Negotiation, Organizations & Markets
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- September–October 2022
- Article
Case Study: What's the Right Career Move After a Public Failure?
By: Jon M. Jachimowicz and Francesca Gino“Reunions are for happy people,” Mariani Kallis said to her friend Whitney on the phone. “I’m not going.” “Come on, it won’t be the same without you,” Whitney pleaded. “Besides, no one is happy right now. Everyone’s life is a mess.” “I’m pretty sure none of our other classmates was asked to step down from their CEO job last month,” Mariani said wryly. Whitney laughed. The two had been close friends since they met their first year at Columbia Business School. They texted pretty much every day, but Whitney had called to make a case for why her friend should fly up to New York City from Atlanta, where she lived with her husband and teenage daughter, to attend their 25th reunion. Mariani wasn’t in the mood to be convinced. She dreaded having to explain her unceremonious exit from what she thought was her dream job: CEO of Acid Fitness. When she’d been offered the chance to lead a chain of gyms that focused on high intensity interval training and the mental health benefits of exercise, she’d jumped at the opportunity. Since graduating from business school, Mariani had held marketing and leadership positions at major sports and fitness companies and had gained a reputation for taking on big challenges and succeeding. The top job at Acid Fitness seemed like the natural next step.
- September–October 2022
- Article
Case Study: What's the Right Career Move After a Public Failure?
By: Jon M. Jachimowicz and Francesca Gino“Reunions are for happy people,” Mariani Kallis said to her friend Whitney on the phone. “I’m not going.” “Come on, it won’t be the same without you,” Whitney pleaded. “Besides, no one is happy right now. Everyone’s life is a mess.” “I’m pretty sure none of our other classmates was asked to step down from their CEO job last month,” Mariani said...
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- October 2022
- Article
When Does Moral Engagement Risk Triggering a Hypocrite Penalty?
By: Jillian J. Jordan and Roseanna SommersSociety suffers when people stay silent on moral issues. Yet people who engage morally may appear hypocritical if they behave imperfectly themselves. Research reveals that hypocrites can—but do not always—trigger a “hypocrisy penalty,” whereby they are evaluated as more immoral than ordinary (non-hypocritical) wrongdoers. This pattern reflects that moral engagement can confer reputational benefits, but can also carry reputational costs when paired with inconsistent moral conduct. We discuss mechanisms underlying these costs and benefits, illuminating when hypocrisy is (and is not) evaluated negatively. Our review highlights the role that dishonesty and other factors play in engendering disdain for hypocrites, and offers suggestions for how, in a world where nobody is perfect, people can engage morally without generating backlash.
- October 2022
- Article
When Does Moral Engagement Risk Triggering a Hypocrite Penalty?
By: Jillian J. Jordan and Roseanna SommersSociety suffers when people stay silent on moral issues. Yet people who engage morally may appear hypocritical if they behave imperfectly themselves. Research reveals that hypocrites can—but do not always—trigger a “hypocrisy penalty,” whereby they are evaluated as more immoral than ordinary (non-hypocritical) wrongdoers. This pattern reflects...
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- 2022
- Working Paper
Perceived Job Difficulty Influences Unionization Support for Workers in Low-Wage Jobs
Unionization is a critical way that workers in low-wage jobs have pushed large companies to improve labor conditions. In this research, we highlight a novel factor that prevents people from supporting unionization for workers in low-wage jobs: the perceived difficulty of these jobs. Across four studies (N=1,239), we document an association between perceptions of job difficulty and support for the collective organizing of workers across a range of low-wage jobs. We show that manipulating perceptions of the difficulty of one’s job can improve support for worker unionization efforts. These findings suggest that one mechanism to increase support for worker unionization efforts is through the language used to describe low-wage jobs.
- 2022
- Working Paper
Perceived Job Difficulty Influences Unionization Support for Workers in Low-Wage Jobs
Unionization is a critical way that workers in low-wage jobs have pushed large companies to improve labor conditions. In this research, we highlight a novel factor that prevents people from supporting unionization for workers in low-wage jobs: the perceived difficulty of these jobs. Across four studies (N=1,239), we document an association between...
About the Unit
The NOM Unit seeks to understand and improve the design and management of systems in which people make decisions: that is, design and management of negotiations, organizations, and markets. In addition, members of the group share an abiding interest in the micro foundations of these phenomena.
Our work is grounded in the power of strategic interaction to encourage individuals and organizations to create and sustain value (in negotiations, in organizations, and in markets). We explore these interactions through diverse approaches: Although many of us have training in economics, we also have members with backgrounds in social psychology, sociology, and law.
NOM seeks to apply rigorous scientific methods to real-world problems -- producing research and pedagogy that is compelling to both the academy and practitioners.
Recent Publications
Case Study: What's the Right Career Move After a Public Failure?
- September–October 2022 |
- Article |
- Harvard Business Review
When Does Moral Engagement Risk Triggering a Hypocrite Penalty?
- October 2022 |
- Article |
- Current Opinion in Psychology
Sarah Robb O‘Hagan: The Rocky Road of Passion
- August 2022 |
- Teaching Note |
- Faculty Research
Perceived Job Difficulty Influences Unionization Support for Workers in Low-Wage Jobs
- 2022 |
- Working Paper |
- Faculty Research
Atlanta Ransomware Attack (B)
- August 2022 |
- Supplement |
- Faculty Research
Atlanta Ransomware Attack (A)
- August 2022 |
- Case |
- Faculty Research
Racial Discrimination on Airbnb (B)
- August 2022 |
- Supplement |
- Faculty Research
Real Estate iBuying
- August 2022 |
- Technical Note |
- Faculty Research