Max H. Bazerman | Academic Influence

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Max H. Bazerman

Communications

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Communications

Max H. Bazerman's Degrees

Bachelors Psychology Northwestern University

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Why Is Max H. Bazerman Influential?

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According to Wikipedia, Max Hal Bazerman is an author and researcher whose work focuses on negotiation, behavioral economics, and ethics. In his most recent book, Better, Not Perfect, Bazerman provides insight into how individuals can make better decisions for themselves and for the world. In their 2020 book The Power of Experiments, Bazerman and Michael Luca describe how technology companies and other organizations are increasingly relying on randomized control trials to test their ideas, generating both benefits and costs for society at large. Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School. In 2019, he received the Lifetime Achievement Award from the Organizational Behavior Division of the Academy of Management.

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Max H. Bazerman's Published Works

Number of citations in a given year to any of this author's works

Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author

Published Works

Judgment in Managerial Decision Making (1990) (1900)
Social Utility and Decision Making in Interpersonal Contexts (1989) (1151)
Preference Reversals between Joint and Separate Evaluations of Options: A Review and Theoretical Analysis (1999) (772)
Cognition and Rationality in Negotiation (1991) (576)
Conflicts Of Interest And The Case Of Auditor Independence: Moral Seduction And Strategic Issue Cycling (2006) (564)
Goals Gone Wild: The Systematic Side Effects of Overprescribing Goal Setting (2009) (549)
BLIND SPOTS IN INDUSTRY AND COMPETITOR ANALYSIS: IMPLICATIONS OF INTERFIRM (MIS)PERCEPTIONS FOR STRATEGIC DECISIONS (1991) (536)
The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes (1985) (507)
Blind Spots: Why We Fail to Do What's Right and What to Do about It (2011) (498)
Dishonest Deed, Clear Conscience: When Cheating Leads to Moral Disengagement and Motivated Forgetting (2011) (485)
negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences (1998) (445)
The Impossibility of Auditor Independence (1997) (399)
Why good accountants do bad audits. (2002) (385)
How Can Decision Making Be Improved? (2009) (360)
Bounded Ethicality as a Psychological Barrier to Recognizing Conflicts of Interest (2005) (337)
Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end (2012) (332)
When perspective taking increases taking: reactive egoism in social interaction. (2006) (330)
I Won the Auction But Don't Want the Prize (1983) (324)
Judgement in Managerial Decision Making (2003) (314)
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration (1983) (307)
Escalation of commitment in individual and group decision making (1984) (287)
'A MATTER OF TRUST' : EFFECTS OF COMMUNICATION ON THE EFFICIENCY AND DISTRIBUTION OF OUTCOMES (1998) (273)
How (un) ethical are you? (2003) (267)
Predictable surprises: the disasters you should have seen coming. (2003) (266)
Ethical Leadership and the Psychology of Decision Making (2001) (259)
Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty (2012) (252)
Reversals of preference in allocation decisions: Judging an alternative versus choosing among alternatives (1992) (251)
Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How That Knowledge Can Help Us Reduce Short-Sighted Decision Making (2008) (245)
When misconduct goes unnoticed: The acceptability of gradual erosion in others’ unethical behavior (2009) (238)
TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES (1990) (237)
Individual Preferences for Giving ∗ (2005) (233)
Negotiating in Organizations (1983) (229)
Social psychology of absenteeism (1982) (212)
Improving negotiation effectiveness under final offer arbitration: The role of selection and training. (1982) (205)
Interlocking Directorates: A Strategy for Reducing Environmental Uncertainty (1981) (204)
Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions (2001) (188)
A Limited Rationality Model of Interlocking Directorates. (1983) (187)
Nameless + harmless = blameless: When seemingly irrelevant factors influence judgment of (un)ethical behavior (2010) (187)
Egocentric Interpretations of Fairness in Asymmetric, Environmental Social Dilemmas: Explaining Harvesting Behavior and the Role of Communication (1996) (183)
Power and Goal Setting in Channel Negotiations (1986) (177)
When Performance Trumps Gender Bias: Joint vs. Separate Evaluation (2016) (173)
How Communication Improves Efficiency in Bargaining Games (2002) (172)
Self-interest and fairness in problems of resource allocation: allocators versus recipients. (1997) (167)
Performance Evaluation in a Dynamic Context: A Laboratory Study of the Impact of a Prior Commitment to the Ratee (1982) (167)
Heuristics in Negotiation: Limitations to Effective Dispute Resolution (1983) (156)
Negotiator Judgment (1983) (154)
An evaluation of learning in the bilateral winner's curse (1991) (152)
The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are (2007) (146)
Future Lock-In: Future Implementation Increases Selection of 'Should' Choices (2007) (144)
Consumer Research for Consumers (2001) (142)
Environment, ethics, and behavior : the psychology of environmental valuation and degradation (1998) (141)
The Relevance of Kahneman and Tversky's Concept of Framing to Organizational Behavior (1984) (140)
Bounded awareness: what you fail to see can hurt you (2007) (130)
Dirty Work, Clean Hands: The Moral Psychology of Indirect Agency (2009) (130)
I’ll have the ice cream soon and the vegetables later: A study of online grocery purchases and order lead time (2010) (125)
Conflict of interest and the intrusion of bias (2010) (124)
Decisions without blinders. (2006) (121)
Divergent Expectations as a Cause of Disagreement in Bargaining: Evidence from a Comparison of Arbitration Schemes." (1989) (120)
Conducting Influential Research: The Need for Prescriptive Implications (2005) (120)
The General Basis of Arbitrator Behavior: an Empirical Analysis of Conventional and Final-Offer Arbitration (1984) (120)
Group negotiation: Effects of decision rule, agenda, and aspiration. (1988) (120)
The Social Psychology of Ordinary Ethical Failures (2004) (118)
Understanding the Influence of Environmental Standards on Judgments and Choices (2000) (117)
Explaining how preferences change across joint versus separate evaluation (1999) (114)
Negotiation in Small Groups (1989) (114)
Climate Change as a Predictable Surprise (2005) (113)
No Harm, No Foul: The Outcome Bias in Ethical Judgments (2009) (113)
The costs and benefits of undoing egocentric responsibility assessments in groups. (2006) (111)
Negotiator cognition and rationality: A behavioral decision theory perspective (1992) (109)
Norms of Distributive Justice in Interest Arbitration (1985) (108)
States of Affairs and States of Mind: The Effect of Knowledge of Beliefs (1995) (103)
Betting on the future: the virtues of contingent contracts. (1999) (99)
Ethical blind spots: explaining unintentional unethical behavior (2015) (98)
Power balance and the rationality of outcomes in matching markets. (1991) (97)
Integrative bargaining in a competitive market (2015) (97)
Highbrow Films Gather Dust: Time-Inconsistent Preferences and Online DVD Rentals (2009) (95)
Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations (1994) (94)
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (2007) (92)
Changing Practice on Sustainability: Understanding and Overcoming the Organizational and Psychological Barriers to Action (2007) (91)
The Inconsistent Role of Comparison Others and Procedural Justice in Reactions to Hypothetical Job Descriptions: Implications for Job Acceptance Decisions (1994) (90)
What we want to do versus what we think we should do: an empirical investigation of intrapersonal conflict (2002) (89)
Perceptions of Fairness in Interpersonal and Individual Choice Situations (1995) (86)
Blind loyalty? When group loyalty makes us see evil or engage in it (2016) (85)
