Dean Croson is a behavioral and experimental economist. She is an expert in negotiation and bargaining, including how people negotiate, what tactics are effective and ineffective, win-lose versus win-win negotiation, negotiating via technology (phone/email/video-conference) versus face-to-face, cross-cultural negotiation, gender differences in negotiation, negotiating your job offer, negotiating within the family.
Other areas of expertise include behavioral finance, both how individuals make financial decisions and how financial markets might be biased; charitable giving, how individuals make decisions around contributions to charity and other pro-social behavior; and gender differences in decision-making. A final area of academic expertise is behavioral operations management, examining how managers make inventory and supply chain decisions and how they can be improved.
Finally, due to her administrative position, Dean Croson is available to discuss issues of leadership, especially women’s leadership and leadership in academia.
Industry Expertise (4)
Areas of Expertise (8)
Harvard University: Ph.D., Economics 1994
Harvard University: M.A., Economics 1992
University of Pennsylvania: B.A., Economics and Philosophy 1990
- American Economic Association
Tips from negotiation experts for truly happy holidays
The Conversation (US)
I had the most awesome Thanksgiving this year.
My husband took our two boys, ages 8 and 10, to his family’s celebration, and I had five days of uninterrupted sleep, fun with friends and grownup time. Don’t get me wrong; I love my husband’s family and I believe that holidays are important opportunities for making memories. But I desperately needed a break, and I got one. And my husband and kids were delighted by the outcome as well...
Research Grants (14)
NSF Grant #SES-0943449
With Catherine Eckel, James Murdoch
NSF Grant #BCS-0905060
With Daniel Arce, Chetan Dave, Catherine Eckel, Enrique Fatas, Charles Holt
NSF Grant #BCS-0905044
With Daniel Arce, Chetan Dave, Catherine Eckel, Enrique Fatas
NSF Grant #SES-0752855
With Catherine Eckel, Angela Milano
Corporation for Public Broadcasting
With Yue (Jen) Shang
Instituto Valenciano de Investigaciones Economicas
With Enrique Fatas
Aspen Institute Grant
With Yue (Jen) Shang
NSF Grant #SBE-0351166
Dissertation support for Yue (Jen) Shang
NSF Grant #SBE-0317755
With Fran Blau, Janet Currie, Kim-Marie McGoldrick, John Siegfried
NSF Grant #SBR-0214337
With Elena Katok
General Motors Research Grant
With Barry Silverman
Ford Motor Company Matching NSF CAREER Grant
NSF CAREER Grant #SBR-9876079
NSF Grant #SBR-9753130
Journal Articles (8)
Rachel Croson, Nicolas Treich
Environmental issues provide a rich ground for identifying the existence and consequences of human limitations. In this paper, we present a growing literature lying at the interface between behavioral and environmental economics. This literature identifies alternative solutions to traditional economic instruments in environmental domains that often work imperfectly. But it also faces a set of challenges, including the difficulty of computing welfare effects, and the identification of a robust environmental policy based on context-dependent (socio-) psychological effects. We illustrate our critical discussion with two behavioral schemes that have been widely implemented: “green nudges” and “corporate environmental responsibility.” Copyright Springer Science+Business Media Dordrecht 2014
Angela C.M. de Oliveira, Rachel Croson, Catherine Eckel
One commonly used strategy in charitable fundraising is sharing names and contact information of donors between organizations, even those whose missions are unrelated. The efficacy of this practice hinges on the existence of “giving types,” that is, a positive correlation at the individual level between giving to one organization and to another. We run an experiment using a non-student sample (an artifactual field experiment) in which participants have the opportunity to donate to multiple charitable organizations.
Rachel Croson, Uri Gneezy
This paper reviews the literature on gender differences in economic experiments. In the three main sections, we identify robust differences in risk preferences, social (other-regarding) preferences, and competitive preferences. We also speculate on the source of these differences, as well as on their implications. Our hope is that this article will serve as a resource for those seeking to understand gender differences and to use as a starting point to illuminate the debate on gender-specific outcomes in the labor and goods markets.
Jen Shang, Rachel Croson
We study the effect of social information on the voluntary provision of public goods. Competing theories predict that others' contributions might be either substitutes or complements to one's own. We demonstrate a positive social information effect on individual contributions, supporting theories of complementarities. We find the most influential level of social information is drawn from the 90th to 95th percentile of previous contributions. We furthermore find the effect to be significant for new members but not for renewing members. In the most effective condition, social information increases contributions by 12%($13). These increased contributions do not crowd out future contributions.
Rachel Croson, Peter Fishman, and Devin G. Pope
The popularity of poker has exploded in recent years.
The premier event, the World Series of Poker Main
Event, which costs $10,000 to enter, has increased
from a field of six in 1971 to 839 in 2003 and 5,619 in 2005.
Broadcasts of poker tournaments can frequently be found on television stations such as ESPN, Fox Sports, the Travel Channel, Bravo, and the Game Show Network. These tournaments consistently receive high television ratings.
Rachel Croson, James Sundali
Research on decision making under uncertainty demonstrates that intuitive ideas of randomness depart systematically from the laws of chance. Two such departures involving random sequences of events have been documented in the laboratory, the gambler’s fallacy and the hot hand. This study presents results from the field, using videotapes of patrons gambling in a casino, to examine the existence and extent of these biases in naturalistic settings. We find small but significant biases in our population, consistent with those observed in the lab.
This article extends the growing body of research on computer-mediated communication to a negotiations setting. The author compares face-to-face negotiation outcomes with computermediated negotiation outcomes using an integrative (win-win) negotiation. There were two main results of interest. First, computer-mediated final agreements are somewhat more integrative than those negotiated face-to-face, suggesting there is no efficiency loss from negotiating long distance using information technology. Second, computer-mediated agreements tend to be significantly more equal than face-to-face agreements.
Rachel Croson, Maurice Schweitzer
The Impact of Direct Questions on Lies and Omissions