Entrepreneurship & Innovation

In 1995 The Boundaryless Organization showed companies how to sweep away the artificial obstacles — such as hierarchy, turf, and geography — that get in the way of outstanding business performance. Now, in this completely revised edition of their groundbreaking work, management experts Ron Ashkenas, Dave Ulrich, Todd Jick, and Steve Kerr offer an up-to-date version of their comprehensive guide to help any organization go "boundaryless" — and become a company with the ability to quickly, proactively, and creatively adjust to changes in the environment.

We examine how gender stereotypes affect performance in mixed-gender negotiations. We extend recent work demonstrating that stereotype activation leads to a male advantage and a complementary female disadvantage at the bargaining table (Kray, Thompson, & Galinsky, 2001). In the present investigation, we regenerate the stereotype of effective negotiators by associating stereotypically feminine skills with negotiation success.

Three experiments explored the role of negotiator focus in disconnecting negotiated outcomes and evaluations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared with negotiators who focused on their lower bound (e.g., reservation price). Those negotiators who focused on their targets, however, were less satisfied with their objectively superior outcomes.

In this article, the authors explore the role of individuals' counterfactual thoughts in determining their satisfaction with negotiated outcomes. When negotiators' first offers are immediately accepted, negotiators are more likely to generate counterfactual thoughts about how they could have done better and therefore are less likely to be satisfied with the agreement than are negotiators whose offers are not accepted immediately.

Verhandlungen spielen eine entscheidende Rolle in all jenen Lebensbereichen, die durch Interessenskonflikte gegenzeichnet sind. In Verhandlungssituationen sind relevante Informationen typischer Weise in unzureichendem Maße vorhanden, so dass Verhandlungen meist unter Unsicherheit geführt werden. Folglich sollten Prozesse der Verhandlungsführung von denjenigen psychologischen Mechanismen bestimmt sein, die gemeinhin menschliches Urteilen und Entscheiden unter Unsicherheit charakterisieren.

A full understanding of organizational and group effectiveness must take into account the causes and contexts that exacerbate and reduce tension between groups, and the individual psychological mechanisms involved. This chapter attempts to analyze intergroup behavior through a phenomenological lens: examining how people perceive groups, their own and others, and how these perceptions shape subsequent behavior.

The authors examined how gender stereotypes affect negotiation performance. Men outperformed women when the negotiation was perceived as diagnostic of ability (Experiment 1) or the negotiation was linked to gender-specific traits (Experiment 2), suggesting the threat of negative stereotype confirmation hurt women's performance relative to men.