Bargaining and negotiation research has traditionally been of significant interest to those in the industrial relations field. The current work in this area may be divided into four common perspectives: economic models, structural effects, personality differences in negotiators, and behavioral...

The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through communication. We show that...

We examine a new intervention to overcome gender biases in hiring, promotion, and job assignments: an “evaluation nudge,†in which people are evaluated jointly rather than separately regarding their future performance. Evaluators are more likely to focus on individual performance in...