In this research, we examine the influence of beliefs about fairness on bargaining behavior. Using a repeated ultimatum game, we examine bargaining contexts in Japan and the United States in which buyers' or sellers' fair beliefs are either in alignment with or in conflict with their own...

Women continue to be underrepresented in academic ranks in the economics profession. The Committee on the Status of Women in the Economics Profession of the American Economics Association established the CeMENT mentoring workshop to support women in research careers. The program was designed as...

We use incentivized economics experiments to test both the point predictions and comparative static predictions of optimal transfer pricing models, comparing behavior under varying conditions, including wholly versus partially-owned subsidiaries and different tariff and tax rates. As predicted,...

We conduct experiments to test the collective action dilemmas associated with defensive and proactive counterterror strategies. Defensive policies are associated with creating public ‘bads’ (e.g., a commons) whereas proactive policies are akin to the voluntary provision of public goods. When...

Women continue to be underrepresented in academic ranks in the economics profession. The Committee on the Status of Women in the Economics Profession of the American Economics Association established the CeMENT mentoring workshop to support women in research careers. The program was designed as...

This paper compares the impact of communication media on negotiating outcomes. Subjects negotiate an integrative case, either face-to-face or via e-mail. Average scores and integrativeness are not significantly different in the two media. However, the difference in scores between the two parties...

This paper investigates the use of deception in two negotiation studies. Study 1 (N=80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N=74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually...