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Deception in negotiations
(04/04/2022) Makrygiannis, Evangelos; Μακρυγιάννης, Ευάγγελος; Athens University of Economics and Business, Department of Business Administration; Manolopoulos, Dimitrios; Thanos, Ioannis; Kapoutsis, Ilias
This study investigates deception as a strategy in negotiations and how competitiveness influences the tendency to use deception in negotiations. The opponent’s perceived competitiveness and the negotiation’s medium relation to the use of deception is examined. We attempt to realize the reactions of the negotiator when deception is disclosed and their connection to competitiveness. Adopting the “Competitiveness Index” and the “Self-reported Inappropriate Negotiation Strategies” (SINS) scale, we conducted an online survey that we addressed to 130 participants (65 men and 65 women), in order to measure the perceived competitiveness and the tendency to use deception in negotiations respectively. We found that the tendency to use deception is influenced positively by the perceived competitiveness of the negotiator. We further found a positive moderation by the opponent’s perceived competitiveness on the effect of the negotiator’s perceived competitiveness on deception. However, we observed that in higher levels of the opponent’s perceived competitiveness, the negotiator’s tendency to use deception decreases. We additionally showed that the decision to use counter-deception is influenced by the negotiator’s perceived competitiveness when deception from the opponent is disclosed. The more competitive a negotiator is, the more possible it is to react with counter deception In the last part, we discussed the theoretical and practical implications, and presented the limitations of our study with some suggestions for future research.
How leader’s self-criticism can influence employees’ creativity, voice and engagement through politics perceptions
(10/16/2018) Markaki, Christina; Athens University of Economics and Business, Department of Business Administration; Papadakis, Vassilis; Bourantas, Dimitris; Kapoutsis, Ilias
The achievement of favorable work-outcomes by employees is emerging as a critical organizational issue, especially as organizations struggle to respond to what is a continuously changing environment. The role of effective Leadership has been widely examined for its influence on employee behavior and feelings. The purpose of this study is to contribute to Leadership and Organization Behavior literature by examining a very well-defined Leader behavior, the act of Self-Criticism, and its influence on three employee work outcomes – Creativity, Voice and Engagement. The study also aims to contribute on research that explores the relationship among Leadership, context, and work outcomes, as it uses employee perception of organizational politics as the mediator variable to explain the aforementioned relationship. To address my objectives, I conducted an online survey (N= 152) using Prolific Academic - an online labor marketplace. I demonstrated that Leader Self-Criticism has a positive direct effect on employee Creativity, Voice, Engagement and Organizational Politics Perceptions and that the later, indeed, acts as a mediator variable. The theoretical and managerial implications of the findings are discussed in relation to Organizational Change, Leadership and the Positive Psychology movement.
How leaders use technology to influence followers' work outcomes: the mediating role of trust
(09/30/2021) Stavreli, Maria A.; Σταυρέλη, Μαρία Α.; Athens University of Economics and Business, Department of Business Administration; Thanos, Ioannis; Vakola, Maria; Kapoutsis, Ilias
The purpose of this thesis is to focus on how leaders can build trust in their followers, especially in the new era the whole world is going through. The outbreak of the pandemic COVID-19 turned out as a catalyst for change and demanded rapid technological developments to help companies to adopt virtuality. Even those that had not yet accepted the impact of industry 4.0, must now adapt through digitalization. Among other things, the pandemic was a massive experiment in teleworking. As teleworking will likely continue long after the pandemic, it is extremely interesting to examine how leaders will be able to inspire confidence and trust in employees, in a technology-mediated way, achieving improved work outcomes under the new circumstances. Pandemic consequences are an extremely new obstacle that companies must face. For this reason, the present thesis aims to provide an answer to the question: “how leaders use technology to influence followers’ work outcomes through trust-building.
The roles of organizational politics and political will in the perceived overqualification - work/career outcome relationship: a moderated mediation analysis
(2021) Iliadi, Evangelia; Ηλιάδη, Ευαγγελία; Athens University of Economics and Business, Department of Business Administration; Thanos, Ioannis; Vakola, Maria; Kapoutsis, Ilias
In recent times, more and more employees are confronted by an acute qualification mismatch as the surplus knowledge, skills and abilities that they possess, are contrasted with the low-demanding positions that they occupy. Although a lot of studies have examined the detrimental effects of overqualification, only in the last few years have organizational scholars been motivated to investigate the overqualification mechanisms which lead to a plethora of unfavorable outcomes. In addition, more and more researchers have been realizing the dominant role of organizational politics in the workplace, while scholars are now starting to turn their attention to the construct “political will”. The present research is the first study which presents a moderated mediation model which links overqualification and organizational politics literature. Specifically, we examined both the mediating role of perceptions of organizational politics (POPs) between perceived overqualification (POQ) and work/career outcome (job satisfaction, career satisfaction, turnover intention, work passion) and the possible moderating impact of political will in the relationship of POPs with the dependent variable. Data were gathered by an online self-reported survey through a survey website. A sample of 148 respondents filled out our questionnaire at one time point. Results supported our hypothesis about a positive relation between POQ and POPs. In the matter of our proposed model, results indicated that overqualified employees with low willingness to engage in the political arena demonstrated a stronger adverse indirect effect with regard to their job/career satisfaction and work passion through POPs. However, although the findings demonstrated the mediation role of POPs in the relationship of POQ with turnover intention, our model was not supported with an outcome such as turnover intention.