Cognitions and behavior in asymmetric social dilemmas: a comparison of two cultures. (2002) (85)
The inconsistent evaluation of absolute versus comparative payoffs in labor supply and bargaining (1996) (83)
Focusing Failures in Competitive Environments: Explaining Decision Errors in the Monty Hall Game, the Acquiring a Company Problem, and Multiparty Ultimatums (2003) (83)
Bounded Awareness: Implications for Ethical Decision Making (2016) (81)
Negotiating rationally: the power and impact of the negotiator's frame (1992) (81)
Psychological Influence in Negotiation: An Introduction Long Overdue (2008) (80)
Ultimatum Bargaining with a Group: Underestimating the Importance of the Decision Rule (1997) (77)
Institutionalization of Planned Organizational Change (1978) (77)
Negotiating over Time: Impediments to Integrative Solutions (1995) (75)
Reports Of Solving The Conflicts Of Interest In Auditing Are Highly Exaggerated (2006) (72)
Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences (1998) (69)
The Effect of Agents and Mediators on Negotiation Outcomes (1992) (68)
Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes (2009) (67)
The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are (2010) (67)
Overcoming Focusing Failures in Competitive Environments (2004) (65)
Social Decision Making : Social Dilemmas, Social Values, and Ethical Judgments (2009) (63)
A Mixed-Motive Perspective on the Economics Versus Environment Debate (1999) (63)
The role of modeling processes in the “knee deep in the big muddy” phenomenon (1984) (60)
Impact of personal control on performance: Is added control always beneficial? (1982) (60)
Conflicts of interest: Challenges and solutions in business, law, medicine, and public policy. (2005) (59)
Perspectives for Understanding Negotiation (1985) (58)
Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research (1991) (57)
Ethical breakdowns. (2011) (56)
Is it time for auditor independence yet (2011) (56)
Bounded Awareness: Focusing Failures in Negotiation (2004) (56)
The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiations (1996) (54)
Groups as mixed motive negotiations (1988) (54)
Cognitions in Organizations (1996) (53)
Auditor Independence, Conflict of Interest, and the Unconscious Intrusion of Bias (2003) (52)
Arbitrator Decision Making: When are Final Offers Important? (1983) (52)
The Human Mind as a Barrier to Wiser Environmental Agreements (1999) (50)
Broadening behavioral decision research: Multiple levels of cognitive processing (1999) (50)
Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection (2002) (50)
On Good Scholarship, Goal Setting, and Scholars Gone Wild (2009) (48)
The Power of Noticing: What the Best Leaders See (2014) (47)
Agents as information brokers: The effects of information disclosure on negotiated outcomes (1992) (47)
Economics Wins, Psychology Loses, and Society Pays (2005) (46)
The Death and Rebirth of the Social Psychology of Negotiation (2007) (46)
A Perspective on Negotiation Research in Accounting and Auditing (1990) (46)
Enlarging the Societal Pie Through Wise Legislation: A Psychological Perspective (2006) (45)
When Performance Trumps Gender Bias: Joint Versus Separate Evaluation (2012) (45)
You Can't Enlarge The Pie: Six Barriers To Effective Government (2002) (45)
The winner's curse in bilateral negotiations (2015) (44)
Megastudies improve the impact of applied behavioural science (2021) (44)
Morality Rebooted: Exploring Simple Fixes to Our Moral Bugs (2014) (43)
A Decision-Making Perspective to Negotiation : A Review of the Past and a Look to the Futurenejo (2009) (42)
Profit Maximization Versus Disadvantageous Inequality: The Impact of Self-Categorization (2004) (42)
Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents (2011) (41)
A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future (2009) (41)
Shortcomings of neutrality in mediation: Solutions based on rationality (1996) (40)
Overcoming the outcome bias: Making intentions matter (2016) (40)
The Effect of Externally set Goals on Reaching Integrative Agreements in Competitive Markets (2015) (38)
Why Is There Disagreement in Bargaining (1987) (38)
