ÌÇÐÄvlog¹ÙÍø

Solomonic Separation: Risk Decisions as Productivity Indicators

A principal provides budgets to agents (e.g., divisions of a firm or the principal’s children) whose expenditures provide her benefits, either materially or because of altruism.

Psychological Perspectives on Gender in Negotiation

The Decisions of Entrepreneurs and Their Agents: Revealed Levels of Risk Aversion and Betrayal Aversion

This paper studies decision making by successful entrepreneurs and their agents.

Shunning Uncertainty: The Neglect of Learning Opportunities

Financial, managerial, and medical decisions often involve alternatives whose possible outcomes have uncertain probabilities.

A Homeowner's Dilemma: Anchoring in Residential Real Estate Transactions

We examine whether, and how, listing strategies impact sale prices in residential home sales.

Questions & Answers: Negotiating with Yourself

Vote Self-Prediction Hardly Predicts Who Will Vote, And Is (Misleadingly) Unbiased

Public opinion researchers, campaigns, and political scientists often rely on self-predicted vote to measure political engagement, allocate resources, and forecast turnout.

Managerial Decision Biases

In discussing a management topic, scholars, educators, practitioners, and the media often toss out the name of a theorist (Taylor, Simon, Weber) or make a sideways reference to a particular theory (bu

Social Class and (Un)ethical Behavior: A Framework, with Evidence from a Large Population Sample

Differences in ethical behavior between members of the upper and lower classes have been at the center of civic debates in recent years.

How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer

Policy makers, academics, and media reports suggest that women could shrink the gender pay gap by negotiating more effectively for higher compensation.