A5034019960- Conflict Management and Negotiation
- Experimental Behavioral Economics Studies
- Social and Intergroup Psychology
- Culture, Economy, and Development Studies
- Cultural Differences and Values
- Psychology of Moral and Emotional Judgment
- Job Satisfaction and Organizational Behavior
- Decision-Making and Behavioral Economics
- Evolutionary Game Theory and Cooperation
- Social Capital and Networks
- Emotions and Moral Behavior
- Financial Literacy, Pension, Retirement Analysis
- Family Business Performance and Succession
- Gender Diversity and Inequality
- Ethics in Business and Education
- Construction Project Management and Performance
- Emotional Intelligence and Performance
- Meta-analysis and systematic reviews
- Supply Chain Resilience and Risk Management
- Dispute Resolution and Class Actions
- Psychological and Educational Research Studies
- Islamic Finance and Banking Studies
- Management and Organizational Studies
- Risk Management in Financial Firms
- Knowledge Management and Sharing
American University
2012-2024
Stockholm School of Economics
2016
Washington University in St. Louis
2006-2010
University at Buffalo, State University of New York
2010
This crowdsourced project introduces a collaborative approach to improving the reproducibility of scientific research, in which findings are replicated qualified independent laboratories before (rather than after) they published. Our goal is establish non-adversarial replication process with highly informative final results. To illustrate Pre-Publication Independent Replication (PPIR) approach, 25 research groups conducted replications all ten moral judgment effects last author and his...
This paper examines contracting between a principal and an agent from the perspective of both social exchange theory rational choice theory. Two experiments were conducted that tested competing predictions two theories. The first study examined effort decisions made by under series contracts varied in context compensation structure. second experiment negotiation scheme agent's subsequent contract fulfillment, to test mediating effects verbal communication parties on fulfillment. Both studies...
Recent research indicates that expressing anger elicits concession making from negotiating counterparts. When emotions are conveyed either by a computer program or confederate, results appear to affirm long-standing notion feigning is an effective bargaining tactic. We hypothesize this tactic actually jeopardizes postnegotiation deal implementation and subsequent exchange. Four studies directly test both tactical strategic consequences of emotional misrepresentation. False representations...
People may express a variety of emotions after committing transgression.Through 6 empirical studies and meta-analysis, we investigate how the perceived authenticity such emotional displays resulting levels trust are shaped by transgressor's power.Past findings suggest that individuals with power tend to be more authentic because they have freedom act on basis their own personal inclinations.Yet, our reveal (a) display emotion is less when party's high rather than low; (b) this perception...
Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these lasting, robust that persists over time in subsequent interactions? Trust development theories do not provide consistent answer. Some research predicts the belief will be fleeting, whereas other suggests it more lasting role. We reconcile different predictions by drawing accessibility theory, conducting longitudinal field study two experimental studies. Our tests...
We collect data from 162 replications of the Berg, Dickhaut, and McCabe Investment game (the trust game) involving more than 23,000 participants. conduct a meta-analysis these games in order to identify effect experimental protocols geographic variation on this popular behavioral measure trustworthiness. Our findings indicate that amount sent is significantly affected by whether payment random, play with simulated counterpart. Trustworthiness which experimenter multiplies sent, subjects both...
Past research links the use of small talk in negotiations to positive outcomes. We posit that men and women may not benefit equally from talk. Building on stereotype environmental certainty theories, we propose contexts when male negotiators who are perceived more favorably. Studies 1a/1b show enjoy a social boost cues for behavior strongly articulated. Study 2 identifies both genders clearly articulated, but this only translates into better deals Overall, has stronger, consistent effect men.
In the present studies, we examined positive value of agreement and negative impasse. Participants chose to give up real sacrifice economic efficiency in order attain an outcome avoid impasse outcome. A personally disadvantageous option was selected significantly more often when it labeled "Agreement" rather than "Option A," a advantageous avoided "Impasse" B." face-to-face negotiation, substantial proportion individuals reached that inferior their best alternative agreement. We showed...
Abstract People generally adhere to the norm of reciprocity during both tacit and negotiated exchange. Emotional responses generated from profitable unprofitable exchange facilitate formation motives settle scores with others. In two studies we examine how incidents trigger positive negative emotional responses, bargaining behavior, process. Study 1, developed measures response toward counterpart that can index state relational accounts between parties. a complex, multi-issue negotiation,...
Abstract Prior research has identified benefits from certain emotion tactics in negotiation, particularly expressing anger to achieve short‐term gains. We demonstrate that such can be strategically problematic due their impact on an actor's emotions and felt trust. Through five studies, we find negotiators' use of during a negotiation increased feelings guilt reduced the extent which they trusted by counterpart following negotiation. found this result aggressive tone how treated counterpart....
Agreement bias is a tendency to reach agreement even when violates at least one party’s objective interests. The current studies establish in negotiations as robust empirical phenomenon. In Studies 1A-1D, labeling an allocation option ‘agreement’ decomposed game shifts choices favor of that option, it strictly dominated by the alternative choice, and real money stake. free recall task (Study 2) vignette-based experiment 3), negotiators who consistently report experiencing more happiness,...
Abstract We present the data from a crowdsourced project seeking to replicate findings in independent laboratories before (rather than after) they are published. In this Pre-Publication Independent Replication (PPIR) initiative, 25 research groups attempted 10 moral judgment effects single laboratory’s pipeline of unpublished findings. The were investigated using online/lab surveys containing psychological manipulations (vignettes) followed by questionnaires. Results revealed mix reliable,...
We use a unique data set of trust game replications in order to validate the commonly used “trust” question from World Values Survey. find that as measured by Survey is positively correlated with experimentally and unrelated trustworthiness.
The principal-agent problem is fundamental to organization design. A principal must negotiate an incentive contract motivate a more risk averse agent undertake costly actions that cannot be observed. In rational choice theory, the solved through inefficient shifting of from agent. However, neither field studies nor prior experiments have observed types contracts response predicted by this theory. Two were conducted test modular social cognition theory explanation for discrepancy. According...
This research examines the potential social benefits of displaying curiosity during a negotiation. Past has found women who ask directly in distributive agentic settings can suffer negative consequences and obtain worse objective outcomes compared to men. In three experiments (N = 600) using different negotiation contexts, we men approach negotiations with reap same economic asking but without incurring cost. We also that perceived warmth partially accounts for positive effects (vs....
In recent years, Large Language Models (LLM) have demonstrated impressive capabilities in the field of natural language processing (NLP). This paper explores application LLMs negotiation transcript analysis by Vanderbilt AI Negotiation Lab. Starting September 2022, we applied multiple strategies using from zero shot learning to fine tuning models in-context learning). The final strategy developed is explained, along with how access and use model. study provides a sense both opportunities...
Strategic emotion can be used as a negotiation tactic to extract value from one’s opponent. Previous research findings have found that the use of this influence not only amount claimed, but post-negotiation behaviors. However, interacting with an opponent who possesses power based on their alternative agreement halt claimed. Individuals more (i.e. better BATNA) are less likely concede and make attempts earn points or money for themselves. While interacting, these variables - strategic level...