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Yossi Maaravi

The Interdisciplinary Center, Herzliya, Entrepreneurship, Vice Dean

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* Dean @ Adelson School of Entrepreneurship at Reichman University (IDC, Herzliya) – Israel's most prestigious private university. * Research interests: behavioral decision making, negotiation, creativity, and innovation. * B.A. (magna cum laude) from the Hebrew University in Jerusalem, the "Amirim" interdisciplinary honors program. * PhD. in Business Administration in the direct program for excellent Ph.D. students at Tel Aviv University. * More than 20 years of experience in teaching and training young adults, students at B.A. and M.A. levels and managers from Israel, the US, Singapore, Germany and China. * Author of two children's books and a book on negotiation. * Vast field experience both as an entrepreneur and as a management consultant working with leading Israeli companies.

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The University of Sheffield

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University of Cologne

Armando Marques-Guedes

UNL - New University of Lisbon

Massachusetts Institute of Technology (MIT)

University of California, Berkeley

Elena D'Alessandro

Università degli Studi di Torino

University of Trento

Graduate Institute of International and Development Studies (IHEID), Geneva

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Papers by Yossi Maaravi

A Secure Base for Entrepreneurship: Attachment Orientations and Entrepreneurial Tendencies

Behavioral sciences, Jan 9, 2023

This article is an open access article distributed under the terms and conditions of the Creative... more

Crossing the “valley of death” of startup investors’ attention: The importance of investor deck clarity

Academia letters, Jun 22, 2022

Past research has established that business decisions, including startup investments, are not ent... more Past research has established that business decisions, including startup investments, are not entirely rational. Instead, they involve cognitive shortcuts and heuristics and thus may lead to biases and errors. Building on research in behavioral decision-making, the current article investigated the effects of visual clarity on startup quality judgments. We compared the judgments of two identical investor decks that differed only in their clarity: clear vs. unclear (clarity was manipulated using different contrasts between text and background colors). Our results suggest that the decks&#39; visual quality influences decision-makers&#39; judgments such that unclear decks were judged to be of lower venture and team quality and resulted in lower investments.

Running a research marathon

Innovations in Education and Teaching International, Jan 11, 2017

Abstract In the current article, I describe a case of experiential learning that can be used to e... more Abstract In the current article, I describe a case of experiential learning that can be used to enhance learning, students’ research skills and motivation in academic institutions. We used the already existing process of hackathons – intense computer programming events – and conducted a social science research marathon. Fifty-two graduate students participated in the event working in seven research teams for 12 straight hours. The teams designed and ran empirical experiments ‘from scratch’ under a specific challenge (the Israeli elections) and then collected data, analysed it and shared their results. Our main goals were: (a) to enhance participants’ research skills and (b) to strengthen their intrinsic motivation through hands-on experiential learning, and finally, (c) to conduct high-quality empirical research that could be the basis of peer-reviewed scholarly articles if further developed. According to a post-event survey, all three goals were fulfilled successfully.

When Strategy and Tactic Clash: Applying a Soft Strategy and Making the First Offer in Negotiations

Social Science Research Network, 2022

Using hackathons to teach management consulting

Innovations in Education and Teaching International, Dec 27, 2018

In the current article, the already existing process of hackathons was used to teach management o... more In the current article, the already existing process of hackathons was used to teach management or organisational consulting. Two separate events were conducted with dozens of students working in teams for twelve straight hours to solve real organisational challenges. Results from post-event surveys indicate that participants − students, faculty, industry mentors and company representativeswere highly satisfied with these intense experiential learning events, both due to their educational value and the contribution of the solutions for the organisations if further developed.

Bursting Filter Bubbles in a Digital Age:Opening Minds and Reducing Opinion Polarization Through Digital Platforms

Social Science Research Network, 2022

Policymakers as safe havens: The relationship between adult attachment style, COVID-19 fear, and regulation compliance

Personality and Individual Differences, Jul 1, 2021

The COVID-19 crisis has caused severe psychological distress. Governments have been trying to fig... more The COVID-19 crisis has caused severe psychological distress. Governments have been trying to fight the outbreak, inter alia, by enacting various restrictions to maintain social distancing. However, compliance with restrictions depends upon different interpersonal variables. The present study focused on the relationship between attachment patterns, fear of COVID-19, and adherence to COVID-19 guidelines. Participants completed the ECR measure to assess their adult attachment style, in addition to a COVID-19 fear and guidelines compliance questionnaire. We suggest that anxious attachment patterns may be related to heightened fear of COVID-19. Although fear and guideline adherence were positively correlated, secure attachment patterns were correlated to higher adherence than insecure attachment patterns.

