Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these initial beliefs have a lasting, robust effect that persists over time and in subsequent interactions? Trust development theories do not provide a consistent answer....

This research investigates the role of financial literacy on initiating and achieving a favorable negotiation outcome in an employment context. With a goal of improving long-term financial well-being, extant research examines whether increasing a person's understanding of basic financial...

We use a unique data set of trust game replications in order to validate the commonly used “trust” question from the World Values Survey. We find that trust as measured by the World Values Survey is positively correlated with experimentally measured trust and unrelated to experimentally...

Strategic emotion can be used as a negotiation tactic to extract value from one's opponent. Previous research findings have found that the use of this tactic can influence not only the amount of value claimed, but post-negotiation behaviors. However, interacting with an opponent who possesses...

The principal-agent problem is fundamental to organization design. A principal must negotiate an incentive contract to motivate a more risk averse agent to undertake costly actions that cannot be observed. In rational choice theory, the problem is solved through an inefficient shifting of risk...

Complex negotiations occur within a broader stream of ongoing social exchange, but negotiation research focuses on narrowly circumscribed encounters. Building on Trivers’ model of reciprocal altruism and Thaler’s theory of mental accounting, we propose a model of a negotiator who opens and...