When formulating strategic problems, managers and executives routinely overlook relevant causes. This oversight, in turn, compromises the effectiveness of solutions and strategies. To illuminate the factors determining the success of problem formulation, we develop a model of the...

Although location is considered to play an important role in negotiation potentially favoring one side over the other, little research has examined whether negotiating on one's home field indeed confers an advantage to the resident party. We tested this possibility by experimentally manipulating...

Two experimental studies demonstrated that feeling as though an object, such as an idea, is “ours” (i.e., experiencing feelings of psychological ownership) propels people to selectively adopt others’ suggestions for change. Whereas feelings of ownership caused individuals to embrace the...