Increasing virtuous behaviors, such as initiating healthy habits, is an important goal for policymakers and social scientists. To promote…
We examine how an individual difference — receptiveness to opposing views — moderates the tendency for people to sort into ideologically…
The negotiation literature has extensively examined the topic of power and how it can be wielded. Numerous frameworks have been created and…
We examine “conversational receptiveness” – the use of language to communicate one’s willingness to thoughtfully engage with opposing views…
Rather than try to follow a set of simple rules (“Don’t lie.” “Don’t cheat.”), leaders and managers seeking to be more ethical should focus…
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Across seven studies (combined N = 5,484), we demonstrated that confidence in one’s judgments decreases over a series of quantitative…
Experimental mindset has permeated much of the tech sector and is spreading beyond that. These days, most major tech companies, such as…
Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers…
Goal setting is one of the most replicated and influential paradigms in the management literature. Advocates of goal setting have had a…
In the face of the rapidly evolving coronavirus crisis that demands many urgent decisions but provides few clear-cut cues and requires…