A framework for anticipating and managing cultural differences at the negotiating tableIn today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of...

Recent work suggests that women are more responsive to negative feedback than men in certain environments. We examine whether negative feedback in the form of relatively low grades in major-related classes explains gender differences in the final majors undergraduates choose. We use unique...

Recent work suggests that women are more responsive to negative feedback than men in certain environments. We examine whether negative feedback in the form of relatively low grades in major-related classes explains gender differences in the final majors undergraduates choose. We use unique...

In two experiments, we show clear evidence of a 'near miss' bias, in that when people receive information about prior near miss events (events that could have had a positive or negative outcome, where the outcome was non-fatal) they subsequently make riskier decisions than those who receive no...