How does supervisor humour style (affiliative and aggressive) influence intended negotiation tactics of employees

Mintz, Raphael Benedict

http://hdl.handle.net/10362/138687

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Autores

Mintz, Raphael Benedict

Orientador(es)

Neves, Pedro

Resumo(s)

Supervisor humour has increased recently, paying more attention to benefits than downsides and little attention to negotiation, although it seems to matter. Building upon Social Exchange Theory, our study examines supervisor humour's impact on negotiation tactics via LMX. Using a time-lagged design and a sample of 181 participants, we found partial support for our hypotheses. Affiliative supervisor humour decreased deception directly and distributive tactics indirectly through LMX. In contrast, aggressive supervisor humour increased distributive tactics indirectly through LMX. These findings underscore the importance of using supervisor humour as a ubiquitous, if often concealed, leadership tool and even negotiation tactic.

Palavras-chave

Affiliative supervisor humour style Aggressive supervisor humour style Negotiation tactics Intentions to use distributive tactics Intentions to use deception Supervisor Employees Intentions to use integrative tactics Leader-member exchange (LMX)