Now showing items 1-4 of 4

    • Constraints and triggers: Situational mechanics of gender in negotiation. 

      Bowles, Hannah Riley; Babcock, Linda C.; McGinn, Kathleen (American Psychological Association (APA), 2005)
      The authors propose two categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. ...
    • The Effect of Reference Point Prices on Mergers and Acquisitions 

      Baker, Malcolm P.; Pan, Xin; Wurgler, Jeffrey (Elsevier, 2012)
      Prior stock price peaks of targets affect several aspects of merger and acquisition activity. Offer prices are biased toward recent peak prices although they are economically unremarkable. An offer's probability of acceptance ...
    • Gender in Job Negotiations: A Two-Level Game 

      Bowles, Hannah Riley; McGinn, Kathleen (Wiley, 2008-10)
      We propose taking a two-level-game (Putnam 1988) perspective on gender in job negotiations. At Level One, candidates negotiate with the employers. At Level Two, candidates negotiate with household members. In order to ...
    • Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran 

      Sebenius, James Kimble (2014)
      While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary ...