Idea posted: October 2016

Institutions: University of Wisconsin Milwaukee Lubar School of Business    Cass Business School, City University London    Warwick University Business School   

Across the industrialized world, female workers earn less than men. In previous research and books on the subject, two widely accepted claims emerge that, it is believed, help explain the…

Idea posted: November 2014

Institutions: University of Michigan Ross School of Business    Boston University Questrom School of Business    California State University   

Do you wake up every morning and cannot wait to start working? Have you been challenged and fulfilled in every step of your career journey? Throughout your many jobs, do…

Idea posted: July 2014

Institutions: University of Toronto Rotman School of Management   

A flinch is defined as any show of shock, disgust or disbelief in response to a first offer. Do flinches work for negotiators, or are they counterproductive, and end up…

Idea posted: July 2014

Institutions: Rotterdam School of Management, Erasmus University    University of Oregon    Columbia Business School   

Why are some women negotiators better than others? The answer may lie in whether or not women believe that their gender and professional identities are compatible or not. Women who…

Idea posted: December 2013

Institutions: University of Waterloo    Stanford University   

Would you seek help from someone who has rejected you in the past? Most people are hesitant to ask for favours the first time around, let alone ask someone that…

Idea posted: October 2013

Institutions: University of British Columbia    Harvard Kennedy School    University of Freiburg   

There is a lot of cultural lore about the power of eye contact as an influencing tool. Business leaders, salespeople and many others have long been urged and trained to…

Idea posted: September 2013

Institutions: University of California Berkeley Haas School of Business    University of California, Riverside   

The concept of negotiation as a ‘battle of the sexes’ is not new; in fact, in the 1990s, MBA students on a negotiation course were asked who they thought had…

Idea posted: September 2013

Institutions: University of Toronto Rotman School of Management    Wilfrid Laurier University    University of Amsterdam   

Studies have shown that anger can be an effective management technique to spur a response from employees, and equally effective in negotiations to demonstrate toughness, ambitious goals, and resistance to…

Idea posted: June 2013

Institutions: Columbia Business School   

In a typical negotiation process, one of the parties will make an opening or first offer, which is then met by the recipient of that first offer. Prior research has…