Decision Making & Negotiations

Prior research shows that perceivers can judge some traits better than others in first impressions of targets. However, questions remain about which traits perceivers naturally do infer. Here, we develop an account of the "agreeableness asymmetry": although perceivers show little ability to accurately gauge target agreeableness in first impressions, we find that agreeableness is generally the most commonly-inferred disposition among the Big Five dimensions of personality (agreeableness, extraversion, conscientiousness, openness, and emotional stability).

The present paper seeks to explain varying levels of assertiveness in interpersonal conflict and negotiations with assertiveness expectancies, idiosyncratic predictions people make about the social and instrumental consequences of assertive behavior. This account complements motivation-based models of assertiveness and competitiveness, suggesting that individuals may possess the same social values (e.g., concern for relationships) but show dramatically different assertiveness due to different assumptions about behavioral consequences.

We are currently experiencing a major shock to the financial system, initiated by problems in the subprime mortgage market, which spread to securitization products and credit markets more generally. Banks are being asked to increase the amount of risk that they absorb (by moving off-balance sheet assets onto their balance sheets), but losses that the banks have suffered limit their capacity to absorb those risky assets.

Bekaert and Hodrick equip future business leaders with the analytical tools they need to make sound financial decisions in the face of a competitive global environment. For undergraduate and graduate students enrolled in an international finance course.

Business friendships are increasingly common. Research in organizational behavior has identified a number of benefits to career and organizational performance of these relationships. These instrumental benefits derive from the affective qualities of these relationships, through the mechanisms of trust, empathy and sympathy. Yet the combination of instrumentality and affect produces a number of difficulties for business friends.

An impressive set of scholars and practitioners bring together in this volume recent practical innovations and policy questions in the field of microfinance. The authors address integration of capital markets with microfinance, technological innovations such as the use of mobile phone technology, the consequences of gender empowerment (particularly on micro-loan borrowings), and the regulatory challenges and opportunities emerging as the landscape of microfinance dramatically evolves.

This paper explores the politics of the Kelo backlash by analyzing the content of public opinion published in editorials, op-eds, editorial cartoons, and letters-to-the editor on the pages of the nation's daily papers. Work by Nader, Diamond, and Patton (2006) analyzes public opinion from five polls conducted in fall 2005, after the decision came down.

Many primary care offices and other medical practices regularly experience long backlogs for appointments. These backlogs are exacerbated by a significant level of last-minute cancellations or "no-shows," which have the effect of wasting capacity. In this paper, we conceptualize such an appointment system as a single-server queueing system in which customers who are about to enter service have a state-dependent probability of not being served and may rejoin the queue.

The Institute of Medicine identified "timeliness" as one of six key "aims for improvement" in its most recent report on quality. Yet patient delays remain prevalent, resulting in dissatisfaction, adverse clinical consequences, and often, higher costs. This tutorial describes several areas in which patients routinely experience significant and potentially dangerous delays and presents operations research (OR) models that have been developed to help reduce these delays, often at little or no cost.