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Decision Making & Negotiations

See the latest research, articles and faculty on the Decision Making & Negotiations Area of Expertise at Columbia Business School.

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Decision Making & Negotiations

Decision Making & Negotiations Research

The Sleeper Effect: An Awakening

Authors
Noel Capon and James Hulbert
Date
January 1, 1973
Format
Journal Article
Journal
Public Opinion Quarterly

An examination of research studies that assume the existence of the sleeper effect concept has revealed surprising results: this effect may be observed only under certain restrictive design conditions-with subsets of the population divided on the basis of personality characteristics.

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Municipal Labor Relations: The New York City Experience

Authors
Raymond Horton
Date
December 1, 1971
Format
Journal Article
Journal
Social Science Quarterly

The degeneration of orderly relationships between city governments and their employees seriously complicates the nature of government and democracy in urban America. While most cities have not yet experienced major minimal labor breakdowns, most city governments do suffer from seemingly chronic conditions, like inadequate revenues and spiraling costs, which easily can serve as catalysts for municipal labor crises. Data show that serious labor relations problems are no longer limited to a few unfortunate cities like New York, the subject of this study.

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Marketing and Management Science

Authors
William A. Clark and Don Sexton
Date
January 1, 1970
Format
Book
Publisher
Irwin

Historically, when a major new type of machine has been built, men have at first been too apprehensive about what it would do to them immediately. Then, after it has been around for a while and hasn?t put them out of work, they have become too complacent about what its longer term effects would be. Today, many marketers behave as though they were in the stage of overcomplacency about the long-range impact of the computer. They seem sure it is not a near-term threat, so they give it mostly mundane chores and, in a sense, assume it will always be simply a routine data processor.

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Beyond the Balance Sheet Model of Banking: Implications for Bank Regulation and Monetary Policy

Authors
Greg Buchak, Gregor Matvos, Tomasz Piskorski, and Amit Seru
Date
Forthcoming
Format
Journal Article
Journal
Journal of Political Economy

Bank balance sheet lending is commonly viewed as the predominant form of lending. We document and study two margins of adjustment that are usually absent from this view using microdata in the $10 trillion U.S. residential mortgage market. We first document the limits of the shadow bank substitution margin: shadow banks substitute for traditional “deposit-taking” banks in loans which are easily sold, but are limited from activities requiring on-balance-sheet financing.

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Informational frictions and the credit crunch

Authors
Olivier Darmouni
Date
Format
Journal Article

In this paper, I estimate the magnitude of an informational friction limiting credit reallocation to firms during the 2007 to 2009 financial crisis. Because lenders rely on private information when deciding which relationship to end, borrowers looking for a new lender are adversely selected. I show how to separately identify private information from information common to all lenders but unobservable to the econometrician by using bank shocks within a discrete choice model of relationships.

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Home Bias in Equity Markets: International and Intranational Evidence

Authors
Gur Huberman
Date
Format
Chapter
Book
Intranational Macroeconomics
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Setting Up the Gap? Gender Differences in Initial Salary Offers

Authors
Shiya Wang and Adina Sterling
Date
Format
Working Paper

One common explanation for the gender wage gap is that women and men have different negotiation behaviors in labor markets. Yet, scholars also suggest that the gender wage gap reflects differences in initial salary offers provided to women and men that vary apart from negotiations. A challenge in parsing these explanations has been that salaries, not salary offers, have been studied previously by researchers. In this study we use proprietary data on nearly 300,000 initial salary offers from thousands of employers to job candidates in the U.S. from 2017 to 2020.

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Rise of the New Conglomerates

Authors
Kathryn Harrigan
Date
Forthcoming
Format
Working Paper

We propose a view of conglomerates that is at odds with what was seen in the implementation of highly unrelated diversification strategies pursued in the 1960s. Many of their differences emanated from development of the Internet’s enhanced computing power which facilitated greater controls as well as significant scalability.

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A Recipe for Creating Recipes: An Ingredient Embedding Approach

Authors
Sibel Sozuer, Oded Netzer, and Kriste Krstovski
Date
Format
Working Paper

An idea is a collection of existing concepts or words. What makes an idea original or appealing is how these concepts or words are combined in the context in which they appear. Similarly, a food recipe is a combination of ingredients, and it is often evaluated based on how these ingredients fit together to form the whole. In this research, we leverage representation learning methods, specifically word embeddings, to measure the fit among ingredients in the recipe and capture the possibly complex interactions between these ingredients.

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