See No Evil: When We Overlook Other People's Unethical Behavior (2008) (38)
Editor's Comments: Bringing in Consumers (2003) (36)
The Good, the Bad, and the Ugly of Perspective Taking in Groups (2004) (36)
Veil-of-ignorance reasoning favors the greater good (2019) (35)
Joint Evaluation as a Real-World Tool for Managing Emotional Assessments of Morality (2011) (35)
The study of ‘real’ decision making (2001) (34)
Ceremonial occasions and mortality: a second look. (1980) (33)
Dyadic processes of disclosure and reciprocity in bargaining with communication (2003) (32)
On the Robustness of the Winner's Curse Phenomenon (2007) (32)
Ethics for the 21st Century: A Decision Making Approach (1996) (31)
Signing at the beginning versus at the end does not decrease dishonesty (2020) (31)
Changing Environmental Practice: Understanding and Overcoming the Organizational and Psychological Barriers (2005) (30)
Contemporary research directions in the study of negotiations in organizations: A selective overview (1985) (30)
Reducing Bounded Ethicality: How to Help Individuals Notice and Avoid Unethical Behavior (2015) (29)
Institutions as Barriers and Enablers to Negotiated Agreements: Institutional Entrepreneurship and the Plum Creek Habitat Conservation Plan (2002) (29)
Stretching the Effectiveness of Analogical Training in Negotiations: Teaching Diverse Principles for Creating Value (2008) (28)
The Winner's Curse: An Empirical Investigation (1983) (27)
The Malleability of Environmentalism (2007) (26)
When 'Sacred' Issues Are at Stake (2008) (26)
Cognitive Barriers to Environmental Action: Problems and Solutions (2011) (25)
Dishonest Deed, Clear Conscience: Self-Preservation Through Moral Disengagement and Motivated Forgetting (2009) (25)
Negotiation, decision making and conflict management (2005) (24)
Ethical Breakdowns: Good People often Let Bad Things Happen. Why? (2011) (22)
Bounded Ethicality and Ethical Fading in Negotiations: Understanding Unintended Unethical Behavior (2019) (21)
Matching and negotiation processes in quasi-markets (1989) (21)
In Favor of Clear Thinking: Incorporating Moral Rules Into a Wise Cost-Benefit Analysis—Commentary on Bennis, Medin, & Bartels (2010) (2010) (21)
Is saving lives your task or God’s? Religiosity, belief in god, and moral judgment (2017) (21)
Ethical Discrepancy: Changing Our Attitudes to Resolve Moral Dissonance (2011) (21)
Nonrational escalation of commitment in negotiation (1992) (21)
The Dysfunctional Aspects of Environmental Standards (1997) (21)
Self-Interest and Fairness in Problems of Resource Allocation (1997) (20)
Modeling expert opinions on food healthfulness: a nutrition metric. (2009) (19)
Can Negotiators Outperform Game Theory (1998) (19)
Balancing Business Interests and Endangered Species Protection (1997) (19)
The Role of Fairness Considerations and Relationships in a Judgment Perspective of Negotiation (1995) (18)
Blind Spots in Strategic Decision Making: The Case of Competitor Analysis (1991) (18)
It's Not Intuitive: Strategies for Negotiating More Rationally (2006) (16)
Naiveté and Cynicism in Negotiations and Other Competitive Contexts (2011) (16)
Airline Security, the Failure of 9/11, and Predictable Surprises (2005) (16)
Veil-of-Ignorance Reasoning Mitigates Self-Serving Bias in Resource Allocation During the COVID-19 Crisis (2020) (15)
On the Power of a Clear Definition of Rationality (1998) (15)
Boundaries Need Not Be Barriers: Leading Collaboration among Groups in Decentralized Organizations (2007) (15)
If You're Going to Do Wrong, At Least Do It Right: Considering Two Moral Dilemmas at the Same Time Promotes Moral Consistency (2017) (14)
The Role of Arbitration Costs and Risk Aversion in Dispute Outcomes (1990) (14)
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts (1995) (14)
Bounded Ethicality in Negotiations1 (2011) (14)
The Price of Equality: Suboptimal Resource Allocations Across Social Categories (2009) (14)
The role of social context on decisions : Integrating social cognition and behavioral decision research (1998) (14)
Improving Negotiation Effectiveness under Final Offer Arbitration. (1982) (14)
