Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to negotiators experiencing...

Across four experimental studies, individuals who were depleted of their self-regulatory resources by an initial act of self-control were more likely to "impulsively cheat" than individuals whose self-regulatory resources were intact. Our results demonstrate that individuals depleted of...

We present results of experimental games with smallholder farmers in Tigray, Ethiopia, in 2010, in which participants in the games allocated money across risk management options. One of the options was index insurance that was the same as commercial products sold locally. Participants exhibited...