Digital Innovation in Times of Crisis: How Mashups Improve Quality of Education

Sustainability, Jun 24, 2021

This article is an open access article distributed under the terms and conditions of the Creative... more

If Necessity is the Mother of Innovation, then Persuasion is its Father: Using Leading Questions to Reduce Resistance to Innovation

Journal of Creativity

On the Opportunities and Risks of Examining the Genetics of Entrepreneurship

Genes

Recent accomplishments in genome sequencing techniques have resulted in vast and complex genomic ... more Recent accomplishments in genome sequencing techniques have resulted in vast and complex genomic data sets, which have been used to uncover the genetic correlates of not only strictly medical phenomena but also psychological characteristics such as personality traits. In this commentary, we call for the use of genomic data analysis to unlock the valuable field of the genetics of entrepreneurship. Understanding what makes an entrepreneur and what explains their success is paramount given the importance of entrepreneurship to individual, organizational, and societal growth and success. Most of the studies into the genetics of entrepreneurship have investigated familial entrepreneurial inclinations in the form of parent–offspring comparisons or twin studies. However, these do not offer a complete picture of the etiology of entrepreneurship. The use of big data analytics combined with the rapidly growing field of genetic mapping has the potential to offer a more complete picture of the ...

Perceptions of Victimhood and Entrepreneurial Tendencies

Frontiers in Psychology, Feb 14, 2022

There is a growing scientific interest around entrepreneurship. One central line of research exam... more There is a growing scientific interest around entrepreneurship. One central line of research examines how different personality traits and characteristics such as creativity or resilience relate to entrepreneurial intentions and behavior. In the current research, we add to this literature by focusing on trait victimhood, a trait that entrepreneurship research has overlooked and may be relevant to understanding entrepreneurial tendencies. In two studies in Israel among a sample of entrepreneurship students (Study 1) and a sample representing the general public (Study 2), we show that trait victimhood is negatively related to entrepreneurial personality (Study 1) and behavior (Study 2). Moreover, Study 2 suggests that a strong sense of self-efficacy may buffer against trait victimhood's adverse effects on behavioral entrepreneurship.

Leaders gender and the fight against COVID-19: investigation, replication, and a possible explanation

medRxiv (Cold Spring Harbor Laboratory), Oct 14, 2021

To investigate the alleged relationship between leaders' gender and COVID-19 related cases and de... more To investigate the alleged relationship between leaders' gender and COVID-19 related cases and deaths in different countries across the globe. Study design The relationship between leaders' gender and percent of women in parliament to COVID-19 cases and death per million was investigated in three time points (10 months) across 180 countries, controlling for possible covariates. Methods Three different types of analyses were run: (1) Six basic t-tests; (2) Two repeated-measure ANOVA tests analyzing change over time; (3) Six stepwise regression analyses for both leaders' gender and the percentage of women in parliament. Results Our findings suggest that, contrary to some research and popular media headlines, and in-line with recent academic research, leadership gender is not a significant factor in explaining the variation between countries in the fight against the COVID-19 pandemic. Conclusions We suggest that this alleged relationship may stem from an illusory correlation. We argue that the uncertainty, stress, and anxiety that prevail in these times of global pandemic may be the breeding ground for judgmental biases of this sort.

