We propose that cultural values (self-enhancement, self-transcendence, conservatism, and openness to change) provide a social environment where some negotiation strategies are selected to survive over others. These selected negotiation strategies become normative. Results from a negotiation...

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...

We develop an 18-item self-report measure of receptiveness to opposing views. Studies 1a and 1b present the scale and report measures of internal, convergent, and discriminant validity. The scale consists of four factors, and is distinct from related measures. In Study 2, more receptive...

We develop an 18-item self-report measure of receptiveness to opposing views. Studies 1a and 1b present the scale and report measures of internal, convergent, and discriminant validity. The scale consists of four factors, and is distinct from related measures. In Study 2, more receptive...