In two experiments, we explored the possible drawbacks of applying the anchoring tactic in a negotiation context. In Study 1, buyers who used the anchoring tactic made higher profits, but their counterparts thought their own results were worse than expected and thus were less willing to engage...

The growth in women's participation in the labor force has attracted attention to gender differences in commuting behavior and to their implications. The present study focuses on the relationship between women's willingness to extend their commuting trips in exchange for career gains. Career...