Rofcanin, Yasin , Kiefer, Tina and Strauss, Karoline (2017) What seals the I-deal? Exploring the role of employees' behaviours and managers' emotions. Journal of Occupational and Organizational Psychology , 90 (2). pp. 203-224. doi:10.1111/joop.12168

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Abstract

Idiosyncratic deals (I-deals) are work arrangements between an employee and a manager, aimed at meeting the employee's specific work-related needs (Rousseau, 2005, I-deals: Idiosyncratic deals employees bargain for themselves, M. E. Sharpe, New York, NY). Studies to date have focused on the effects of successful I-deal negotiations, but have paid little attention to what determines whether negotiated I-deals are also obtained. We propose that managers play a crucial role in this process, and explore the role of managers' emotions in translating negotiation into obtainment. We suggest that I-deals are more likely to be obtained when managers feel more positive and less negative about an employee's I-deal process in the aftermath of the negotiation. We then aim to determine what shapes managers' emotions about the I-deal process. Given that I-deals are intended to be beneficial for the entire team (Rousseau, 2005, I-deals: Idiosyncratic deals employees bargain for themselves, M. E. Sharpe, New York, NY), we expect that managers feel more positive about the I-deal process of employees who engage in socially connecting behaviours following their I-deal negotiation. In contrast, managers feel more negative about the I-deal process of employees who engage in socially disconnecting behaviours. Results from a two-wave study of employees and their managers supported our hypotheses. Our findings contribute to research on I-deals by distinguishing between the negotiation and obtainment of I-deals and by highlighting the role of managers' emotions in translating negotiated I-deals into obtainment and the importance of employees' socially connecting and disconnecting behaviours following I-deal negotiations.

Item Type:	Journal Article
Subjects:	H Social Sciences > HD Industries. Land use. Labor H Social Sciences > HF Commerce
Divisions:	Faculty of Social Sciences > Warwick Business School > Industrial Relations & Organisational Behaviour Faculty of Social Sciences > Warwick Business School
Library of Congress Subject Headings (LCSH):	Personnel management , Executives -- Attitudes, Incentive awards, Collective labor agreements, Career development, Employees -- Rating of
Journal or Publication Title:	Journal of Occupational and Organizational Psychology
Publisher:	John Wiley & Sons Ltd.
ISSN:	0963-1798
Official Date:	June 2017
Dates:	Date Event June 2017 Published 27 January 2017 Available 27 January 2017 Accepted 14 June 2016 Submitted
Volume:	90
Number:	2
Page Range:	pp. 203-224
DOI:	10.1111/joop.12168
Status:	Peer Reviewed
Publication Status:	Published
Access rights to Published version:	Restricted or Subscription Access

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