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  • August 2019
  • Case

Legal Time Case

By: Christine L. Exley, Katherine B. Coffman and Joshua Schwartzstein
Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives... View Details
Keywords: Conflict Resolution; Time Stress; Negotiation; Conflict and Resolution; Fairness; Learning
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  • September 2019
  • Supplement

Legal Time Case – Video Short 1

By: Christine L Exley, Katherine B. Coffman and Joshua Schwartzstein
Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives... View Details
Keywords: Conflict Resolution; Time Stress; Negotiation; Conflict and Resolution; Fairness; Learning
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  • Article

Thin Political Markets: The Soft Underbelly of Capitalism

By: Karthik Ramanna
"Thin political markets" are the processes through which some of the most complex and critical institutions of our capitalist system are determined—e.g., our accounting-standards infrastructure. In thin political markets, corporate managers are largely... View Details
Keywords: Business And Society; Lobbying; Sustainability; Leadership; Economic Systems; Accounting; Business and Community Relations; Financial Institutions; Business and Government Relations
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  • May 2014
  • Article

Cynicism in Negotiation: When Communication Increases Buyers' Skepticism

By: Eyal Ert, Stephanie J. Creary and Max H. Bazerman
The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through... View Details
Keywords: Trust; Information Asymmetry; Perspective Taking; Reactive Devaluation
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  • January 2014
  • Article

Self-reported Ethical Risk Taking Tendencies Predict Actual Dishonesty

By: Liora Zimerman, Shaul Shalvi and Yoella Bereby-Meyer
Are people honest about the extent to which they engage in unethical behaviors? We report an experiment examining the relation between self-reported risky unethical tendencies and actual dishonest behavior. Participants’ self-reported risk taking tendencies were... View Details
Keywords: DOSPERT; Risk Taking; Honesty; Lying; Dishonesty; Unethical Behavior; Moral Sensibility; Cognition and Thinking
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  • 28 Sep 2007
  • Working Paper Summaries

Digital Interactivity: Unanticipated Consequences for Markets, Marketing, and Consumers

Keywords: by John A. Deighton & Leora Kornfeld
  • 2010
  • Working Paper

Cognitive Barriers to Environmental Action: Problems and Solutions

By: Lisa L. Shu and Max Bazerman
We explore interventions at the individual level and focus on recognized cognitive barriers from behavioral decision-making literature. In particular, we highlight three cognitive barriers that impede sound individual decision making that have particular relevance to... View Details
Keywords: Decision Choices and Conditions; Judgments; Consumer Behavior; Environmental Sustainability; Cognition and Thinking; Prejudice and Bias
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  • 2018
  • Working Paper

Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors

By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with... View Details
Keywords: Gratitude; Forgiveness; Negotiations; Emotion; Emotions; Behavior; Negotiation; Ethics
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  • March 2017
  • Article

Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others

By: Todd Rogers, Richard Zeckhauser, F. Gino, Michael I. Norton and Maurice E. Schweitzer
Paltering is the active use of truthful statements to convey a misleading impression. Across two pilot studies and six experiments, we identify paltering as a distinct form of deception. Paltering differs from lying by omission (the passive omission of relevant... View Details
Keywords: Deception; Lying; Paltering; Risk; Ethics; Negotiation Tactics
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  • March 2025 (Revised June 2025)
  • Case

Designing the Future of Work: Atlassian's Distributed Work Practices

By: Ashley Whillans and Gabriel Rondón Ichikawa
In early 2020, the software company Atlassian made a bold commitment: employees could work from anywhere—forever. While many tech peers reversed course on remote work, Atlassian worked to optimize their fully distributed model across 13 countries. This case follows... View Details
Keywords: Transformation; Working Conditions; Management Practices and Processes; Product Development; Organizational Culture; Business Strategy; Employees; Technology Industry
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  • Article

181 Top CEOs Have Realized Companies Need a Purpose Beyond Profit

By: Claudine Gartenberg and George Serafeim
On August 19, 2019, the Business Roundtable (BR) issued a memo entitled “Statement on the Purpose of a Corporation.” The Business Roundtable, one of the most preeminent business lobbies in the United States, includes 192 CEOs of leading U.S. companies from Apple to... View Details
Keywords: Purpose; Corporate Purpose; Stakeholder Management; CEO; Mission and Purpose; Business and Stakeholder Relations; Strategy
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  • 16 Nov 2010
  • First Look

First Look: November 16, 2010

merit action. Third, we interpret events in a self-serving manner, a tendency that causes us to expect others to do more than we do to solve energy problems. We then propose ways in which these biases could actually be used to our... View Details
Keywords: Sean Silverthorne
  • 15 Dec 2010
  • Working Paper Summaries

Cognitive Barriers to Environmental Action: Problems and Solutions

Keywords: by Lisa L.Shu & Max H. Bazerman
  • 12 Jun 2018
  • First Look

New Research and Ideas, June 12, 2018

to believe they are high ability update on entirely uninformative signals. When we remove self-serving motives, agents appear completely (or much more) rational. Biases due to motivated errors survive standard debiasing interventions... View Details
Keywords: Dina Gerdeman
  • 11 Apr 2013
  • Working Paper Summaries

Managers and Market Capitalism

Keywords: by Rebecca Henderson & Karthik Ramanna
  • 31 Mar 2008
  • HBS Case

JetBlue’s Valentine’s Day Crisis

the case are JetBlue's dependence on a reservations system that relies on a dispersed workforce (many agents worked flexible hours from home) and the Web—a low-cost solution that works well until thousands of passengers need to rebook at once (JetBlue's kiosks at JFK... View Details
Keywords: by Julia Hanna; Air Transportation
  • 06 Mar 2006
  • Research & Ideas

Four Strategies for Making Concessions

with building trust. If you demand immediate compensation every time you make a concession, your behavior will be seen as self-serving rather than oriented toward achieving mutual satisfaction. 4. Make Concessions In Installments Which of... View Details
Keywords: by Deepak Malhotra
  • 09 Dec 2002
  • Research & Ideas

Most Accountants Aren’t Crooks—Why Good Audits Go Bad

standards). But the corporate auditing arena is a particularly fertile ground for self-serving biases. Three structural aspects of accounting create substantial opportunities for bias to influence judgment. Ambiguity. Bias thrives... View Details
Keywords: by Max H. Bazerman, George Loewenstein & Don A. Moore; Accounting; Financial Services
  • 06 Oct 2010
  • Research & Ideas

John Kotter: Four Ways to Kill a Good Idea

are doing and why, or they can be completely oblivious to the way they're acting. One doesn't have to be an unethical or a self-serving person to use a strategy that raises anxieties and kills off a good idea. And that fact has huge... View Details
Keywords: by John Kotter & Lorne A. Whitehead
  • 13 Nov 2013
  • Research & Ideas

Should Men’s Products Fear a Woman’s Touch?

Avery details these methods in her working paper Saving Face by Making Meaning: Consumers' Self-Serving Response to Brand Extensions. Method #1—The "Not Us" Strategy: Derogating the legitimacy of the brand extension's users. In... View Details
Keywords: by Carmen Nobel; Consumer Products; Food & Beverage; Auto

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