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This research examines the extent to which the email medium exacerbates the aggressiveness of opening offers made by negotiators from two distinct cultures. Hypotheses derived from negotiation, communication, and culture research predict that Hong Kong Chinese negotiators using email would exhibit a reactance effect and consequently engage in more aggressive opening offers and claim higher distributive outcomes than similar negotiators in the United States. Study 1 examines intercultural email negotiations and results indicate that Hong Kong Chinese negotiators made more aggressive opening offers and attained higher distributive outcomes than their U.S. counterparts. Study 2 results replicate Study 1 findings in an intracultural negotiation setting and also show favorable outcomes for Hong Kong email negotiators when compared to both Hong Kong and U.S. face-to-face negotiators. Overall, the findings suggest that Hong Kong Chinese and U.S. negotiators vary substantially in how they negotiate via email and face to face, which results in differences in distributive outcomes.

The structural equation modeling approach to testing for mediation is compared to the Baron and Kenny approach. The approaches are essentially the same when the hypothesis being tested predicts partial mediation. The approaches differ, however, in how each tests for complete mediation. Disparities in both theory and statistical estimators are identified and discussed. A strategy for future tests of mediation is recommended.

This study explores the relationship between feedback-seeking behavior and adjustment to a new job for two groups of employees: new hires to thefirm and job changers. Data were collectedfrom 67 managers at a Midwestern consumer products corporation 3 months and 6 months after taking the new job. Results suggest that adjustment leads to feedback-seeking behavior for both new hires and job changers. However, for job changers, poor adjustment appears to stimulate feedback-seeking; in contrast, for new hires, good adjustment seems to stimulate feedback-seeking.

This article describes an experiment in the mediation of grievances that recently took place during two six-month periods in four districts of the United Mine Workers of America. Eighty-nine percent of the 153 grievances taken to mediation during the experiment were resolved before arbitration. This success rate did not appear to be influenced by whether one or both parties had to consent to take a grievance to mediation, or by the identity of the mediator or the nature of the issue, although no discharge grievances were mediated in the experiment. Instead, the key to settlement appeared to be the parties' willingness to negotiate. Cost savings attributable to mediating instead of arbitrating the 153 cases were nearly $100,000, and the average grievance was resolved three months sooner in mediation than it would have been had it gone to arbitration. Most of the participants in the experiment had favorable attitudes toward the process, regardless of the outcome of their particular case.