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UI Study: CEOs Overconfident in Negotiating Skills

A new study on CEOs has found that many of them are overconfident about their own negotiating skills and overlook the element of luck in successful mergers, acquisitions, and other deals. Authored by MATTHEW T. BILLETT and YIMING QIAN of the University of Iowa, the study, entitled "Are Overconfident CEOs Born or Made? Evidence of Self-Attribution Bias from Frequent Acquirers," discusses how behavioral biases control how CEOs make important managerial decisions. The authors said that one of the most important decisions top managers have to make is whether they want to go ahead with mergers and acquisitions.


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