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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.

In previous experiments where negotiators' fairness judgments have been found to be egocentrically biased, it is possible that the observed bias was caused largely by selective encoding of the background information given to negotiators. The extent to which egocentric fairness judgments were caused by selective encoding, however, cannot be determined from those experiments. In the present study, we tested for the effects of selective encoding by varying the point in time that negotiators learned their role in a simulated wage dispute. Results indicated that, while judgments of a fair settlement point were the most egocentric under conditions that allowed for selective encoding, these conditions were not necessary for the bias to occur; there was a significant degree of egocentric bias even when there was no possibility of selective encoding. Implications of these results for both research and practice are discussed.

On April 2, 1987, IBM unveiled a series of long‐awaited new hardware and software products. The new computer line, dubbed the Personal Systems 30, 50, 60, and 80, seems destined to replace the XT and AT models that are the mainstay of the firm's current personal computer offerings. The numerous changes in hardware and software, while representing improvements on previous IBM technology, will require users purchasing additional computers to make difficult choices as to which of the two IBM architectures to adopt.

Tackling discrimination, stigma and inequalities in mental health is a major UK government objective. Surveys have suggested that mental health services are institutionally racist. Most research has focused on stigma associated with schizophrenia despite well‐documented prejudice against people with other psychiatric disorders.The aim of this study was to assess stigmatised attitudes towards people from two ethnic groups with substance use disorder and learning disability. The 20‐point Attitude to Mental Illness Questionnaire (AMIQ) was used to assess stigmatised attitudes. A representative panel of members of the general public were randomised to receive a questionnaire with a picture of a European or African‐Caribbean man and a fictitious description of alcoholism (first round) or Down's syndrome (second round) six months later. Results were received for over 198 subjects (response rate 79‐84%). There was no difference between the score for the African‐Caribbean vignette or the European vignette for either alcoholism (mean AMIQ score 0.43 standard error = 0.39; n = 100 Vs 0.98 standard error = 0.53; n = 110; effect size r = 0.11; p = 0.2059;) or learning disability (mean 1.71 standard error = 0.22; n = 100 Vs 1.98; standard error = 0.30; n = 98; effect size r = 0.07; p = 0.2559).The study showed that ethnic origin had no significant difference on stigmatised attitudes towards someone with alcoholism or learning disability. Although a larger study would have increased power to detect a statistically significant difference it seems unlikely that a difference of the observed magnitude would be of any practical relevance.

The purpose of this paper is to explore critically the potentially harmful business of professional wrestling in the USA as state-corporate crime.

This paper comprises desk-based research of secondary sources. The lack of official data on the harms experienced by professional wrestlers means that much of the data regarding this is derived from quantitative and qualitative accounts from internet sites dedicated to this issue.

A major finding is that with regard to the work-related harms experienced by professional wrestlers, the business may not be wholly to be blamed, but nor is it entirely blame free. It proposes that one way the work-related harms can be understood is via an examination of the political economic context of neo-liberalism from the 1980s onwards and subsequent state-corporate actions and inactions.

The paper raises questions about the regulation of the professional wrestling industry together with the misclassification of wrestlers’ worker status (also known as wage theft and tax fraud) and the potential role they play in the harms incurred in this industry.

The potential wider social implications of the misclassification of workers are raised.

The originality and value of this paper is the examination of work-related harms within the professional wrestling industry through the lens of state-corporate crime.

The purpose of this paper is to explore the information that manufacturing companies have available when competitively bidding for service contracts.

A semi-structured interview study was undertaken with industrialists in various sectors, which are currently facing the issue of servitisation.

One of the main findings was that, despite the novelty of the process, the decision makers at the competitive bidding stage have an understanding of the involved uncertainties. In particular, the uncertainty arising from the customer as the user of the product and evaluator of the competitive bids in addition to the uncertainty connected to the competitors were identified as the main influences on the pricing decision.

The research implications show the influences and considerations during the decision-making process at the competitive bidding stage for service contracts. These include the customer and the competitors.

