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Performance Management: Putting Research into Action by James W. Smither

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Performance Negotiation: The High Quality Social Exchange

This section provides research-based guidelines for the conduct of and preparation for a performance review. The goal is to deliver a performance review so that the “negotiation” or conversation between giver and receiver of information leads to positive business and individual outcomes.
Performance negotiation requires engagement between supervisor and employee. Genuine engagement requires a “fit” or “congruity” between the supervising manager and the employee or a mechanism to adapt. Where congruity exists, engagement prospers. Where incongruity resides, a “compensatory approach” is advised. This adaptive mechanism will serve to enhance the quality of social exchange between parties. ...

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