William P. Bottom

Washington University in St. Louis - John M. Olin Business School

Joyce and Howard Wood Professor in Business

One Brookings Drive

Campus Box 1133

St. Louis, MO 63130-4899

United States

http://www.olin.wustl.edu/faculty/bottom.html

SCHOLARLY PAPERS

16

DOWNLOADS
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Top 25,349

in Total Papers Downloads

2,295

SSRN CITATIONS

4

CROSSREF CITATIONS

4

Scholarly Papers (16)

1.

Keynes' Attack on the Versailles Treaty: An Early Investigation of the Consequences of Bounded Rationality, Framing, and Cognitive Illusions

International Negotiation, Forthcoming
Number of pages: 55 Posted: 12 Nov 2003
William P. Bottom
Washington University in St. Louis - John M. Olin Business School
Downloads 495 (68,037)

Abstract:

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2.

Psychological Foundations of the Behavioral Theory of Negotiation

IACM 2007 Meetings Paper
Number of pages: 27 Posted: 23 Mar 2008
William P. Bottom, Alexandra Mislin and Peter A Boumgarden
Washington University in St. Louis - John M. Olin Business School, American University - Kogod School of Business and Washington University in St. Louis
Downloads 447 (77,059)
Citation 1

Abstract:

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3.

Essence of Conflict: Cognitive Illusions, War Guilt, and the Origins of Appeasement

Number of pages: 67 Posted: 10 Oct 2004
William P. Bottom
Washington University in St. Louis - John M. Olin Business School
Downloads 379 (93,499)

Abstract:

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bounded rationality, cognitive illusions, organization

4.

On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: A Meta-Analysis

Number of pages: 75 Posted: 21 Jun 2013
Sudeep Sharma, William P. Bottom and Hillary Anger Elfenbein
Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis, Olin School of Business
Downloads 297 (122,386)
Citation 2

Abstract:

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negotiations, individual differences, personality, intelligence, cognitive ability, emotional intelligence

5.

Mental Accounting for Negotiation and Exchange

22nd Annual IACM Conference Paper
Number of pages: 31 Posted: 24 Oct 2009 Last Revised: 11 Nov 2009
Alexandra Mislin, William P. Bottom and Peter A Boumgarden
American University - Kogod School of Business, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis
Downloads 204 (177,476)
Citation 1

Abstract:

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Institutional Modifications of Majority Rule

Olin School of Business Working Paper
Number of pages: 31 Posted: 30 Jul 2002
Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - College of Arts & Sciences, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis - Department of Political Science
Downloads 188 (191,090)

Abstract:

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Voting, agenda control, veto power

Institutional Modifications of Majority Rule

Washington University, John M. Olin School of Business, Working Paper No. OLIN-98-07
Posted: 15 Feb 1999
Washington University in St. Louis - John M. Olin Business School, National Science Foundation, Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - College of Arts & Sciences and Washington University in St. Louis - Department of Political Science

Abstract:

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7.

Flying Bagels and Social Graces: The Impact of Strategic Expressions of Emotion on Distrust and Post Settlement Behavior

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 21 May 2010
Rachel Campagna, William P. Bottom, Dejun Kong and Alexandra Mislin
Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis and American University - Kogod School of Business
Downloads 184 (194,843)

Abstract:

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8.

An Empirical Evaluation of the Transitivity, Monotonicity, Accounting, and Conjoint Axioms for Perceived Risk

Organizational Behavior and Human Decision Processes, Vol. 45, No. 2, pp. 253-275
Number of pages: 23 Posted: 07 Jan 2009
Elke U. Weber and William P. Bottom
Princeton University - Department of Psychology and Washington University in St. Louis - John M. Olin Business School
Downloads 53 (444,327)
Citation 3

Abstract:

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9.

The Effects of Emotional Expressions in Negotiation: A Meta-Analysis and Future Directions for Research

Number of pages: 56 Posted: 29 Jul 2020
University of Illinois at Springfield, Washington University in St. Louis, Olin School of Business, University of South Australia Business School and Washington University in St. Louis - John M. Olin Business School
Downloads 48 (463,569)

Abstract:

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Negotiation, Bargaining, Affect, Emotion

10.

More than a Phase: Planning, Bargaining, and Implementation in Theories of Negotiation

Posted: 07 Sep 2017
Daisung Jang, Hillary Anger Elfenbein and William P. Bottom
University of Illinois, Urbana-Champaign, Washington University in St. Louis, Olin School of Business and Washington University in St. Louis - John M. Olin Business School

Abstract:

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11.

The (Negligible) Benefit of Moving First: Efficiency and Equity in Principal-Agent Negotiations

Group Decision and Negotiation. 22(3):499-518.
Posted: 05 Jun 2005 Last Revised: 20 Jan 2015
Andrew B. Whitford, Gary J. Miller and William P. Bottom
University of Georgia - Department of Public Administration and Policy, Washington University in St. Louis - Department of Political Science and Washington University in St. Louis - John M. Olin Business School

Abstract:

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Negotiation, Agency Theory, Social Exchange

12.

Building a Pathway to Cooperation: Negotiation and Social Exchange between Principal and Agent

Administrative Science Quarterly. 51(1):29-58.
Posted: 10 Oct 2004 Last Revised: 20 Jan 2015
Washington University in St. Louis - John M. Olin Business School, Washington University, Washington University in St. Louis - Department of Political Science, American University and University of Georgia - Department of Public Administration and Policy

Abstract:

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Negotiation, Gift Exchange, Principal Agent Theory

13.

Adaptive Aspirations and Contributions to a Public Good: Generic Advertising as a Response to Decline

Organizational Behavior and Human Decision Processes
Posted: 24 Mar 2003
Sandeep Krishnamurthy, William P. Bottom and Ambar G. Rao
University of Washington, Bothell - E-Commerce and Marketing, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis - John M. Olin Business School

Abstract:

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Generic advertising, public goods, adaptive aspirations

14.

Propagation of Individual Bias Through Group Judgment: Error in the Treatment of Asymmetrically Informative Signals

Posted: 09 Oct 2002
William P. Bottom, Krishna Ladha and Gary J. Miller
Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - Department of Economics and Washington University in St. Louis - Department of Political Science

Abstract:

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Jury Theorem, Bayes Theorem, Judgment Bias, Asymmetric Signals

15.

Negotiating Risks: Sources of Uncertainty and the Impact of Reference Points on Concession-Making and Settlements

OLIN-96-44
Posted: 23 Jul 1997
William P. Bottom
Washington University in St. Louis - John M. Olin Business School

Abstract:

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16.

Cross-Cultural Differences in Risk Perception: A Model- Based Approach

OLIN-96-45
Posted: 09 Jul 1997
Robert N. Bontempo, William P. Bottom and Elke U. Weber
Columbia Business School - International Business, Washington University in St. Louis - John M. Olin Business School and Princeton University - Department of Psychology

Abstract:

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