Journal of Applied Psychology

Who's the Worst at Negotiating?

According to new research from the University of Maryland’s Robert H. Smith School of Business, financially vulnerable individuals – those without a savings safety net who are more susceptible to the financial shock of unexpected expenses – stifle their own economic advancement because they negotiate worse than others. The way they view negotiations as a zero-sum game rather than a situation where everyone can win is a psychological barrier inherent in financial vulnerability itself, finds the research.

Transform from the Bottom Up

How best should companies seek to evolve? The Smith School’s M. Susan Taylor says continuous organizational change is likely to have its roots at lower “work unit” levels and wind its way upward. But there has been no clear explanation about why that is, says Taylor, the Smith Chair of Human Resource Management & Organizational Change at the University of Maryland’s Robert H. Smith School of Business.


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