Components of Performance Negotiation
Employees reciprocate fair treatment. It’s that simple. You get what you give (Organ, 1990). The processes by which employees “evaluate” their sense of being treated fairly is known as the process of social exchange (Organ & Moorman, 1993). Interpersonal exchange is pivotal in all negotiation strategies (Prien, 1987). Engineering healthy social exchange improves the efficacy of performance management processes, including how the review is negotiated.
Setting the Stage: Organizational Culture
There is nothing more regrettable than a bad hire or, for that matter, a good hire that turns bad. And there is nothing more regrettable than an inaccurate (bad) performance review. Such inadequate human resource ...