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...

We compare and critique two measures of risk perception. We suggest that a single question --- ``How risky is the situation?'' --- captures the concept of risk perception more accurately than the multiple-item measure used by Sitkin and Weingart (1995). In fact, this latter measure inadvertently...

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...

Three experiments investigated the relations between buyers' wealth or ability to pay (ATP) and sellers' first offers. Study 1 demonstrated a positive correlation between sellers' first offers and their perceptions of the buyer's ATP as well as its real economic power (indicated by the company's...