This paper explores how power and gender influence the acceptability of potentially questionable negotiation tactics. We tested conflicting hypotheses to explore whether power corrupts or ennobles, and whether or not the power holder's sex moderates this relationship. Using tactics from the SINS...

This paper analyzes the theoretical foundations for organizational disidentification and tests the validity of organizational disidentification in a structural equation model. Organizational disidentification is defined as "(1) a cognitive separation between one's identity and the identity of an...

This study explores the roles of calibrated (annual vs. hourly wage) positions on negotiators' expected contentiousness and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation, we found negotiator determinations of reservation...

Recent research suggests that employees are highly affected by perceptions of their managers' pattern of word-action consistency, which Simons (2002) called "behavioral integrity" (BI). We suggest that some employee racial groups may be more attentive to BI than others. We test this notion using...

The notion of “behavioral integrity” describes the extent to which one person perceives that another lives by his or her word, keeps promises, and lives by professed values. Effective management leadership depends on how employees perceive their manager's behavior on these points, because...

Given that women executives are present in the top management teams of IPO firms in increasing numbers, the lack of female-led IPO firms is a curious fact, especially since women-owned private businesses represent almost half of the new businesses formed in the United States, with patterns of...

The Fed’s Operation Twist (OT) is a variation of conventional open-market operations. However, as an unconventional monetary policy, its transmission mechanism and effectiveness need further exploration. In this paper, a macro-economic system is set up, which not only includes the central...

We define negotiation mentality as a negotiator's general understanding and belief about the nature, context, and effective approaches of negotiation. In a comprehensive cross-cultural study, we investigate the etic and emic features of negotiators' mentality. We theorize that how an individual...

This paper studies the impact of foreign buyer taxes on house prices using recent law changes in Canada, Australia, and New Zealand. Counterfactual house prices are estimated for each treated location combining prediction techniques from machine learning with inference methods from the Synthetic...