Studying the prominence effect amid the COVID-19 crisis: implications for public health policy decision-making

F1000Research, May 7, 2021

The novel coronavirus disease 2019 (COVID-19) has brought with it crucial policy-and decision-mak... more The novel coronavirus disease 2019 (COVID-19) has brought with it crucial policy-and decision-making situations, especially when making judgments between financial and health concerns. One particularly relevant decision-making phenomenon is the prominence effect, where decision-makers base their decisions on the most prominent attribute of the object at hand (e.g., health concerns) rather than weigh all the attributes together. This bias diminishes when the decision-making mode inhibits heuristic processes. In this study, we tested the prominence of health vs. financial concerns across two decision-making modes -choice (prone to heuristics) and matching (mitigates heuristics) -during the peak of the COVID-19 in the UK using Tversky et al.'s classic experimental paradigm. We added to the classic experimental design a priming condition. Participants were presented with two casualty-minimization programs, differing in lives saved and costs: program X would save 100 lives at the cost of 55million-pound sterling, whereas program Y would save 30 lives at the cost of 12-million-pound sterling. Half of the participants were required to choose between the programs (choice condition). The other half were not given the cost of program X and were asked to determine what the cost should be to make it as equally attractive as the program Y. Participants in both groups were primed for either: a) financial concerns; b) health concerns; or c) control (no priming). Results showed that in the choice condition, unless primed for financial concerns, health concerns are more prominent. In the matching condition, on the other hand, the prominence of health concerns did not affect decision-makers, as they all "preferred" the cheaper option. These results add further support to the practical relevance of using the proper decision-making modes in times of consequential crises where multiple concerns, interests, and parties are involved.

When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer

Judgment and Decision Making, Sep 1, 2017

The literature on behavioral decision-making and negotiations to date usually advocates first-mov... more The literature on behavioral decision-making and negotiations to date usually advocates first-mover advantage in distributive negotiations, and bases this preference on the anchoring heuristic. In the following paper, we suggest that the preference for moving first vs. moving second in negotiations may not be as clear-cut as presumed, especially in situations characterized by information asymmetry between negotiating counterparts. In Study 1, we examined people's initiation preferences and found that unless taught otherwise, people intuitively often prefer to move second. In Studies 2-4, we experimentally tested the suggested advantage of moving second, and demonstrated that in information-asymmetry scenarios-when one party has perfect background information and the other has none-it is actually preferable for both counterparts not to give the first offer while negotiating. We discuss the implications of our findings on the field of negotiation and decision-making, and lay the groundwork for future studies examining this issue.

Hack your organizational innovation: literature review and integrative model for running hackathons

Journal of Innovation and Entrepreneurship, Mar 3, 2023

This article aims to offer a comprehensive overview of the existing literature on the hackathon p... more This article aims to offer a comprehensive overview of the existing literature on the hackathon phenomenon to offer scholars a common ground for future research and managers and practitioners research-based guidelines on best planning and running a hackathon. A review of the most relevant literature on hackathons was conducted to serve as the research basis for our integrative model and guidelines. This article synthesizes the research on hackathons to offer comprehensible guidelines for practitioners while also providing questions for future hackathon researchers. We differentiate between the different design characteristics of hackathons while noting their advantages and disadvantages, discuss tools and methodologies for successful hackathon setup and execution step-by-step, and provide recommendations to encourage project continuity.

Not all worries were created equal: the case of COVID-19 anxiety

Public Health, Aug 1, 2020

Since January 2020 Elsevier has created a COVID-19 resource centre with free information in Engli... more Since January 2020 Elsevier has created a COVID-19 resource centre with free information in English and Mandarin on the novel coronavirus COVID-19. The COVID-19 resource centre is hosted on Elsevier Connect, the company's public news and information website. Elsevier hereby grants permission to make all its COVID-19-related research that is available on the COVID-19 resource centre -including this research content -immediately available in PubMed Central and other publicly funded repositories, such as the WHO COVID database with rights for unrestricted research re-use and analyses in any form or by any means with acknowledgement of the original source. These permissions are granted for free by Elsevier for as long as the COVID-19 resource centre remains active.

Low Power, First Offers, and Reservation Prices: Weak Negotiators are Self‐anchored by Their Own Alternatives

Negotiation Journal, 2023

Although most scholars recommend making the first offer in negotiations, recent research and prac... more Although most scholars recommend making the first offer in negotiations, recent research and practitioners' experience have uncovered a second‐mover advantage in certain situations. In the current article, we explore this first‐ versus second‐mover dynamic by investigating the circumstances under which negotiators would make less favorable first offers than they would receive were they to move second, focusing on the effects of negotiation power in the form of alternatives. Additionally, we examine the effects of low power on reservation prices and whether these effects could be mitigated using an anchor‐debiasing technique. In Study 1, we manipulated negotiators' power in the form of the best alternative to the negotiated agreement and examined its effect on first offers and reservation prices. Our results showed that low‐power negotiators would receive more favorable first offers than they would have made themselves when facing either low‐ or medium‐power counterparts. Also, our results suggest that low‐power negotiators had less favorable reservation prices than their medium‐ and high‐ power counterparts. In Study 2, we investigated whether this effect would persist in the face of anchor‐debiasing techniques. Our results showed that while anchor‐debiasing techniques did improve their first offers, low‐power negotiators would still benefit from making the counteroffer rather than moving first. Our findings uncover the disadvantageous effects of low power on first‐offer magnitude while offering practical advice to negotiators.

