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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 the JSTOR archive only for your personal, non-commercial use. Each copy of any part of a JSTOR transmission must contain the same copyright notice that(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)
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)
The impact of diversity on group functioning is multifaceted. Exploring the impact of having a newcomer join a group, the authors conducted a 2 (social similarity of newcomer to oldtimers; in-group or out-group) x 3 (opinion agreement: newcomer has no opinion ally, one opinion ally, or two opinion allies) interacting group experiment with four-person(More)
Xli Acknowledgments along. The J.L. Kellogg Graduate School of Management at Northwestern University continues to be a wonderful place to do work on the topic of negotiation. The interest in negotiation created by Jeanne Brett, the support of Dean Donald Jacobs, the spectacular group of doctoral students, and the creation of the Dispute Resolution Research(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 computer-mediated negotiation outcomes using an integrative (win-win) negotiation. There were two main results of interest. First, computer-mediated final agreements are somewhat more(More)
Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of relational capital. Previous research has provided only indirect(More)
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 the JSTOR archive only for your personal, non-commercial use. Each copy of any part of a JSTOR transmission must contain the same copyright notice that(More)
We reexamine the existence of earnings announcement-day premia and find that they persist beyond the sample period of earlier studies, over different disclosure environments and remain robust to the refinement of using the expected announcement day rather than the actual announcement day. We provide evidence that the premia are reduced in the presence of(More)