This meta-analysis investigates gender differences in economic negotiation outcomes. As
suggested by role congruity theory, we assume that the behaviors that increase economic …

This article presents a personalized view of the history, development, and current shape of
the related fields of industrial–organizational (I/O) psychology and organizational behavior …

The deleterious effects of stereoty** on individual and group outcomes have prompted a
search for solutions. One approach has been to increase awareness of the prevalence of …

Using a randomized controlled trial, we study whether a negotiation skills training can
improve girls' educational outcomes in a low-resource environment. We find that a …

Purpose–The purpose of this paper is to explore why and how to involve community
stakeholders to achieve sustainability in heritage tourism operations. Design/methodology …

Females typically earn less than males. The reasons are not fully understood. This paper re‐
examines the idea that women “don't ask,” which potentially assigns part of the responsibility …

Although emotion has become one of the most popular research areas within organizational
scholarship, few studies have considered its connection with unethical behavior. Using dual …

Many business-to-business transactions rely on negotiation, yet extant research has not
addressed key questions about what is negotiated and how. To tackle this persistent …

The present research investigates how the number of issues affects the quality of outcomes
in terms of joint gains and impasse rates in integrative negotiations. In the literature, two …

Strategic adaptability-a key competency in Purchasing and Supply Management-is the
ability to switch between integrative and distributive negotiation strategies when needed …