Date of Award

Spring 2019

Degree Type

Dissertation

Degree Name

Doctor of Philosophy (PhD)

School

Communication

Committee Chair

Dr. John Meyer

Committee Chair School

Communication

Committee Member 2

Dr. Lawrence Hosman

Committee Member 2 School

Communication

Committee Member 3

Dr. Eura Jung

Committee Member 3 School

Communication

Committee Member 4

Dr. Richard Mohn

Committee Member 4 School

Education

Committee Member 5

Dr. Charles Tardy

Committee Member 5 School

Communication

Committee Member 6

Dr. Steven Venette

Committee Member 6 School

Communication

Abstract

This quasi-experimental study examined a supervisor-subordinate negotiation of an emotion-laden conflict from the lens of the core concerns framework, communication accommodation theory, and gender roles research. Results empirically support CCF that, by accommodating or attending to the employees’ core concerns, managers can stimulate employees’ positive emotion and integrative intention. However, under- and overaccommodating the core concerns can lead to distributive intention. Additionally, the employees’ perception of manager goodwill can strengthen or attenuate the positive effect of core concerns accommodativeness on outcome variables especially for male managers. Thus, moderate accommodation is recommended for male managers. For female managers, the results show that they have more latitude in addressing the core concerns and can reap even greater benefits from using the framework. Theoretically, the findings show that CAT provides a fruitful lens for investigating the core concerns and demonstrates that the degree of accommodativeness affects the efficacy of the core concerns. Practically, the results show that CCF is an effective strategy for handling emotions in negotiation and is worthy of training investment. Future studies with other methodologies are necessary to determine if the findings, especially the surprising positive effects of overaccommodation on positive emotion and integrative intention, are particular to this study or a general phenomenon. Future researchers can also explore a core concerns negotiation in other relationship contexts. Also, other variables that may moderate or mediate between core concerns accommodativeness and its outcomes should be further investigated.

ORCID ID

https://orcid.org/0000-0003-0727-8358

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