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...

Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of...

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...

Social, economic, and organizational development require a degree of stable policy making. The instability of group decision making under majority rule has preoccupied social theorists since Condorcet in the late 18th century. In theory, subtle institutional modifications to pure majority rule...

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...

High levels of general trust are critical to economic growth and the integration of firms into new markets, but what factors influence the willingness to trust strangers? I examine the circumstances under which individuals across different societies are willing to trust in anonymous counterparts...

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....

There has been a longstanding consensus among researchers that individual differences play a limited role in predicting negotiation outcomes. However, this consensus results historically from early reviews that relied on limited data and problematic research designs. Questioning this consensus,...

This study tests the adequacy of the axioms underlying Luce and Weber's (1986) conjoint expected risk model. Risk judgments are found to be transitive. Monotonicity or the substitution principle per se seems to hold, but the related probability accounting assumption is violated. The conjoint...