This paper presents a novel approach to analyze human decision-making that involves comparing the behavior of …

) -- 7 Determining Optimization-Risk Profiles for Individual Decision Makers (Stephen J. Guastello and Anthony F. Peressini … the decision makers. Additional nonlinear dynamical processes are examined with regard to persistence and antipersistence …

We study the choice of a principal to either delegate a decision to a group of careerist experts, or to consult them … individually and keep the decision-making power. Our model predicts a trade-off between information acquisition and information … can deliberate secretly. To test the model's key predictions, we run an experiment. The results from the laboratory …

’s own interests, but a second objective in most negotiations is to maintain a good relationship with the other. When …

economic efficiency and relational capital in negotiation. Dyads engaged in a simulated employment negotiation among strangers … condition. Negotiations occurring between females resulted in lower joint economic outcomes than negotiations occurring between … males. Results are consistent with the theory of relational self construal in negotiation …

considerablyshape negotiation behavior. By using the novel setup of a 'bargaining with claims' experimentwe provide new systematic …

role of entitlements in negotiations has not received much attention. We fill the gap by designing an experiment that … claims acquired in the past seem to create strong entitlements that shape current negotiations. Despite their importance, the … allows us to measure the entitlements and to track them through the whole negotiation process. We find strong entitlement …

Suboptimal outcomes in negotiation have been associated with the implicit fixed-pie bias. The ability to correct this … bias might be a critical capacity in negotiation and is often at the core of negotiation training. Cognitive reflection … predicts negotiation outcomes and whether improvements associated with training are mediated by training-enhanced cognitive …