The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational...

The social identity literature has traditionally examined affirmational identities, that is, groups defined by what they are (e.g., "we are management scholars"), but has largely overlooked negational identities, that is, groups defined by what they are not (e.g., "we are not Republicans") as a...

In three studies, the authors demonstrate that a promotion regulatory focus leads to greater distributive and integrative negotiated outcomes than a prevention regulatory focus. In Study 1, correlational evidence demonstrates that individuals with a greater promotion focus tend to give more...

The agreement trap occurs when negotiators reach deals that are inferior to their best alternative agreements. The paper extends prior negotiation research by investigating whether teams display greater wisdom than solos in knowing when to walk away from the negotiating table, and thereby avoid...

Merging ideas from optimal distinctiveness theory (M. B. Brewer, 1991) and the self-affirmation literature, we predicted that individuals would have a greater need to affirm memberships in minority groups than memberships in majority groups. Furthermore, ingroup favoritism produced by minority...

A large body of literature attests to the growing social divide between urban residents and rural-urban migrants in China’s cities. This study uses a randomised experiment to test the effect of intergroup contact on attitudes between a group of urban adolescents and a group of rural-urban...

We examine the ability of intergroup contact to ameliorate the effect of in-group bias on economic outcomes. Specifically, we employ randomized experiments to test whether actual and imagined contact is effective in reducing prejudice between indigenous Malawian shopkeepers (in-group), and their...

This paper investigates whether zombie firms demonstrate a tendency to invest in the financial sector, a practice we term financialization strategy. Unlike those in the United States, Japan, and Europe, we find that zombie firms in China are not necessarily small and that they rely heavily on...

This paper examines the determinants, the current signal effect and the long-term one from the timeliness of the annual report with the proxy of the short term signal effect and the information transparency next period respectively with the data from the A Stock Market in China from 2004 to...