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This paper investigates the information dilemma in negotiations: if negotiators reveal information about their priorities and preferences, more efficient agreements may be reached but the shared information may be used strategically by the other negotiator, to the revealers' disadvantage. We present a theoretical model that focuses on the characteristics of the negotiators, the structure of the negotiation, and the available incentives; it predicts that experienced negotiators will out‐perform naive negotiators on distributive (competitive) tasks, especially when they have information about their counterpart's preferences and the incentives are high—unless the task is primarily integrative, in which case information will contribute to the negotiators maximizing joint gain. Two experiments (one small, one large) showed that the revelation of one's preferences was costly and that experienced negotialors outperformed their naive counterparts by a wide margin, particularly when the task and issues were distributive and incentives were large. Our results help to identify the underlying dynamics of the information dilemma and lead to a discussion of the connections between information and social dilemmas and the potential for avoiding inefficiencies.

The purpose of this article is to outline ways in which the large body of empirical work on creativity can meaningfully inform negotiation. In doing so, two general streams of creativity research and their implications for negotiation theory and empirical analysis are considered. Negotiation pundits advise that negotiators should engage in creative problem-solving to craft integrative agreements, and it is widely believed by both negotiation theorists and practitioners that “out-of-the-box” thinking and creative idea generation are necessary for win–win negotiation. Although practitioners have strongly encouraged parties to engage in creative problem-solving, there are remarkably few empirical investigations of creative thinking, brainstorming and other idea-generation methods in negotiation.

First, creativity as a trait is considered and the relationship between individual differences in creativity and negotiation performance is examined. Then, creative thinking as a causal factor is examined and how it may influence the negotiation process and outcomes is suggested. Finally, three considerations for further integrating creativity and negotiation research are suggested: communication media, idea-generation strategies and morality and social motivation.

A literature review revealed four studies that have empirically tested the influence of trait creativity on negotiation performance. Even less research has manipulated creative thinking or training to analyze creativity as a causal factor of negotiation outcomes.

This research will benefit both creativity and negotiation scholars by suggesting the limited amount of work at their intersection yet the opportunities that exist for further research.

This paper examined negotiator behavior in a variable‐sum two‐party negotiation task and its impact on individual and joint negotiator out‐come. Specifically, we examined the role of negotiator opening offer, reciprocity and complementarity of the use of tactics, systematic progression of offers, and information sharing in a negotiation with integrative potential. Results indicated that initial offers affect final outcome differently across buyers and sellers. The buyer's initial offer was curvilinearly related to his or her final outcome in the form of an inverted‐U. The seller's initial offer was positive‐linearly related to seller's outcome. Second, negotiators reciprocated and complemented both distributive and integrative tactics. In addition, highly integrative dyads differed from less efficient dyads in their reciprocation of integrative behaviors and complementarity of distributive behaviors. Third, approximately forty percent of offers made represented systematic concessions, but the proportion of offers reflecting systematic concessions was not related to the efficiency of the joint outcome. Finally, while information sharing did appear to have a positive effect on the efficiency of agreements, differences in the amount of information provided did not affect the proportion of outcome claimed by each party.

The purpose of this paper is to explore the decision‐making implications of “regrets of the heart” versus “regrets of the head” in economic decision making.

The phenomenon in three empirical studies is examined. Study 1 is a protocol analysis of people's “regrets of the heart” and “regrets of the head”. Study 2 uses the same recall prompt and examined decision makers' choices in an ultimatum bargaining game. Study 3 tests regrets of heart versus the head in an interactive face to face negotiation setting.

Overall, it is found that people who were prompted to recall a time in which they regretted “not following their heart” were more likely to recall situations in which they experienced a loss or lost opportunity compared to people who recalled a time when they regretted “not following their head”. Recalling a regret of the heart prompts decision makers and negotiators to put a greater value on maintaining relationships and avoid loss in an interpersonal exchange situation.

These findings contribute to the literature on how emotions affect economic decision making and provide a more nuanced examination of regret.

Focusing on “regrets of the head” may lead to greater economic gains in economic decisions.

This article examines a different type of regret and demonstrates how this type of regret impacts economic decision‐making behavior.

This paper describes how Hertfordshire met the challenge of providing a training programme to improve services for older people, with the introduction of single assessment, in the complex setting of a shire county with a number of PCTs, acute trusts, a county partnership trust and a county council social care service.Having set the context for single assessment, it describes the Hertfordshire approach. It focuses on some of the key drivers for successful implementation of such a radical programme of change: the siting of sessions by geographical location, the crucial role of managers and team leaders, setting the context of the sessions in the reality of staff experience, the importance of a shared language, common paperwork and clear protocols, and the role of the local implementation teams in supporting the process both through its implementation phase and into the future.Finally, it recognises that this training programme was only one aspect of equipping staff to be confident and competent in their assessments of older people, and that service improvements will be achieved gradually, requiring commitment from managers and support from the local implementation teams.

On another page we reprint some of the specially library paragraphs from the Fourth Annual Report of the Carnegie Trustees; and we believe that no apology is necessary for bringing them thus separately to all library workers. This beneficent institution is pursuing a policy in regard to our movement which, in its generosity, liberality, and at the same time cautious and wise restraint, must have the warm approval of librarians. It has been realized in a practical fashion that the library movement should not be allowed to stagnate during the war, because the most insistent calls upon the services and resources of libraries are likely to be made very soon after the cessation of hostilities, and if libraries are prepared now to meet those calls there should then be an impetus to the movement that will establish it finally.

This paper aims to reveal learning potential in crossing disciplinary boundaries in facilitated workshops by exploring the research goal definition process of interdisciplinary research teams. It uses multilevel boundary crossing as a theoretical framework to illustrate the multilevel nature of team learning mechanisms in interdisciplinary research.

This study uses a qualitative case study approach. The data was collected from semi-structured interviews and collaborative workshops of interdisciplinary researchers. The data analysis is based on pre-existing theory and the process of analysis is both data and theory driven.

The results indicate that although defining interdisciplinary research goals is a complex and demanding task, collaborative and facilitated workshops may support boundary crossing on intrapersonal, interpersonal and institutional levels. The team members efforts in defining their shared research interest revealed dialogical learning mechanisms of identification, coordination, reflection and the first phases of transformation, particularly at the interpersonal level. However, the transformative actions seemed to require intentional team facilitation.

This case study enriches the existing literature and allows better understanding of how team facilitation can promote agenda setting, transformative learning mechanisms and the definition of joint research goals in interdisciplinary settings.

This study focuses on home country institutions as sources of variation in the level of foreign investment into India. Our findings support the idea that institutional voids found in India are less of a deterrent to investments from home countries with high levels of institutional development than from home countries with similar institutional voids. Overall, foreign investments in India are found to be significantly related to the strength of institutions within home countries. The levels of both approved and realized foreign direct investment (FDI) are strongly influenced by economic factors and home country regulative institutions, and weakly influenced by home country cognitive institutions. When considered separately, the cognitive institutions and regulative institutions within a given home country each significantly influence the level of approved/realized FDI into India. However, when considered jointly, only the strength of regulative institutions is predictive of FDI inflows.