Buyers, Maybe Moving Second Is Not That Bad After All: Low-Power, Anxiety, and Making Inferior First Offers

Frontiers in Psychology, May 31, 2021

Ideation in the digital age: literature review and integrative model for electronic brainstorming

Review of Managerial Science, Jun 12, 2020

Various brainstorming techniques have been proposed to facilitate and enhance creativity during i... more Various brainstorming techniques have been proposed to facilitate and enhance creativity during idea generation (ideation) sessions. A review of previous studies on brainstorming has been conducted, focusing on electronic brainstorming (EBS) as a seemingly suitable and prevalent platform in the twenty-first century. Based on the review, we propose an integrative model for EBS sessions, which includes guidelines and suggested improvements. Insights gained from this review can be used to guide decision-makers and managers in organizations on how to conduct EBS sessions efficiently and effectively. Additionally, this review maps existing research on EBS and outlines lacunas and gaps future research should investigate.

To Bid or Not to Bid? That is the Question! First‐ Versus <scp>Second‐Mover</scp> Advantage in Negotiations

Negotiation Journal, Aug 13, 2023

For the past two decades, negotiation research has established a first‐mover advantage based on t... more For the past two decades, negotiation research has established a first‐mover advantage based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first offers serve as anchors that affect both counteroffers and settlement prices. Consequently, management education—including negotiation articles, books, courses, and seminars—often recommends that negotiators move first to “anchor” their counterparts. Nonetheless, a growing body of recent research contradicts this general advice and points to a second‐mover advantage in specific cases. Interestingly, this contradiction was termed the “practitioner‐researcher paradox,” as practitioners and negotiation experts appeared to understand the benefits of moving second in negotiations, which scholars—up until recently—generally have overlooked. The current article offers a solution to this paradox by proposing three key factors that might explain the conditions and circumstances of first‐ versus second‐mover advantage in negotiations. These three factors are central in negotiation research and practice: information, power, and strategy. Given the centrality of first offers in negotiations, the solution to this paradox is crucial for negotiation scholars, businesspeople, managers, and anyone else who finds themselves in a negotiation.

A Secure Base for Entrepreneurship: Attachment Orientations and Entrepreneurial Tendencies

Behavioral sciences, Jan 9, 2023

This article is an open access article distributed under the terms and conditions of the Creative... more

Crossing the “valley of death” of startup investors’ attention: The importance of investor deck clarity

Academia letters, Jun 22, 2022

Past research has established that business decisions, including startup investments, are not ent... more Past research has established that business decisions, including startup investments, are not entirely rational. Instead, they involve cognitive shortcuts and heuristics and thus may lead to biases and errors. Building on research in behavioral decision-making, the current article investigated the effects of visual clarity on startup quality judgments. We compared the judgments of two identical investor decks that differed only in their clarity: clear vs. unclear (clarity was manipulated using different contrasts between text and background colors). Our results suggest that the decks&#39; visual quality influences decision-makers&#39; judgments such that unclear decks were judged to be of lower venture and team quality and resulted in lower investments.

Running a research marathon

Innovations in Education and Teaching International, Jan 11, 2017

Abstract In the current article, I describe a case of experiential learning that can be used to e... more Abstract In the current article, I describe a case of experiential learning that can be used to enhance learning, students’ research skills and motivation in academic institutions. We used the already existing process of hackathons – intense computer programming events – and conducted a social science research marathon. Fifty-two graduate students participated in the event working in seven research teams for 12 straight hours. The teams designed and ran empirical experiments ‘from scratch’ under a specific challenge (the Israeli elections) and then collected data, analysed it and shared their results. Our main goals were: (a) to enhance participants’ research skills and (b) to strengthen their intrinsic motivation through hands-on experiential learning, and finally, (c) to conduct high-quality empirical research that could be the basis of peer-reviewed scholarly articles if further developed. According to a post-event survey, all three goals were fulfilled successfully.