Barriers to Acting in Time on Energy, and Strategies for Overcoming Them (2008) (13)
Post-settlement settlements in two-party negotiations (1987) (13)
Taking the Bias out of Bean Counting (2001) (12)
Parasitic Integration: Win‐Win Agreements Containing Losers (1997) (11)
Investigative negotiation. (2007) (11)
The Reality and Myth of Sacred Issues in Negotiations (2009) (11)
Judgmental limitations in diplomatic negotiations (1988) (11)
Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection: Insights from Project XL and Habitat Conservation Plans (2001) (11)
Cynicism in negotiation: When communication increases buyers’ skepticism (2014) (10)
Predictable Surprises (2004) (10)
Highbrow Films Gather Dust: A Study of Dynamic Inconsistency and Online DVD Rentals (2008) (10)
The Social Psychology of Ordinary Unethical Behavior (2004) (9)
In Favor of Clear Thinking: Incorporating Moral Rules into a Wise Cost-Benefit Analysis (2009) (9)
The Construction of Preference: Preference Reversals Between Joint and Separate Evaluations of Options: A Review And Theoretical Analysis (2006) (9)
Negotiation behavior and decision processes in dyads, groups, and markets (1990) (9)
A Decision Perspective on Organizations: Social Cognition, Behavioral Decision Theory and the Psychological Links to Micro and Macro Organizational Behaviour (2006) (8)
On the Robustness of the Winner’s Curse Phenomenon (2007) (8)
Preference Reversals between Joint and Separate Evaluations of Outcomes (1999) (8)
Environmental Degradation: Exploring the Rift Between Environmentally Benign Attitudes and Environmentally Destructive Behaviors (1996) (8)
Biases and rationality in the mediation process (1994) (8)
Alternative Models of Negotiated Outcomes and the Nontraditional Utility Concerns That Limit Their Predictability (1995) (8)
Behavioral Decision Research (2015) (7)
Macro determinants of the future of the study of negotiations in organizations (1985) (7)
The Inconsistent Evaluation of Comparative Payoffs in Labor Supply and Bargaining (1996) (6)
Pre‐Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiations (1998) (6)
The Decision Perspective to Negotiation (2005) (6)
Judgement in managerial decision making by Max H. Bazerman, 8th edition (2012) (6)
Enlarging the Societal Pie - A Cognitive Perspective (2001) (5)
Using Dyadic Strategies to Outperform Equilibrium Models of Communication in Bargaining Games (1999) (5)
Handbook of Negotiation Research (1991) (5)
14. Applying the Insights of Walton and McKersie to the Environmental Context (2003) (5)
That Knowledge Can Help Us Reduce Short-Sighted Decision Making Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How (2013) (5)
Behavioral Decision Research, Legislation, and Society: Three Cases (2007) (5)
Smart money decisions : why you do what you do with money (and how to change for the better) (1999) (5)
Shark Harvesting and Resource Conservation (1998) (4)
Organization Design and Job Characteristics (1997) (4)
Ultimatum Bargaining with a Committee: Underestimating the Importance of Decision Rule (1997) (4)
Goals Gone Wild (2020) (4)
Organization design and faculty motivation to teach (1982) (4)
Broadening Behavioral Decision Research: Multiple Levels of Processing (1999) (4)
Outperforming Equilibrium Models of Communication in Bargaining Games (1998) (4)
The Role of Judgment in Global Climate Change (1998) (3)
Becoming a first-class noticer. How to spot and prevent ethical failures in your organization. (2014) (3)
Escalation and Negotiation: Two Central Themes in the Work of Jeffrey Z. Rubin (1999) (3)
Celebrating the Work of J. Keith Murnighan (2016) (3)
Psychological Dimensions of the Israeli Settlements Issue: Endowments and Identities (2005) (3)
How Should We Allocate Scarce Medical Resources (2020) (3)
When Good People (Seem to) Negotiate in Bad Faith (2005) (3)
The Buyer-Seller Transaction: A Simulation of Integrative Bargaining in a Competitive Market (1986) (3)
Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality (2012) (3)
Done but Not Published: The Dissertation Journeys of Roy J. Lewicki and J. Keith Murnighan (2015) (3)
The Mythical Fixed-Pie (1992) (3)
