11396: Attachments in Negotiation: Influences of Material and Social Attachments on Negotiation Outcomes

Organizer(s)

• EH

  Einav Hart

  George Mason U., United States
• MR

  McKenzie Rees

  Brigham Young U., United States
• BG

  Brian Gunia

  Johns Hopkins U., United States

Presenter(s)

• AL

  Alice Lee

  Cornell U., United States
• AW

  Amanda Weirup

  Babson College, United States
• KS

  Katherine Qianwen Sun

  -, United States
• CT

  Charlotte Townsend

  Cornell University, United States

Participant(s)

• DA

  Daniel Ames

  Columbia Business School, United States
• LM

  Lily Morse

  University of Denver, United States
• JQ

  Jordi Quoidbach

  ESADE Business & Law School
• RS

  Roderick Swaab

  INSEAD, Singapore
• MS

  Michael Schaerer

  Singapore Management U., Singapore
• MS

  Martin Schweinsberg

  ESMT European School of Management and Technology, Germany
• EU

  Eric Uhlmann

  INSEAD, Singapore
• LK

  Laura Kray

  U. of California, Berkeley, United States
• SD

  Solene Delecourt

  Haas School of Business, UC Berkeley

Presentations:

• 13:45 - 15:15 CEST (GMT+2)

  11396 Presentation 1: When Sellers Care about Caretakers: Seller Attachment Shapes Who Gets to the Bargaining Table
  

  Author: Alice J. Lee – Cornell U.

  Author: Daniel Ames – Columbia Business School
• 13:45 - 15:15 CEST (GMT+2)

  11396 Presentation 2: Blinded by the Bot: Why Chatbots Cue Human Unethical Behavior
  

  Author: Amanda Plummer Weirup – Babson College

  Author: Lily Morse – University of Denver

  Author: McKenzie Rees – Brigham Young U.

  Author: Mingang K. Geiger – Duquesne U.
• 13:45 - 15:15 CEST (GMT+2)

  11396 Presentation 3: “Help, I Need Somebody, Not Just Anybody”: Negotiating Help Requests from Partners and Strangers
  

  Author: Einav Hart – George Mason U.

  Author: Brian Gunia – Johns Hopkins U.
• 13:45 - 15:15 CEST (GMT+2)

  11396 Presentation 4: Daily Negotiations: A Daily Diary Study
  

  Author: Katherine Qianwen Sun – -

  Author: Jordi Quoidbach – ESADE Business & Law School

  Author: Roderick Ingmar Swaab – INSEAD

  Author: Martin Schweinsberg – ESMT European School of Management and Technology

  Author: Michael Schaerer – Singapore Management U.

  Author: Eric Luis Uhlmann – INSEAD
• 13:45 - 15:15 CEST (GMT+2)

  11396 Presentation 5: Winning Women: An Examination of Gender-Based Partner Effects on Negotiators’ Subjective Value
  

  Author: Charlotte Townsend – Cornell University

  Author: Laura Kray – U. of California, Berkeley

  Author: Solene Delecourt – Haas School of Business, UC Berkeley