Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from psychology and organizational...

We tested the effectiveness of prepayment for advice and aligned incentives as mechanisms for enhancing trust in unfamiliar advisers in decision-making under uncertainty. Participants were low-income Zimbabweans who played two rounds of the Monty Hall three-door game. In round 1, participants...

Study explores implications of high aspirations for potential future cooperation with one's negotiating counterpart. Participants were 134 undergraduate students acting as buyers or sellers in a price negotiation. Buyers were assigned more or less ambitious aspirations. Buyers with more...