Parasitic Integration: Win-Win Agreements Containing Losers (1997) (3)
Egocentric Interpretations of Fairness as an Obstacle to Just Resolution of Conflict (1997) (3)
Reply: The Power of the Cognition/Emotion Distinction for Morality (2014) (3)
0 Institutionalization of Planned Organizational , Change 1 (2)
The role of rationality in organizational decision-making research. (1998) (2)
Getting More Out of Analogical Training in Negotiations: Learning Core Principles for Creating Value (2004) (2)
U. S. Energy Policy (2009) (2)
Becoming a first-class noticer (2014) (2)
Commentary: Rational Authority Allocation to an Agent (1999) (2)
Personal control in organizations (1980) (2)
Away with the Curse: Effects of Communication on the Efficiency and Distribution of Outcomes (1995) (2)
Negotiation, decision making and conflict management, Vol 1–3. (2005) (2)
Agents in Negotiations: Toward Testable Propositions (1999) (2)
Positive Illusions and Biases of Prediction in Mutual Fund Investment Decisions (1999) (2)
Linda Babcock: Go-getter and Do-gooder (2018) (2)
Our Mind as a Barrier to Wiser Agreements (1999) (2)
Conflicts of Interest: An Overview (2005) (2)
The Influence of Standards on Judgment and Choices (2000) (2)
Enron failures show U.S. auditing system is in dire need of big change (2002) (2)
Fretting about Modest Risks Is a Mistake (2019) (1)
Worse but Equal: The Influence of Social Categories on Resource Allocations (2006) (1)
Leading and Creating Collaboration in Decentralized Organizations (2009) (1)
Rational choice in an uncertain world, Robyn Dawes, San Diego: Harcourt Brace Jovanovich. 1988 (1989) (1)
Review of Thinking, Fast and Slow by Daniel Kahneman (2011) (1)
Chapter 2. Why Traditional Approaches to Ethics Won’t Save You (2011) (1)
Judgment and Decision Making (2013) (1)
If you’re going to do wrong, at least do it right: The surprising effect of considering two moral dilemmas at the same time (2018) (1)
When We're Wrong, It's Our Responsibility as Scientists to Say So (2020) (1)
Moms.com Simulation and Teaching Note (1995) (1)
Fairness, Justification, and Dispute Resolution (1997) (1)
How Do Arbitrators Make Decisions in Interest Arbitration (1983) (1)
Tactics in Integrative Negotiations. (1987) (1)
The Endangered Species Act and the U.S. Economy (1997) (1)
A Social Science Perspective to Understanding Ethics in Organizations: A Review of Social Influences on Ethical Behavior in Organizations (2003) (1)
I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time (2008) (1)
Evidence of Fraud in an Influential Field Experiment About Dishonesty – A Personal Reply (2021) (1)
How to Make the Other Side Play Fair: The Final-Offer Arbitration Challenge Gives Negotiators a Valuable New Tool (2016) (1)
Overcoming the Outcome Bias: Making Process Matter (2013) (1)
Research on Negotiation in Organizations: A Series of Analytical Essays and Critical Reviews (1990) (1)
Enlarging the Pie by Accepting Small Losses for Large Gains (2001) (1)
Managerial Decision Biases (2013) (1)
Cognitive, affective, and special-interest barriers to policy making (2011) (1)
Judgment in maagerial decision making -6/E (2006) (1)
When Perspective Taking Increases Taking: Reactive Egoism in Social Interaction (2005) (1)
Understanding Indirect Effects in Competitive Environments: Explaining Decision Errors in the Monty Hall Game, the Acquiring a Company Problem, and Multi-party Ultimatums (2002) (1)
Ethical Blind Spots (2015) (1)
The Book Deal: Confidential Instructions for the PUBLISHER (2008) (0)
Hanbook [i.e. Handbook] of negotiation research (1991) (0)
Choosing the less attractive option to get a better outcome: (683332011-072) (2013) (0)
Commentary and Future Directions for Negotiations (2012) (0)
The Price of Equality (2010) (0)
Case Analysis Post-Settlement Settlements in Two-Party Negotiations (1987) (0)
Special Issue: Celebrating Howard Raiffa's Legacy (2017) (0)
The Role of Bargaining Zones and Agents: a Negotiation Simulation (1990) (0)
Letting Misconduct Slide: The Acceptability of Gradual Erosion in Others' Unethical Behavior (2005) (0)
Future directions for negotiations (2012) (0)
