Negotiations, whether involving the initiation of relationships, modifying the terms of existing relationships, or settling disputes, are about unlocking opportunities. Mediators are professionals trained in the science and art of assisting parties in understanding each other’s point of view,...

We study how managers value applicant credentials and personal traits in hiring decisions. Using the ordered probit model, we confirm previous results - managers rank applicant traits higher than credentials. However, we also uncover patterns not previously observed - managerial valuations of...