When Strategy and Tactic Clash: Applying a Soft Strategy and Making the First Offer in Negotiations

Social Science Research Network, 2022

Using hackathons to teach management consulting

Innovations in Education and Teaching International, Dec 27, 2018

In the current article, the already existing process of hackathons was used to teach management o... more In the current article, the already existing process of hackathons was used to teach management or organisational consulting. Two separate events were conducted with dozens of students working in teams for twelve straight hours to solve real organisational challenges. Results from post-event surveys indicate that participants − students, faculty, industry mentors and company representativeswere highly satisfied with these intense experiential learning events, both due to their educational value and the contribution of the solutions for the organisations if further developed.

Bursting Filter Bubbles in a Digital Age:Opening Minds and Reducing Opinion Polarization Through Digital Platforms

Social Science Research Network, 2022

Policymakers as safe havens: The relationship between adult attachment style, COVID-19 fear, and regulation compliance

Personality and Individual Differences, Jul 1, 2021

The COVID-19 crisis has caused severe psychological distress. Governments have been trying to fig... more The COVID-19 crisis has caused severe psychological distress. Governments have been trying to fight the outbreak, inter alia, by enacting various restrictions to maintain social distancing. However, compliance with restrictions depends upon different interpersonal variables. The present study focused on the relationship between attachment patterns, fear of COVID-19, and adherence to COVID-19 guidelines. Participants completed the ECR measure to assess their adult attachment style, in addition to a COVID-19 fear and guidelines compliance questionnaire. We suggest that anxious attachment patterns may be related to heightened fear of COVID-19. Although fear and guideline adherence were positively correlated, secure attachment patterns were correlated to higher adherence than insecure attachment patterns.

Digital Innovation in Times of Crisis: How Mashups Improve Quality of Education

Sustainability, Jun 24, 2021

This article is an open access article distributed under the terms and conditions of the Creative... more

If Necessity is the Mother of Innovation, then Persuasion is its Father: Using Leading Questions to Reduce Resistance to Innovation

Journal of Creativity

On the Opportunities and Risks of Examining the Genetics of Entrepreneurship

Genes

Recent accomplishments in genome sequencing techniques have resulted in vast and complex genomic ... more Recent accomplishments in genome sequencing techniques have resulted in vast and complex genomic data sets, which have been used to uncover the genetic correlates of not only strictly medical phenomena but also psychological characteristics such as personality traits. In this commentary, we call for the use of genomic data analysis to unlock the valuable field of the genetics of entrepreneurship. Understanding what makes an entrepreneur and what explains their success is paramount given the importance of entrepreneurship to individual, organizational, and societal growth and success. Most of the studies into the genetics of entrepreneurship have investigated familial entrepreneurial inclinations in the form of parent–offspring comparisons or twin studies. However, these do not offer a complete picture of the etiology of entrepreneurship. The use of big data analytics combined with the rapidly growing field of genetic mapping has the potential to offer a more complete picture of the ...

Perceptions of Victimhood and Entrepreneurial Tendencies

Frontiers in Psychology, Feb 14, 2022

There is a growing scientific interest around entrepreneurship. One central line of research exam... more There is a growing scientific interest around entrepreneurship. One central line of research examines how different personality traits and characteristics such as creativity or resilience relate to entrepreneurial intentions and behavior. In the current research, we add to this literature by focusing on trait victimhood, a trait that entrepreneurship research has overlooked and may be relevant to understanding entrepreneurial tendencies. In two studies in Israel among a sample of entrepreneurship students (Study 1) and a sample representing the general public (Study 2), we show that trait victimhood is negatively related to entrepreneurial personality (Study 1) and behavior (Study 2). Moreover, Study 2 suggests that a strong sense of self-efficacy may buffer against trait victimhood's adverse effects on behavioral entrepreneurship.

