Ben Heller
Biographic Data
| ID | 6946758 |
|---|---|
| NAME | Ben Heller |
| GIVEN NAMES | Ben |
| FAMILY NAME | Heller |
| SIGNATURE | BEN HELLER |
| AFFILIATIONS | Reichman University |
| ORCID | 0000-0003-0805-8170 |
| VERIFIED | Yes |
| TOTAL WORKS | 3 |
| TOTAL CITATIONS | 0 |
| AUTHOR COUNT | 3 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2021 |
| LATEST PUBLICATION YEAR | 2023 |
| H-INDEX | 0 |
Low Power, First Offers, and Reservation Prices
Although most scholars recommend making the first offer in negotiations, recent research and practitioners' experience have uncovered a second-mover advantage in certain situations. In the current article, we explore this first- versus second-mover dynamic by investigating the circumstances under which negotiators would make less favorable first offers than they would receive were they to move second, focusing on the effects of negotiation power …
To Bid or Not to Bid? That is the Question! First- Versus Second-Mover Advantage in Negotiations
For the past two decades, negotiation research has established a first-mover advantage based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first offers serve as anchors that affect both counteroffers and settlement prices. Consequently, management education—including negotiation articles, books, courses, and seminars—often recommends that negotiators move first to “anchor” their counterparts. Nonetheless, a grow…
Internship Not Hardship
Background: Job satisfaction is a key factor in organizational growth and success. Intern satisfaction, on the contrary, has not received much attention, despite its effect on all relevant players. Purpose: The purpose of this study is to examine factors affecting intern satisfaction in startup companies through the lens of the Job Characteristics Model (JCM) and additional work environment characteristics. Methodology/Approach: A total of 434 un…
No prominent works on this page.
Internship Not Hardship
Background: Job satisfaction is a key factor in organizational growth and success. Intern satisfaction, on the contrary, has not received much attention, despite its effect on all relevant players. Purpose: The purpose of this study is to examine factors affecting intern satisfaction in startup companies through the lens of the Job Characteristics Model (JCM) and additional work environment characteristics. Methodology/Approach: A total of 434 un…
Low Power, First Offers, and Reservation Prices
Although most scholars recommend making the first offer in negotiations, recent research and practitioners' experience have uncovered a second-mover advantage in certain situations. In the current article, we explore this first- versus second-mover dynamic by investigating the circumstances under which negotiators would make less favorable first offers than they would receive were they to move second, focusing on the effects of negotiation power …
To Bid or Not to Bid? That is the Question! First- Versus Second-Mover Advantage in Negotiations
For the past two decades, negotiation research has established a first-mover advantage based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first offers serve as anchors that affect both counteroffers and settlement prices. Consequently, management education—including negotiation articles, books, courses, and seminars—often recommends that negotiators move first to “anchor” their counterparts. Nonetheless, a grow…
Psychology (3 works) · Social Psychology (3 works) · Business (2 works) · Conflict Management and Negotiation (2 works) · Economics (2 works) · Law (2 works) · Negotiation (2 works) · Outsourcing and Supply Chain Management (2 works) · Political science (2 works) · Applied Psychology (1 works)