In a rejoinder to another article, the author argues that a "negotiating for grades" experiment may be an ill-considered one. Using an exchange-theory framework of the teacher-student relationship, the article argues that negotiation for grades can be a violation of student expectations in the exchange transaction and an abuse of instructor power. Implications are also drawn for the fair administration of student grading systems.
Get full access to this article
View all access options for this article.
References
1.
Cohen, A. R.
, & Bradford, D. L. (1990). Influence without authority. New York: Wiley.
2.
Fisher, R.
, & Ury, W. (1981). Getting to yes. Boston: Houghton Mifflin.
3.
French, J.
, & Raven, B. (1959). The bases of social power. In D. Cartwright (Ed.), Studies in social power (pp. 150-167). Ann Arbor, MI: Institute for Social Research.
4.
Homans, G. C.
(1961). Social behavior: Its elementary forms. New York: Harcourt, Brace and World.
5.
Lewicki, R. J.
(1986). Challenges of teaching negotiation. Negotiation Journal, 2(1), 15-27.
6.
Lewicki, R. J.
, & Litterer, J. (1985). NegotiationHomewood, IL: Irwin.
7.
Near, J.
, & Micelli, M. (1986). Retaliation against whistle blowers: Predictors and effects. Journal of Applied Psychology, 71, 137-145.
