IDEAS home Printed from https://ideas.repec.org/a/pjm/journl/vxixy2014i1p7-22.html
   My bibliography  Save this article

Internal Controls And The Power Of Negotiation: The Role Of Identity Management In The Protection Of Information Assets

Author

Listed:
  • David L. Coss

    (Virginia State University, USA)

Abstract

This research is focused on developing an understanding of how individuals identify with their assigned roles and responsibility structures within an organization. Additionally it is concerned with how individuals approach their responsibility and accountability for protecting information assets within an organization. We utilize Social Identity Theory and Identity Theory as a lens for analyzing the negotiation process between an organization and their stakeholders, with respect to identifying and creating roles and responsibility structures. The results of this study suggest that a good understanding of this negotiation process will assist organizations in establishing stronger internal controls for the protection of information assets. Classification- JEL:

Suggested Citation

  • David L. Coss, 2014. "Internal Controls And The Power Of Negotiation: The Role Of Identity Management In The Protection Of Information Assets," Portuguese Journal of Management Studies, ISEG, Universidade de Lisboa, vol. 0(1), pages 7-22.
    • Handle: RePEc:pjm:journl:v:xix:y:2014:i:1:p:7-22
    as

    Download full text from publisher

    File URL: https://ejms.iseg.ulisboa.pt/files/1.PJMS.Vol19.Issue1_Internal_Controls_and_the_Power_of_Negotiation.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    2. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
    3. Anca Maria CLIPA, 2018. "Employment Contract Negotiations For Romanian It Employees And Their Willingness For Future (Re)Negotiations," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 18, pages 307-312, December.
    4. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    5. Jessica Bregant & Alex Shaw & Katherine D. Kinzler, 2016. "Intuitive Jurisprudence: Early Reasoning About the Functions of Punishment," Journal of Empirical Legal Studies, John Wiley & Sons, vol. 13(4), pages 693-717, December.
    6. Joanna Różycka-Tran & Guido Alessandri & Paweł Jurek & Michał Olech, 2018. "A test of construct isomorphism of the Belief in a Zero-Sum Game scale: A multilevel 43-nation study," PLOS ONE, Public Library of Science, vol. 13(9), pages 1-15, September.
    7. Karine Lamiraud & Julien Patris & Radu Vranceanu, 2023. "Experimental evidence on the value of time and structure in market negotiations," Working Papers hal-03989514, HAL.
    8. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    9. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    10. Bendoly, Elliot & van Wezel, Wout & Bachrach, Daniel G. (ed.), 2015. "The Handbook of Behavioral Operations Management: Social and Psychological Dynamics in Production and Service Settings," OUP Catalogue, Oxford University Press, number 9780199357222.
    11. Steinel, Wolfgang & De Dreu, Carsten K.W. & Ouwehand, Elsje & Ramírez-Marín, Jimena Y., 2009. "When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 67-78, May.
    12. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    13. Song, Fei, 2008. "Trust and reciprocity behavior and behavioral forecasts: Individuals versus group-representatives," Games and Economic Behavior, Elsevier, vol. 62(2), pages 675-696, March.
    14. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
    15. Daniel Druckman & Fieke Harinck, 2022. "Trust Matters in Negotiation," Group Decision and Negotiation, Springer, vol. 31(6), pages 1179-1202, December.
    16. Beuk, Frederik & Rubin, Eran, 2021. "Data-based negotiator allocation management," Business Horizons, Elsevier, vol. 64(4), pages 537-552.
    17. Reina, Livia, 2003. "Negotiators' cognition: An experimental study on bilateral, integrative negotiation," Dresden Discussion Paper Series in Economics 05/03, Technische Universität Dresden, Faculty of Business and Economics, Department of Economics.
    18. Chmielecki Michał, 2020. "Cognitive Biases in Negotiation - Literature Review," Journal of Intercultural Management, Sciendo, vol. 12(2), pages 31-52, June.
    19. Jeffrey T. Polzer, 1996. "Intergroup Negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 40(4), pages 678-698, December.
    20. Leeuwen, Jerry van & Heijden, Hans van der & Kronsteiner, Reinhard, 2003. "Group Decision Support for Resource Allocation Decisions in Three-Person Groups," Serie Research Memoranda 0025, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pjm:journl:v:xix:y:2014:i:1:p:7-22. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Luís Mota de Castro, Tiago Cardão-Pito, Mark Crathorne (email available below). General contact details of provider: https://edirc.repec.org/data/isutlpt.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.