Authors propose two categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. Gender triggers prompt divergent behavioral responses as a function of...

Two experiments show that sex differences in the propensity to initiate negotiations may be explained by differential treatment of men and women when they attempt to negotiate. In Experiment 1, participants evaluated candidates who either accepted compensation offers without comment or attempted...

This paper reports the results of a bargaining experiment. We follow the pretrial bargaining model of Gertner and Miller (1995) under uncertainty and examine the effect of a litigation institution, called a settlement escrow and uncertainty on the timing and quality of settlement outcomes. Our...

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...

Authors demonstrate the potential for backlash against assertive female negotiators in a hiring experiment. Participants were 119 North American undergraduate students who assessed the impression created by a job candidate based on a resume and interview notes. Interview notes indicated whether...

We investigate the effect of awareness about targeting on users’ attitudes towards a targeted ad and behavioral intentions towards the advertised product. Specifically, we study the effect of a notice that makes individuals aware that a particular advertisement has been targeted to them on...

Frontmatter -- CONTENTS -- FOREWORD -- PREFACE Why Negotiation, and Why Now? -- INTRODUCTION Women Don’t Ask -- 1. Opportunity Doesn’t Always Knock -- 2. A Price Higher than Rubies -- 3. Nice Girls Don’t Ask -- 4. Scaring the Boys -- 5. Fear of Asking -- 6. Low Goals and Safe Targets -- 7....

Using data on collectively bargained outcomes in Pennsylvania schools in 1983-89, the authors find a strong relationship between the returns to education and tenure and the distribution of those attributes in the bargaining unit. For instance, the higher the median level of teacher tenure in a...

This paper reports results from a bargaining experiment testing the effect on settlement rates of a damage cap set much higher than the value of the underlying claim. We presented 462 student subjects with materials outlining a personal injury lawsuit and permitted randomly assigned subject...