Impact of goal-setting and feedback on negotiators performance in multilateral negotiation

Main Article Content

HeaKyung Ro


Multilateral negotiation is a difficult task for the amicable settlement because of its structural complexity. Therefore, the strategy of problem solving which is commonly used in bilateral negotiation is not readily applicable. This study tries to find an integrative strategy in multilateral negotiations that brings all win-win benefts rather than competition or coaltion for some. To improve the efficiency of multilateral negotiation, the effects of Goal Setting and Feedback were tested. With the 3 studies it was found that amicalbe netotiation is really difficult if the interest structure is incompatible, higher Goal Setting bring rather negative negotiation results, and feedbacks, which lead to the flexible search to the alternative options, are very helpful for good results. We discussed the theoretical extension and the practical implications of these studies.


Metrics Loading ...

Article Details

How to Cite
RoH. (2017). Impact of goal-setting and feedback on negotiators performance in multilateral negotiation. Korean Journal of Industrial and Organizational Psychology, 30(2), 299-328. Retrieved from
Empirical Articles


이준호 (2003). 우리나라 조직구성원들에 인지된 문화적 가치관이 팀제에 대한 저항과 조직성과에 미친 영향. 조직과 인사관리연구, 27(4), 25-57.

신용국, 김명소, 한영석. (2009). 셀프리더십 척도(Revised Self-Leadership Questionnaire) 타당화 연구: 우리나라 대학생을 중심으로. 한국심리학회지: 학교, 6(3), 313-340.

양현철, 정현선, 박동건 (2013). 직장 유연성이 신입사원급 직장인들의 이직의도와 혁신적 업무행동에 미치는 영향: 일-성장 균형, 조직지원인식의 매개 효과 및 셀프 리더십의 조절 효과를 중심으로. 한국심리학회지: 산업 및 조직, 26(1), 149-176.

Alves, J. C., Lovelace, K. J., Manz, C. C., Matsupura, D., Toyasaki, F. & Ke, K. (2006). A cross-cultural perspective of self-leadership. Journal of Managerial Psychology, 21(4), 338- 359.

Amabile, T. M., Conti, R., Coon, H., Lazenby, J., & Herron, M. (1996). Assessing the work environment for creativity. Academy of Management Journal, 39(5), 1154-1184.

Anderson, J. S., & Prussia, G. E. (1997). The self-leadership questionnaire: Preliminary assessment of construct validity. The Journal of Leadership Studies, 4, 119-143.

Barri, P. S., & Glynn, M. A. (2004). Cultural variations in strategic issue interpretation: Relating cultural uncertainty avoidance to controllability in discriminating threat and opportunity. Strategic Management Journal, 25, 59-67.

Bialas, S., (2009). Power distance as a determinant of relations between managers and employees in the enterprises with foreign capital. Journal of Intercultural Management, 1(2), 105-115.

Carmeli, A., Meitar, R., & Weisberg, J. (2006). Self-leadership skills and innovative behavior at work .International Journal of Manpower, 27(1), 75-90.

Daniels, M. A., & Greguras, G. J. (2014). Exploring the nature of power distance: Implications for micro and macro-level theories, processes, and outcomes. Journal of Management, 40(5), 1202-1229.

Dickson, M. W., Den Hartog, D. N., & Mitchelson, J. K. (2003). Research on leadership in a cross-cultural context: making progress, and raising new questions. Leadership Quarterly, 14, 729-768.

Diliello, T. C., & Houghton, J. D. (2006). Maximizing organizational leadership capacity for the future: Toward a model of self-leadership, innovation and creativity. Journal of Managerial Psychology, 21, 319-337.

Dorfman, P. W., & Howell, J. P. (1988). Dimensions of national culture and effective leadership patterns: Hofstede revisited. Advances in International Comparative Management, 3, 127-149.

Erez, M., & Nouri, R. (2010). Creativity: The influence of cultural, social, and work contexts. Management and Organization Review, 6(3), 351-370.

