This study tests the adequacy of the axioms underlying Luce and Weber's (1986) conjoint expected risk model. Risk judgments are found to be transitive. Monotonicity or the substitution principle per se seems to hold, but the related probability accounting assumption is violated. The conjoint...

Complex negotiations occur within a broader stream of ongoing social exchange, but negotiation research focuses on narrowly circumscribed encounters. Building on Trivers’ model of reciprocal altruism and Thaler’s theory of mental accounting, we propose a model of a negotiator who opens and...

Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of...

There has been a longstanding consensus among researchers that individual differences play a limited role in predicting negotiation outcomes. However, this consensus results historically from early reviews that relied on limited data and problematic research designs. Questioning this consensus,...

Generic advertising, the promotion of an entire product or service category, is an increasingly common form of inter-firm cooperation. Voluntary participation in such a campaign represents contribution to a public good. Based on the pattern of recent campaigns, we argue that this cooperation is...

Organizational scholars have systematically studied the negotiation process to guide the development of general descriptive and prescriptive theory. We examine whether these theories sufficiently address the entire process, comprising the planning, bargaining, and implementation phases. We do so...