Shortcomings in the current industrial practice were identified such as the approaches used to communicate the cost estimate for the service contract. The approaches currently used contradict research findings in the area of communicating uncertainty information, which means that further research is to be done to identify optimal approaches to displaying the uncertainty connected to the communicated information.

This paper offers a basis for research to understand the challenges industry faces when competitively bidding for service contracts. This can be used to develop novel approaches in supporting the decision maker such as a model that presents the probability of winning in comparison to the probability of making a profit.

The purpose of this paper is to conceptually and empirically explore issues that explain why women entrepreneurs access only a small percentage of venture capital (VC) investment in the USA.

The focus is on the situations women entrepreneurs face, and the strategies they adopt, to successfully fund their high‐growth businesses with venture funding. Rather than looking for answers at the individual level (men v women), the authors focus on the construct of gender and the way that the socially constructed business practices and processes of access to capital may appear neutral and natural but, in fact, may deliver differential consequences to women and men. When entrepreneurs and capital providers are interacting around the terms and particulars of a business venture, they are also participating in a less obvious conversation – an interaction that is call the Shadow Negotiation. Through interviews with women who have been successful or are in the process of accessing VC for their businesses, patterns of women's awareness and strategic responses that illustrate this phenomenon are identified and their implications discussed.

Women are actors with agency, taking control over situations that may be stacked against them. The analysis suggests that women entrepreneurs vary in the degree to which they identify the gendered landscape they are navigating, and the level of attention and care that management of this landscape demands.

This study complements existing research, both theoretically and prescriptively.

Climate change will present many new challenges for professionals in the built environment. Observers have speculated that the increase in damage to property caused by more frequent and severe flood events may result in loss of property value. However a consistent link between flood risk and value has not been proven in the UK to date. This paper aims to investigate the impact of flooding on property value in the UK.

As part of an ongoing study into the impact of flooding on property value in the UK, the available international evidence has been examined and general lessons drawn. A case study is presented of an example site, flooded in 2000, using actual transaction data.

This research demonstrates that, in general, there is a tendency for people to forget about the risk of flood damage with time. However, various manifestations of floodplain designation or regulation including mandatory insurance purchase can maintain awareness in the longer term. For the case study the impact of the flood on house prices is seen to be temporary, lasting less than three years.

Both the case study and the previous international research indicate that studies of the price impact of flood events should consider temporal aspects. Tentative conclusions from a single case study suggest that taking the long view of likely future recovery could promote price stability for flooded communities.

The discounting of flood‐prone property is naturally of concern to property stakeholders including the valuation profession and property owners. This research is unique in using transaction data to measure flood impacts in the UK.

The purpose of this paper is to investigate the gender gap in pre-career salary expectations. Five major explanations are tested to explain the gap, as well as understand the relative contribution of each explanation.

Data were collected from 452 post-secondary students from Canada.

Young women had lower initial and peak salary expectations than their male counterparts. The gap in peak salary could be explained by initial salary expectations, beta values, the interaction between beta values and gender, and estimations of the value of the labor market. Men and women in this study expected to earn a considerably larger peak salary than they expected for others.

Cross-sectional data cannot infer causality, and the Canadian sample may not be generalizable to other countries given that an economic downturn occurred at time of data collection. Research should continue to investigate how individuals establish initial salary expectations, while also testing more dynamic models given the interaction effect found in terms of gender and work values in explaining salary expectations.

The majority of the gender gap in peak salary expectations can be explained by what men and women expect to earn immediately after graduation. Further, women and men have different perceptions of the value they attribute to the labor market and what might be a fair wage, especially when considering beta work values.

The data suggests that the gender-wage gap is likely to continue and that both young men and women would benefit from greater education and information with respect to the labor market and what they can reasonably expect to earn, not just initially, but from a long-term perspective.

This study is the first to simultaneously investigate five theoretical explanations for the gender gap in pre-career expectations.