The measurement of the negotiating power between a Tanker Owner company & a 1st Class Charterer on the basis of a Spot Voyage Charter-party
(20-03-2019) Foteineas, Andreas; Φωτεινέας, Ανδρέας; Athens University of Economics and Business, Department of Business Administration; Papalexandris, Alexandros; Salavou, Helen; Kapoutsis, Ilias
The basic purpose of this dissertation is to measure the negotiating power between a Tanker-Owner Company and a 1st Class Charterer Company (Oil Majors, Traders and large Refineries), regarding only the Freight determination. This measurement has taken place on the basis of a Spot Voyage Charter-party. In this respect, negotiating variables have been identified, analysed and presented through a relevant market research. This market research has been structured by the use of a flat type AHP (Analytic Hierarchy Process) model showing that a great amount of negotiations (of this kind), is being carried out, under the rules of a win-lose game. Meanwhile, all negotiating variables generate a system in which some of its elements (factors) are connected with both players’ behavior but some others are not. This characteristic actually specifies the frame in which the AHP negotiating model can be implemented.Last but not least, this Thesis has been separated into six chapters. Each chapter has its own orientation. The main scope of all chapters is to demonstrate the whole negotiating procedure and to give suggestions to both players related to the best practices and alternatives which can be followed up.
Volunteering: increasing motivation and engagement in generations Y and Z in Greece
(2022) Kardamitsi, Eleni; Καρδαμίτση, Ελένη; Athens University of Economics and Business, Department of Business Administration; Manolopoulos, Dimitrios; Thanos, Ioannis; Kapoutsis, Ilias
The etymology of "volunteering" comes from the Latin word "volo", which means "I want" or "I intend". Through volunteering, people of all ages and backgrounds dedicate their time and effort by their own will for the benefit of the community without aiming for a financial reward. The primary aim of this dissertation is to provide methodical information about the motivation and engagement of young people volunteering in Greece. In an exploratory approach, the motivation of young people to volunteer is studied, the subfields of long-term and episodic volunteering are clarified, and valuable aspects become available. The main objectives are to answer the questions "what motivates people from Generations Y and Z to volunteer in Greece" and "how to convert episodic to long-term volunteers". The importance of this study is crucial due to the shortage of relevant information in the field. The literature review studies the course of volunteering in Greece, the characteristics of volunteers today, and the relevant theories of motivation. In the next chapter, qualitative research, through interviews with four project managers in NGOs, four young people, and four teenagers, attempts to detect the main motivation factors for volunteering in these generations and how episodic volunteers can become long-term. Through axial coding, three final themes are identified, and hypotheses are made. The quantitative study tests the hypotheses via a questionnaire made from the data, quotes and highlights derived from the interviews. Eighteen questions are answered by two hundred thirty-eight respondents 13-37 years old residing in Greece. Then, the data from the research are discussed in detail, combining the information from both studies, and conclusions are drawn about motivation and engagement from the perspective of the NGOs.
"When the recipe is more important than the ingredients"; a qualitative comparative analysis of negotiation process using fuzzy logic algorithm
(2019) Zormpa, Maria Eleni; Athens University of Economics and Business, Department of Business Administration; Papalexandris, Alexandros; Salavou, Helen; Kapoutsis, Ilias
This is a comparative qualitative study of the negotiation process using Qualitative Comparative Analysis methods with regards to the negotiation of a job offer and the relevant terms of salary of the perspective of a job applicant. In this study, an online survey was performed using a sample of 50 respondents via Prolific platform (https://prolific.ac/ ) aiming to understand and investigate the causal conditions of location, BATNA, genderpairing, emotional intelligence and time pressure and their possible beneficial combinations that could enhance the outcomes of the negotiation. Three different outcomes where examined which are the likelihood of the negotiation to be successful, the intention of the job applicant to negotiate and the request of the job applicant in terms of salary.