This paper presents evidence from a large-scale study on gender differences in expected wages before labor market entry. Based on data for over 15,000 students, we document a significant and large gender gap in wage expectations that closely resembles actual wage differences, prevails across...

This paper presents evidence from a large-scale study on gender differences in expected wages before labor market entry. Based on data for over 15,000 students, we document a significant and large gender gap in wage expectations that closely resembles actual wage differences, prevails across...

The present paper conceptualizes the domain of psychological influence in negotiations and thereby proposes seven negotiations tactics which utilize the findings of cognitive bias research. After reviewing existing literature on cognitive biases in negotiations, the paper argues that their...

In der modernen Welt gibt es mehr Koordination als durch die klassischen Mechanismen der Gemeinschaft, des Marktes, der Hierarchie und ihrer üblicherweise erörterten Varianten erklärt werden könnte. Der Aufsatz diskutiert Modalitäten der nicht-marktlichen Koordination, deren Anwendung nicht...