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Negotiation, Organizations & MarketsRemove Negotiation, Organizations & Markets →

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  • Teaching Interest

Overview

By: Kevin P. Mohan
Kevin teaches Negotiations and Deals in the MBA curriculum and in several Executive Education offerings. View Details
Keywords: Negotiation
  • Teaching Interest

Overview

By: Jerry R. Green
I teach the main PhD course that is taken by all Economics and Business Economics Ph.D. students. Together with two colleagues I wrote the book on which this course is based. It is the main book that our field has used for the past 25 years. The book is supplemented by... View Details
  • Research Summary

Overview

By: John Beshears
In his research, Professor Beshears shows how managers can influence the behavior of customers and employees by changing the decision-making environment to call attention to a decision, to use psychological framing to shape assessments of options, or to help... View Details
Keywords: Behavioral Economics; Consumer Finance; Household Finance; Health Care; Organizational Economics; Decision Making; Economics; Negotiation; Behavioral Finance
  • Research Summary

Overview

By: Alison Wood Brooks
Professor Brooks studies the psychology of conversation and emotion—topics at the intersection of how people think, feel, and interact. From pitching ideas to seeking advice, from asking questions to giving compliments, from talking about (or hiding) our feelings and... View Details
Keywords: Anxiety; Emotion; Emotion Regulation; Reappraisal; Negotiation; Trust; Performance
  • Research Summary

Overview

By: Julian J. Zlatev
First, Professor Zlatev studies how people make decisions that reinforce a sense that they are good or moral. He studies the psychology behind dual motive behaviors—actions that incorporate self-interested and prosocial motives—and the structure of moral identity. For... View Details
  • Research Summary

Overview

By: Kevin P. Mohan
Kevin Mohan is currently researching negotiations in private company contexts, including topics such as financings, compensation systems, budgeting and planning, recruiting, and succession. View Details
Keywords: Compensation; Succession; Family Business; Negotiation; Negotiation Process; Private Ownership; Finance; Compensation and Benefits; Budgets and Budgeting; Recruitment; Management Succession
  • Research Summary

Overview

By: Ashley V. Whillans
Engaged with field work in East Africa, South Asia, and in several large hybrid organizations in the United States, Professor Whillans places a focus on exploring questions with strong theoretical motivation in the social psychological literature and relevant... View Details
  • Research Summary

Overview

By: Katherine B. Coffman
Professor Coffman studies the sources of gender gaps in economically-important contexts. Her work focuses on the role of beliefs: how do stereotypes bias the beliefs that individuals hold about themselves (and others), and how do these biased beliefs shape... View Details
Keywords: Gender; Stereotypes; Diversity Management; Experiments
  • Research Summary

Overview

By: Joshua R. Schwartzstein
Professor Schwartzstein uses the lens of behavioral economics to build more psychologically accurate assumptions into economic models, and he applies these models to create a more realistic understanding of market outcomes and optimal public policy. View Details
  • Research Summary

Reforming Social Science

By: Max H. Bazerman

Social science research affects all of us. When researchers learned organ donation rates are higher in countries where human organs are automatically available for donation unless you specifically “opt-out” of the system, as opposed to countries like the U.S., where... View Details

  • Research Summary

Relative Thinking and Consumer Choice

By: Joshua R. Schwartzstein

Fixed differences appear smaller when compared to large differences. Professor Schwartzstein has proposed a model of relative thinking, in which a person weighs a given change by less when he compares it to a larger range. Relative thinking implies that a person is... View Details

  • Research Summary

Research

By: Michael I. Norton
Professor Norton's research can be grouped into two broad areas. First, he explores the effects of social norms on people’s attitudes and behavior, addressing the key role that social factors play in shaping the preferences of individuals. This work has a particular... View Details
  • Research Summary

Selective Attention and Learning

By: Joshua R. Schwartzstein

What do we notice, and how does this affect what we learn? Standard economic models of learning ignore memory by assuming that we remember everything. But there is growing recognition that memory is imperfect. Further, memory imperfections do not stem from limited... View Details

  • Research Summary

Social Choice and Voting Rules

By: Jerry R. Green

This research program is based on the idea that good voting systems should take into account the frequency with which different choice problems arise. Traditional social choice theory requires properties over a fixed domain of choice problems but does not offer the... View Details

  • 2024
  • Other Article

Social Reproduction: Households, Public Policies, and Alternative Organizing: Introduction

By: Mayra Ruiz-Castro, Marc Grau-Grau, Ioana Lupu, Maria Daskalaki and Kathleen L. McGinn
Related
  • Teaching Interest

Strategic Negotiations: Dealmaking for the Long Term

By: Guhan Subramanian
To craft a complex deal with major implications for your organization's future, you need more than just persuasive tactics at the negotiating table. You need to bring together the right players, tackle the right issues, and develop the right process. By examining... View Details
  • Research Summary

Strength of Incentives

By: Jerry R. Green
When economists analyze the incentive properties of decision making systems they assume that all economic agents are capable of optimizing their decisions and that they respond without error to the incentives that the system creates. In this project, Jerry R. Green... View Details
  • Research Summary

The Game Has Changed

By: Max H. Bazerman

Many prior books on negotiation, including books co-authored by Max Bazerman, have addressed how to create and claim value in negotiation. These ideas have proliferated in business schools, where negotiation is often the most popular course. Class participants... View Details

  • Research Summary

The Psychology of Conversation

By: Alison Wood Brooks

Conversation is a profound part of the human experience. To share our ideas, thoughts, and feelings with each other, we converse face to face and remotely—via phone, email, text message, online comment boards, and in contracts. Conversations form the bedrock of our... View Details

  • Research Summary

Trust

By: Deepak Malhotra
My research on trust falls into two broad categories.  First, I study barriers to trust development, and focus on mechanisms that might help to overcome these barriers.  One recent project analyzes over 150,000 pages of documents concerning 102-interfirm disputes to... View Details