People routinely consider the opinions of others prior to making decisions on matters of taste (e.g., a restaurant or movie). Our theoretical framework highlights the role of two sources, social (majority) influence and similarity among advisors, in such decisions. We suggest that individuals'...

The usual purpose of negotiations is to explore options and reach an agreement, if possible. We investigated a notable exception to this generalization, where a party negotiates without any intention of reaching an agreement. False negotiation occurs when a party gains more by stalling the...

People's 90% subjective confidence intervals typically contain the true value about 50% of the time, indicating extreme overconfidence. Previous results have been mixed regarding whether experts are as overconfident as novices. Experiment 1 examined interval estimates from information technology...