Leaders gender and the fight against COVID-19: investigation, replication, and a possible explanation

medRxiv (Cold Spring Harbor Laboratory), Oct 14, 2021

To investigate the alleged relationship between leaders' gender and COVID-19 related cases and de... more To investigate the alleged relationship between leaders' gender and COVID-19 related cases and deaths in different countries across the globe. Study design The relationship between leaders' gender and percent of women in parliament to COVID-19 cases and death per million was investigated in three time points (10 months) across 180 countries, controlling for possible covariates. Methods Three different types of analyses were run: (1) Six basic t-tests; (2) Two repeated-measure ANOVA tests analyzing change over time; (3) Six stepwise regression analyses for both leaders' gender and the percentage of women in parliament. Results Our findings suggest that, contrary to some research and popular media headlines, and in-line with recent academic research, leadership gender is not a significant factor in explaining the variation between countries in the fight against the COVID-19 pandemic. Conclusions We suggest that this alleged relationship may stem from an illusory correlation. We argue that the uncertainty, stress, and anxiety that prevail in these times of global pandemic may be the breeding ground for judgmental biases of this sort.

Studying the prominence effect amid the COVID-19 crisis: implications for public health policy decision-making

F1000Research, May 7, 2021

The novel coronavirus disease 2019 (COVID-19) has brought with it crucial policy-and decision-mak... more The novel coronavirus disease 2019 (COVID-19) has brought with it crucial policy-and decision-making situations, especially when making judgments between financial and health concerns. One particularly relevant decision-making phenomenon is the prominence effect, where decision-makers base their decisions on the most prominent attribute of the object at hand (e.g., health concerns) rather than weigh all the attributes together. This bias diminishes when the decision-making mode inhibits heuristic processes. In this study, we tested the prominence of health vs. financial concerns across two decision-making modes -choice (prone to heuristics) and matching (mitigates heuristics) -during the peak of the COVID-19 in the UK using Tversky et al.'s classic experimental paradigm. We added to the classic experimental design a priming condition. Participants were presented with two casualty-minimization programs, differing in lives saved and costs: program X would save 100 lives at the cost of 55million-pound sterling, whereas program Y would save 30 lives at the cost of 12-million-pound sterling. Half of the participants were required to choose between the programs (choice condition). The other half were not given the cost of program X and were asked to determine what the cost should be to make it as equally attractive as the program Y. Participants in both groups were primed for either: a) financial concerns; b) health concerns; or c) control (no priming). Results showed that in the choice condition, unless primed for financial concerns, health concerns are more prominent. In the matching condition, on the other hand, the prominence of health concerns did not affect decision-makers, as they all "preferred" the cheaper option. These results add further support to the practical relevance of using the proper decision-making modes in times of consequential crises where multiple concerns, interests, and parties are involved.

When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer

Judgment and Decision Making, Sep 1, 2017

The literature on behavioral decision-making and negotiations to date usually advocates first-mov... more The literature on behavioral decision-making and negotiations to date usually advocates first-mover advantage in distributive negotiations, and bases this preference on the anchoring heuristic. In the following paper, we suggest that the preference for moving first vs. moving second in negotiations may not be as clear-cut as presumed, especially in situations characterized by information asymmetry between negotiating counterparts. In Study 1, we examined people's initiation preferences and found that unless taught otherwise, people intuitively often prefer to move second. In Studies 2-4, we experimentally tested the suggested advantage of moving second, and demonstrated that in information-asymmetry scenarios-when one party has perfect background information and the other has none-it is actually preferable for both counterparts not to give the first offer while negotiating. We discuss the implications of our findings on the field of negotiation and decision-making, and lay the groundwork for future studies examining this issue.

Hack your organizational innovation: literature review and integrative model for running hackathons

Journal of Innovation and Entrepreneurship, Mar 3, 2023

This article aims to offer a comprehensive overview of the existing literature on the hackathon p... more This article aims to offer a comprehensive overview of the existing literature on the hackathon phenomenon to offer scholars a common ground for future research and managers and practitioners research-based guidelines on best planning and running a hackathon. A review of the most relevant literature on hackathons was conducted to serve as the research basis for our integrative model and guidelines. This article synthesizes the research on hackathons to offer comprehensible guidelines for practitioners while also providing questions for future hackathon researchers. We differentiate between the different design characteristics of hackathons while noting their advantages and disadvantages, discuss tools and methodologies for successful hackathon setup and execution step-by-step, and provide recommendations to encourage project continuity.

