Margaret A. Neale

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We used simple economic games to examine pro-social behavior and the lengths that people will take to avoid engaging in it. Over two studies, we found that about one-third of participants were willing to ‘‘exit’’ a $10 dictator game and take $9 instead. The exit option left the receiver nothing, but also ensured that the receiver never knew that a dictator(More)
-As the workplace has become increasingly diverse, there has been a tension between the promise and the reality of diversity in team process and performance. The optimistic view holds that diversity will lead to an increase in the variety of perspectives and approaches brought to a problem and to opportunities for knowledge sharing, and hence lead to(More)
Your use of the JSTOR archive indicates your acceptance of JSTOR's Terms and Conditions of Use, available at http://www.jstor.org/about/terms.html. JSTOR's Terms and Conditions of Use provides, in part, that unless you have obtained prior permission, you may not download an entire issue of a journal or multiple copies of articles, and you may use content in(More)
We thank the Center for Creative Leadership, the Kellogg Graduate School of Management, and the University of California's Haas School of Business and Institute of Personality and Social Research for financial support; Dave Caldwell, Ben Hermalin, Chris McCusker, Barry O'Neill, Charles O'Reilly, Jeff Polzer, Brent Roberts, and Tom Tyler for comments on(More)
The behavioral decision theory literature was used to identify the determinants of negotiation success in an integrative bargaining, free market exercise. This study provides a novel methodology for studying negotiation. Specifically, buyers and sellers were alloujed to engage in negotiation with as many competitors as possible in a fixed time period. The(More)
This article extends the growing body of research on computer-mediated communication to a negotiations setting. The author compares face-to-face negotiation outcomes with computermediated negotiation outcomes using an integrative (win-win) negotiation. There were two main results of interest. First, computer-mediated final agreements are somewhat more(More)
Suppose two Matisse paintings with identical characteristics were put up for sale. However, one of the paintings had previously been sold in a “hot” market for a high price and the other had been sold in a “cold” market for a low price. Would the painting that previously sold in the “hot” market fetch a higher price at auction? Anchoring is one of the most(More)