Precise First Offers in Negotiations Vs Rounding

Idea posted: June 2013

Institutions: Columbia Business School   

Authors:

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…

  READ MORE   PIN TO MY IDEAS Idea #153

Matching Decisions to Decision-Makers: via Our Testosterone Levels

Idea posted: January 2013

Institutions: University of California Berkeley Haas School of Business    Columbia Business School   

Authors:

Does testosterone play a role in moral decision-making? A study of 117 graduate students at Columbia University looks to find the answer. They set out to see if individuals high…

  READ MORE   PIN TO MY IDEAS Idea #043