Gelfand, M. J., Erez, M., & Aycan, Z. (2007). Cross-cultural organizational behavior. Annual Review of Psychology, 58, 479-514.

Grinstein, A. (2008). The effect of market orientation and its components on innovation consequences: a meta-analysis. Journal of the Academy of Marketing Science, 36(2), 166-173.

Goldsmith, R., & Witt, T. (2005). The predictive validity of an opinion leadership scale. Journal of Marketing Theory and Practice, 28-35.

Gupta, V. (2011). Cultural basis of high performance organizations. International Journal of Commerce and Management, 21(3), 221-240.

Hannay, M. (1991). The cross-cultural leader: the application of servant leadership theory in the international context. Journal of International Business and Cultural Studies, 1, 1-12.

Herbig, P., & Dunphy, S. (1998). Culture and innovation. Cross-Cultural Management: An International Journal, 5(4), 13-21.

Hill, C. W. L., & Rothaermel, F. T. (2003), The performance of incumbent firms in the face of radical technological innovation. Academy of Management Review, 28(2), 257-274.

Hofstede, G. (1980). Culture’s consequences: International differences in work-related values. Sage, Beverly Hills: CA.

Hofstede, G. (2001). Culture’s Consequences: Comparing Values, Behaviors, Institutions and Organizations across Nations, 2nd ed. Sage, Thousand Oaks: CA.

Hong Y-Y., & Mallorie, L. A. (2004). A dynamic constructivist approach to culture: Lessons learned from personality psychology. Journal of Research in Personality, 38, 59-67

Howell, J. (2005). The right stuff: Identifying and developing effective champions of innovation. The Academy of Management Executive, 19(2), 108-119.

Howell, J., & Higgins, C. (1990). Champions of change: identifying, understanding, and supporting champions of technological change. Organizational Dynamics, 19(1), 40-55.

Houghton, J. D., & Neck, C. P. (2002). The revised self-leadership questionnaire: Testing a hierarchical factor structure for self-leadership. Journal of Managerial Psychology, 17, 672-691

House, R. J., Hanges, P. J., Javidan, M., Dorfman, P. W., & Gupta, V. (2004). Culture, leadership, and organizations: The GLOBE study of 62 societies, Sage Publications: Thousand Oaks: CA

Janssen, O. (2000). Job demand, perceptions of effort-reward fairness, and innovative work behavior. Journal of Occupational and Organizational Psychology, 73, 287-302.

Janssen, O. (2004). How fairness perceptions make innovative behavior more or less stressful. Journal of Organizational behavior, 36, 201-215.

Jansen, J. P., Van Den Bosch, F. A. J., & Volberda, H. W. (2006). Exploratory innovation, exploitative innovation, and performance: Effects of organizational antecedents and environmental moderators. Management Science, 52(11), 1661-1674.

Javidan, M. & House, R. J. (2001). Cultural acumen for the global manager: Lessons from project GLOBE. Organizational Dynamics, 29 (4), 289-305.

Klein K. J., & Knight, A. P. (2005). Innovation implementation. Current Direction in Psychological Science, 14(5), 243-246.

Kotter, J., & Schlesinger, L. (1979). Choosing strategies for change, Harvard Business Review, 57(2), 106-114.

Lyons, B., & Henderson, K. (2005). Opinion leadership in a computer-mediated environment. Journal of Consumer Behavior, 4(5), 319-329.

McLean, L. D. (2005). Organizational culture’s influence on creativity and innovation: A review of the literature and implications for human resource development. Advances in Developing Human Resources, 7(2), 226-246.

Manz, C. C. (1992). Self-leading work teams: Moving beyond self-management myths. Human Relations, 45, 1119-1140.

Manz, C. C. & Neck, C.P. (1999). Mastering self-Leadership: empowering yourself for personal excellence. Prentice-Hall: Upper Saddle River, NJ.

Markus, H. R., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98(2), 224-253.

