104–117.  View Details
    CiteView DetailsFind at Harvard Related
  • Supplement | HBS Case Collection | August 2018

    Sarah Powers at Automated Precision Products

    Jeffrey T. Polzer

    Citation:

    Polzer, Jeffrey T. "Sarah Powers at Automated Precision Products." Harvard Business School Spreadsheet Supplement 419-705, August 2018.  View Details
    CiteView DetailsPurchase Related
  • Case | HBS Case Collection | February 2017 (Revised August 2018)

    Sarah Powers at Automated Precision Products

    Jeffrey T. Polzer, Michael Norris, Julia Kelley and Kristina Tobio

    In 2017, Sarah Powers, VP of Sales at an automation hardware firm, is trying to understand why some members of her sales team have been underperforming. She is tasked with analyzing her firm’s email and calendar data to try to find relationships between communications and sales performance.

    Keywords: people analytics; sales attainment; communication networks; data; analysis; Human Resources; Business Processes; Sales; Communication; Data and Data Sets; Analysis; Industrial Products Industry; Manufacturing Industry; United States;

    Citation:

    Polzer, Jeffrey T., Michael Norris, Julia Kelley, and Kristina Tobio. "Sarah Powers at Automated Precision Products." Harvard Business School Case 417-072, February 2017. (Revised August 2018.)  View Details
    CiteView DetailsEducatorsPurchase Related
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