In this article, we examine wage negotiations as a specific instance of claims-making,
predicting that the capacity to make a claim is first a function of the position, rather than the …

Four experiments and a pilot study (with online workers or HR specialists) explored the
psychological and economic consequences of high (but not extreme) demands in salary …

Many employers and employees believe that non-cognitive skills are an important
contributor to labor market success. This study has assessed the empirical evidence for such …

Purpose–The aim of this study is to examine how personality traits influence interviewees'
negotiation decisions as well as whether and to what extent such effects are moderated by …

Negotiation is a social and economic process people engage in daily. Business negotiations
may involve negotiating as an employee to justify tasks or remuneration while a personal …

Researchers have favored the Big Five and ignored motives when investigating individual
differences in work outcomes. In this dissertation, I contributed to research and practice by …

Purpose The purpose of this paper is to explore the impact of recruiter gender and profit
margin on the duration of the hiring process in professional services firms (PSFs) …

Proces pregovaranja integriran je u svakom aspektu života, posebice poslovnog, stoga je
primjena pregovaračkih vještina ključna za ostvarivanje rezultata. U području IT sektora …

Uit onderzoek blijkt dat vrouwen significant minder geld verdienen dan hun mannelijke
collega's. Een mogelijke oorzaak voor deze loonkloof zijn genderverschillen in …

The process for setting clergy compensation is fraught with difficulties and confusion. This
study sought to discover the current highlights of the discussions about compensation for full …