Cognitive Studies in Economics and Social Sciences (2007) (0)
Organizational Behavior Reading: Decision Making (2016) (0)
Authoritarianism in Experiential Exercises—Tools To Achieve Unfreezing (1984) (0)
If You're Going to Do Wrong, at Least Do It Right: Considering Two Moral Dilemmas at the Same Time Promotes Moral... (2016) (0)
Organizational Behavior Reading: Negotiation (2017) (0)
Plum Creek Timber (A) (2001) (0)
Commentary: Strategic Ignorance of Harm (2005) (0)
Prescriptions Based on a Realistic View of Human Behavior (2017) (0)
Intermediation and Diffusion of Responsibility in Negotiation (2012) (0)
Book Review (2012) (0)
El-Tek Simulation and Teaching Note (1988) (0)
Fish and chips: When perspective taking increases taking: (633942013-247) (2015) (0)
Raiffa Transformed the Field of Negotiation–and Me (2018) (0)
DIVERGENT EXPECTATIONS AS IN BARGAINING: EVIDENCE ARBITRATION A CAUSE OF DISAGREEMENT FROM A COMPARISON OF SCHEMES (2011) (0)
Negotiation, decision making and conflict management (3 Vol.). (2006) (0)
Chapter 4. Why You Aren’t as Ethical as You Think You Are (2011) (0)
"If You Want to Sell, Sell. Don't Talk": When Talking to Buyers Increase Skepticism: (673512012-037) (2013) (0)
Pitch Your Offer—and Close the Deal (2007) (0)
Pay-for-Monopoly? An Assessment of Reverse Payment Deals by Pharmaceutical Companies (2019) (0)
Bringing Research on Judgment, Decision Making to Public Policy (2002) (0)
Behavior Change for Good (2020) (0)
Bounded Rationality, Negotiation Perception, and Attitudinal Structuring: Bounded Rationality, Negotiation Perception (2015) (0)
Chapter 6. Placing False Hope in the “Ethical Organization” (2011) (0)
The Power of Experiments (2020) (0)
Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiations (1998) (0)
Book Review (1999) (0)
Environmental Destruction: Individual, Organizational, and Institutional Explanations (1999) (0)
Maximizing Joint Gains: Transaction Utility Within and Between Groups (2005) (0)
Book Review of Risk Taking edited by Z. Shapiro (1996) (0)
The Effects of Agents and Mediators on Negotiation Behavior (1996) (0)
The Book Deal: Confidential Instructions for the AGENT (2008) (0)
Want to Make Better Decisions? Start Experimenting (2020) (0)
Insecurity and success in organizational life : sources of personal motivation among leaders and managers (1984) (0)
Chapter 1. The Gap between Intended and Actual Ethical Behavior (2011) (0)
Chapter 8. Narrowing the Gap Interventions for Improving Ethical Behavior (2011) (0)
Chapter 7. Why We Fail to Fix Our Corrupted Institutions (2011) (0)
Ethical Leadership and Noticing (2014) (0)
Current Direction in Understanding the Antecedents and Prevention Of Unethicality at Work (2019) (0)
Social Dilemmas, Social Values, and Ethical Judgments: Touchpoints and Touchdowns in a Distinguished Scholarly Career (2009) (0)
THE CONSEQUENCES OF CONSIDERING OTHERS' CONTRIBUTIONS IN GROUPS. (2006) (0)
Pay-for-Monopoly? (2019) (0)
Chapter 3. When We Act against Our Own Ethical Values (2011) (0)
Cynicism in Negotiation (2014) (0)
The costs and benefits of positive illusions in competitive contexts: (512142015-188) (2015) (0)
Bounded Ethicality and Ethical Fading in Negotiations (2019) (0)
4. Can Negotiators Outperform Game Theory? (2018) (0)
Editors' Comments: Bringing Consumers (2003) (0)
Differential endowment effects for want and should options: (640112011-012) (2013) (0)
Introduction: “Attitudinal Structuring” (2015) (0)
Predictable Negotiations: Should Have Seen This Coming (Book Excerpt) (2004) (0)
Decision Leadership (2022) (0)
Why Managers Don't Take Our Advice. (1996) (0)
Judicial Decision Making in Interest Arbitration: Equity, Equality, or Anchoring? (2015) (0)
Chapter 5. When We Ignore Unethical Behavior (2011) (0)
Inaction and decision making in moral conflicts (2020) (0)
What Motivates a Subprime Borrower to Default ? (2009) (0)
Government and Organizations: Transforming Institutions Using Behavioral Insights (2017) (0)
SHARC Simulation and Teaching Note (1995) (0)
The Authors (2002) (0)
Redirecting Rawlsian Reasoning toward the Greater Good (2019) (0)

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