In this study, we test the impact of national origin on intentions to shame and to seek revenge in response to a normative conflict. As expected, Chinese managers showed a stronger desire to shame and teach a moral lesson compared to American managers. Contrary to expectations, Americans were no...

Time was when a Formica plaque could often be found on the desk of a certain type of negotiator. It said “Yea, when I walk through the Valley of the Shadow of Death I shall fear no evil, for I am the meanest son of a bitch in the valley.” But is it really to your advantage to have a...

In two experiments, we show clear evidence of a 'near miss' bias, in that when people receive information about prior near miss events (events that could have had a positive or negative outcome, where the outcome was non-fatal) they subsequently make riskier decisions than those who receive no...

Despite growing evidence on the determinants of psychosocial wellbeing, we know comparatively little about the marginal impacts of different types of interventions on psychosocial versus economic outcomes. We conduct a randomized control trial among women in Rwanda that benchmarks two programs...

Bargaining activities now often take place electronically. Many travel-related exchanges occur through discount intermediaries such as Priceline and Hotwire, who offer customers opportunities to acquire travel-related items at reduced cost; in return customers give up prior knowledge regarding...

Economic sociology is a rapidly expanding field, applying sociology's core insight--that individuals behave according to scripts that are tied to social roles--to economic behavior. It places homo economicus (that tried-and-true fictive actor who is completely rational, acts only out of...

The 2008 election highlighted a dilemma often faced by women in the professional world - a double bind between being perceived as competent or as likeable. Both qualities are imperative for success but the incongruity of normative female roles (warm, nurturing) with characteristics perceived...

Research evidence across a number of disciplines and fields has shown that women can encounter both social and financial backlash when they behave assertively, for example, by asking for resources at the bargaining table. But this backlash appears to be most evident when a gender stereotype that...

The authors use the extraordinary 2008 phenomenon of female presidential and vice-presidential candidates in both of the main U.S. political parties to examine what obstacles remain for women, as they seek to negotiate access to the highest roles in society – and not just governmental roles....

Due to the growth of discount travel intermediaries such as Priceline, researchers have become interested in customer reactions to brokered ultimatum bargaining contexts. In this study, utilizing justice theory, we examine how procedural variations in a brokered ultimatum game (BUG) affect...