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.
When employees break the rules at work, it might not be mischief. It might be monotony. A new study from Smith School professor Rellie Derfler-Rozin finds that employees whose tasks are organized in a more routine and repetitive way are more likely to fall prey to ethical lapses and break rules to make their workday easier. But there's good news. The researchers found that shaking up the order in which employees perform tasks can reduce rule-breaking. 
A new study finds that employees whose tasks are organized in a routine and repetitive way are more likely to break rules to make their workday simpler. But there's good news. The researchers found that shaking up the order in which employees perform tasks – even without changing the tasks themselves – can prevent rule-breaking. "What was surprising, but also encouraging, for me was that such a very subtle manipulation in the field and in the lab could create such an effect," says Smith School assistant professor Rellie Derfler-Rozin. 
Research by 