Miron, E., Erez, M., & Naveh, E. (2004). Do personal characteristics and cultural values that promote innovation, quality, and efficiency compete or complement each other? Journal of Organizational Behavior, 25, 175-199.

Neck, C. P., Nouri, H., & Godwin, J. L. (2003). How self-leadership affects the goal-setting process. Human Resource Management Review, 13, 691-707.

Neck, C. P., & Houghton, J. (2006). Two decades of self-leadership theory and research: Past developments, present trends, and future possibilities. Journal of Managerial Psychology, 21, 270-295.

Neubert, M. J., & Wu, J. C. (2006).An investigation of the generalizability of the Houghton and Neck Revised Self-Leadership Questionnaire to a Chinese context. Journal of Managerial Psychology, 21, 360-373.

Pearce, C. L., & Manz, C. C. (2005). The new silver bullets of leadership: The importance of self and shared leadership in knowledge work. Organizational Dynamics, 34, 130-140.

Prussia, G. E., Anderson, J. S., & Manz, C. C. (1998). Self-leadership and performance outcomes: The mediating influence of self-efficacy. Journal of Organizational Behavior, 19, 523-538.

Roney, C. J., & Sorrentino, R. M. (1995). Reducing self-discrepancies or maintaining self-congruence? Uncertainty orientation, self- regulation, and performance. Journal of Personality and Social Psychology, 68(3), 485- 497.

Rhyne, L. C., Teagarden, M. B., & Van den Panhuyzen, W. (2002). Technology-based competitive strategies: the relationship of cultural dimensions to new product innovation. Journal of High Technology Management Research, 13, 249-277.

Schwartz, S. H. (1999). Cultural value differences: Some implications for work. Applied Psychology: An International Review, 48, 23-48.

Shweder, R. A. (1991). Thinking through cultures: Expeditions in cultural psychology. Cambridge, MA: Harvard University Press.

Scott, S. G., & Bruce, R.A. (1994). Determinants of innovative behavior: A path model of individual innovation in the workplace. Academy of Management Journal, 37(3), 580-607.

Shalley, C. E., & Gilson, L. (2004). What leaders need to know: A review of social and contextual factors that can foster or hinder creativity. The Leadership Quarterly, 15, 33-53.

Shane, S. A. (1992). Why do some societies invent more than others? Journal of Business Venturing, 7, 29-46.

Shane, S. A. (1993). Cultural Influences on national rates of innovation. Journal of Business Venturing, 8, 59-73.

Stewart, R., Barsoux, J. L., Kieser, A., Ganter, H. D., & Walgenbach, P. (1994). Managing in Britain and Germany. London: St. Martin’s Press/MacMillan Press.

Shrout, P. E., & Bolger, N. (2002). Mediation in experimental and nonexperimental studies: New procedures and recommendations. Psychological Methods, 7(4), 422-445.

Teece, D., & Leih, S. (2016). Uncertainty, innovation, and dynamic capabilities. California Management Review, 58(4), 5-12.

Van de Vijver, F. J. R., & Tanzer, N. K. (2004). Bias and equivalence in cross-cultural assessment: An overview. European Review of Applied Psychology, 54, 119-135.

Venkataraman, S., Shane, S., McGrath, R., & MacMillan, I. (1993). Some central tensions in the management of corporate venturing, In Birley, S. & MacMillan, I. (Ed.) Entrepreneurship research: Global perspectives (pp. 177-199). Amsterdam.: Elsevier Science Publishers.

Williams, L. K., & McGuire, S. J. (2005) Effects of national culture on economic creativity and innovation implementation. The Institutions of Market Exchange. Conference Proceedings. Barcelona. International Society for the New Institutional Economics.

Yang, Y. (2014). The Chinese growth miracle. In P. Aghion & S. Durlauf, Handbook of Economic Growth (pp. 943-1031). Amsterdam: Elsevier.

Yuan, F., & Woodman, R.W. (2010). Innovative behavior in the work place: the role of performance and image outcomes expectations. Academy of Management Journal, 53(2), 323-342.