Complementing proprietary archival data with an experiment, we examine employees' subjective valuations of their employee stock options and explore a stock option education program as a mechanism for influencing those valuations. We argue that the conflicting evidence on employee subjective...

This research investigates the role of financial literacy on initiating and achieving a favorable negotiation outcome in an employment context. With a goal of improving long-term financial well-being, extant research examines whether increasing a person's understanding of basic financial...

We use a unique data set of trust game replications in order to validate the commonly used “trust” question from the World Values Survey. We find that trust as measured by the World Values Survey is positively correlated with experimentally measured trust and unrelated to experimentally...

Complex negotiations occur within a broader stream of ongoing social exchange, but negotiation research focuses on narrowly circumscribed encounters. Building on Trivers’ model of reciprocal altruism and Thaler’s theory of mental accounting, we propose a model of a negotiator who opens and...

Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of...

High levels of general trust are critical to economic growth and the integration of firms into new markets, but what factors influence the willingness to trust strangers? I examine the circumstances under which individuals across different societies are willing to trust in anonymous counterparts...