The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through communication. We show that...

Analysis of the wages awarded by 64 arbitrators in 25 simulated interest arbitration cases strongly supports a model in which arbitrators, in determining an award, are influenced both by the facts of the case and by the offers of the parties. The arbitrators clearly weighted the facts more...

This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of...

This study uses a simulation methodology to analyze the use of three alternative norms of distributive justice by arbitrators in conventional interest arbitration. Sixty-nine experienced arbitrators each provided decisions in 25 hypothetical wage cases in which seven factors, such as the...

When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and...