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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

Mortgage Market Design: Lessons from the Great Recession

Authors
Tomasz Piskorski and Amit Seru
Date
January 1, 2018
Format
Journal Article
Journal
Brookings Papers on Economic Activity

The rigidity of mortgage contracts and a variety of frictions in the design of the market and the intermediation sector hindered efforts to restructure or refinance household debt in the aftermath of the financial crisis. In this paper, we focus on understanding the design and implementation challenges of ex ante and ex post debt relief solutions that are aimed at a more efficient sharing of aggregate risk between borrowers and lenders.

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Savings Gluts and Financial Fragility

Authors
Patrick Bolton, Tano Santos, and Jose Scheinkman
Date
December 20, 2017
Format
Working Paper

Originators produce higher quality assets at a private cost. These assets can either be bought by informed intermediaries or sold in a pool with low quality assets. Savings gluts diminish origination incentives because they compress the spread between the price paid for high quality assets and the price paid for the pool. The narrowing of the spreads relaxes borrowing constraints, which results in higher leverage. Thus savings gluts generate financial fragility — the sensitivity of financial intermediaries' equity to unforeseen contingencies.

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Alpha decay

Authors
Rick Di Mascio, Anton Lines, and Narayan Naik
Date
November 22, 2017
Format
Working Paper

Using a novel sample of professional asset managers, we document positive incremental alpha on newly purchased stocks that decays over twelve months. While managers are successful forecasters at these short-to-medium horizons, their average holding period is substantially longer (2.2 years). Both slow alpha decay and the horizon mismatch can be explained by strategic trading behavior.

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Interest Rate Pass-Through: Mortgage Rates, Household Consumption, and Voluntary Deleveraging

Authors
Marco Di Maggio, Amir Kermani, Ben Keys, Tomasz Piskorski, Rodney Ramcharan, Amit Seru, and Vincent Yao
Date
November 1, 2017
Format
Journal Article
Journal
American Economic Review

Exploiting variation in the timing of resets of adjustable rate mortgages (ARMs), we find that a sizable decline in mortgage payments (up to 50%) induces a significant increase in car purchases (up to 35%). This effect is attenuated by voluntary deleveraging. Borrowers with lower incomes and housing wealth have significantly higher marginal propensity to consume. Areas with a larger share of ARMs were more responsive to lower interest rates and saw a relative decline in defaults and an increase in house prices, car purchases, and employment.

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Search predicts and changes patience in intertemporal choice

Authors
Crystal Reeck, Daniel Wall, and Eric Johnson
Date
October 23, 2017
Format
Journal Article
Journal
Proceedings of the National Academy of Sciences

Intertemporal choice impacts many important outcomes, such as decisions about health, education, wealth, and the environment. However, the psychological processes underlying decisions involving outcomes at different points in time remain unclear, limiting opportunities to intervene and improve people’s patience. This research examines information-search strategies used during intertemporal choice and their impact on decisions. In experiment 1, we demonstrate that search strategies vary substantially across individuals.

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An Experience-Utility Explanation of the Preference for Larger Assortments

Authors
Aylin Aydinli, Yangjie Gu, and Michel Tuan Pham
Date
September 1, 2017
Format
Journal Article
Journal
International Journal of Research in Marketing

Although choosing from large assortments has often been found to be demotivating, a robust finding in the marketing literature is that consumers generally prefer larger product assortments. Standard explanations for this preference for larger assortments have focused on reason-based considerations revolving around large assortments enabling potentially “better” choices. This paper offers a different and novel, affect-based explanation.

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Shareholder Activism and Voluntary Disclosure

Authors
Thomas Bourveau and Jordan Schoenfeld
Date
September 1, 2017
Format
Journal Article
Journal
Review of Accounting Studies

We examine the relation between shareholder activism and voluntary disclosure. An important consequence of voluntary disclosure is less adverse selection in the capital markets. One class of traders that finds less adverse selection unprofitable is activist investors who target mispriced firms whose valuations they can improve. Consistent with this idea, we find that managers issue earnings and sales forecasts more frequently when their firm is more at risk of attack by activist investors, and that these additional disclosures reduce the likelihood of becoming an activist's target.

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"I can't pay more" versus "It's not worth more": Divergent effects of constraint and disparagement rationales in negotiations

Authors
Alice J. Lee and Daniel Ames
Date
July 1, 2017
Format
Journal Article
Journal
Organizational Behavior and Human Decision Processes

Past research paints a mixed picture of rationales in negotiations: Some findings suggest rationales might help, whereas others suggest they may have little effect or backfire. Here, we distinguish between two kinds of rationales buyers commonly employ — constraint rationales (referring to one's own limited resources) and disparagement rationales (involving critiques of the negotiated object) — and demonstrate their divergent effects.

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Mobile Apps and Financial Decision Making

Authors
Bruce Carlin, Arna Olafsson, and Michaela Pagel
Date
July 1, 2017
Format
Journal Article
Journal
Review of Finance

We exploit the release of a mobile application for a financial aggregation platform to analyze how technology adoption changes consumer financial decision making. The app reduced the cost of accessing personal financial information, and we find that this led to a drop in non-sufficient fund (NSF) fees. Because of the manner in which these fees are incurred, this represents an unambiguous welfare improvement for users of the platform. The leading explanation for this result appears to be mistake avoidance due to easier access to information.

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