Not all worries were created equal: the case of COVID-19 anxiety

Public Health, Aug 1, 2020

Since January 2020 Elsevier has created a COVID-19 resource centre with free information in Engli... more Since January 2020 Elsevier has created a COVID-19 resource centre with free information in English and Mandarin on the novel coronavirus COVID-19. The COVID-19 resource centre is hosted on Elsevier Connect, the company's public news and information website. Elsevier hereby grants permission to make all its COVID-19-related research that is available on the COVID-19 resource centre -including this research content -immediately available in PubMed Central and other publicly funded repositories, such as the WHO COVID database with rights for unrestricted research re-use and analyses in any form or by any means with acknowledgement of the original source. These permissions are granted for free by Elsevier for as long as the COVID-19 resource centre remains active.

Low Power, First Offers, and Reservation Prices: Weak Negotiators are Self‐anchored by Their Own Alternatives

Negotiation Journal, 2023

Although most scholars recommend making the first offer in negotiations, recent research and prac... more Although most scholars recommend making the first offer in negotiations, recent research and practitioners' experience have uncovered a second‐mover advantage in certain situations. In the current article, we explore this first‐ versus second‐mover dynamic by investigating the circumstances under which negotiators would make less favorable first offers than they would receive were they to move second, focusing on the effects of negotiation power in the form of alternatives. Additionally, we examine the effects of low power on reservation prices and whether these effects could be mitigated using an anchor‐debiasing technique. In Study 1, we manipulated negotiators' power in the form of the best alternative to the negotiated agreement and examined its effect on first offers and reservation prices. Our results showed that low‐power negotiators would receive more favorable first offers than they would have made themselves when facing either low‐ or medium‐power counterparts. Also, our results suggest that low‐power negotiators had less favorable reservation prices than their medium‐ and high‐ power counterparts. In Study 2, we investigated whether this effect would persist in the face of anchor‐debiasing techniques. Our results showed that while anchor‐debiasing techniques did improve their first offers, low‐power negotiators would still benefit from making the counteroffer rather than moving first. Our findings uncover the disadvantageous effects of low power on first‐offer magnitude while offering practical advice to negotiators.

Buyers, Maybe Moving Second Is Not That Bad After All: Low-Power, Anxiety, and Making Inferior First Offers

Frontiers in Psychology, May 31, 2021

Ideation in the digital age: literature review and integrative model for electronic brainstorming

Review of Managerial Science, Jun 12, 2020

Various brainstorming techniques have been proposed to facilitate and enhance creativity during i... more Various brainstorming techniques have been proposed to facilitate and enhance creativity during idea generation (ideation) sessions. A review of previous studies on brainstorming has been conducted, focusing on electronic brainstorming (EBS) as a seemingly suitable and prevalent platform in the twenty-first century. Based on the review, we propose an integrative model for EBS sessions, which includes guidelines and suggested improvements. Insights gained from this review can be used to guide decision-makers and managers in organizations on how to conduct EBS sessions efficiently and effectively. Additionally, this review maps existing research on EBS and outlines lacunas and gaps future research should investigate.

To Bid or Not to Bid? That is the Question! First‐ Versus <scp>Second‐Mover</scp> Advantage in Negotiations

Negotiation Journal, Aug 13, 2023

For the past two decades, negotiation research has established a first‐mover advantage based on t... more For the past two decades, negotiation research has established a first‐mover advantage based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first offers serve as anchors that affect both counteroffers and settlement prices. Consequently, management education—including negotiation articles, books, courses, and seminars—often recommends that negotiators move first to “anchor” their counterparts. Nonetheless, a growing body of recent research contradicts this general advice and points to a second‐mover advantage in specific cases. Interestingly, this contradiction was termed the “practitioner‐researcher paradox,” as practitioners and negotiation experts appeared to understand the benefits of moving second in negotiations, which scholars—up until recently—generally have overlooked. The current article offers a solution to this paradox by proposing three key factors that might explain the conditions and circumstances of first‐ versus second‐mover advantage in negotiations. These three factors are central in negotiation research and practice: information, power, and strategy. Given the centrality of first offers in negotiations, the solution to this paradox is crucial for negotiation scholars, businesspeople, managers, and anyone else who finds themselves in a negotiation.