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- 05 Jul 2006
- Working Paper Summaries
Maximizing Joint Gains: Transaction Utility Within and Between Groups
- 17 Sep 2001
- Research & Ideas
Is There Help for the Big Ticket Buyer?
territory, all of them are looking for guidance on how to make more rational consumption decisions. Those who know me will not be surprised to learn that I have strong opinions on these issues, many of them informed by research on... View Details
Keywords: by Max H. Bazerman
- 27 Jun 2005
- Research & Ideas
The Potential Downside of Win-Win
customers, and competitors? Perhaps most important, have you considered the impact of your agreement on society in general? A consideration of how those not at the table are affected by your decisions can help you clarify whether the... View Details
Keywords: by Max H. Bazerman
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
they holding onto hidden interests? According to Deepak Malhotra and Max H. Bazerman, chances are the main hurdle to smooth negotiation is behind 1 of these 3 questions. When you label someone... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 28 Jul 2014
- Research & Ideas
Eyes Shut: The Consequences of Not Noticing
Editor's note: Behavioral economist Max H. Bazerman decided to pursue the subject of noticing after realizing that he wasn't very good at it himself. "The truth is that I... View Details
- 07 Apr 2003
- Research & Ideas
Three Steps for Crisis Prevention
merger negotiations and antitrust consultations differently—and Honeywell might well be a part of GE today. Lapses in recognition occur when leaders remain oblivious to an emerging threat or problem—a lack of attention that can plague even the most skilled... View Details
Keywords: by Michael D. Watkins & Max H. Bazerman
- 26 Feb 2009
- Working Paper Summaries
Barriers to Acting in Time on Energy and Strategies for Overcoming Them
- 22 Dec 2006
- Working Paper Summaries
Future Lock-in: Or, I’ll Agree to Do the Right Thing...Next Week
Keywords: by Todd Rogers & Max H. Bazerman
- 08 Feb 2008
- Working Paper Summaries
Psychological Influence in Negotiation: An Introduction Long Overdue
Keywords: by Deepak Malhotra & Max H. Bazerman
- 31 Jan 2007
- Working Paper Summaries
Behavioral Decision Research, Legislation, and Society: Three Cases
Keywords: by Max H. Bazerman
- 31 Jul 2006
- Research & Ideas
When Not to Trust Your Gut
In past issues of this newsletter, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition. Of course, negotiators are not always affected by bias; we often think... View Details
Keywords: by Max H. Bazerman & Deepak Malhotra
- 16 Feb 2011
- Working Paper Summaries
Naivete and Cynicism in Negotiations and Other Competitive Contexts
- 15 Dec 2010
- Working Paper Summaries
Cognitive Barriers to Environmental Action: Problems and Solutions
Keywords: by Lisa L.Shu & Max H. Bazerman
- 26 Jan 2012
- Working Paper Summaries
Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty
Keywords: by Max H. Bazerman & Francesca Gino
- 20 Aug 2009
- Working Paper Summaries
A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future
Keywords: by Chia-Jung Tsay & Max H. Bazerman
- 13 Aug 2009
- Working Paper Summaries
In Favor of Clear Thinking: Incorporating Moral Rules into a Wise Cost-Benefit Analysis
Keywords: by Max H. Bazerman & Joshua D. Greene
- 28 Mar 2012
- Working Paper Summaries
When Performance Trumps Gender Bias: Joint versus Separate Evaluation
- 09 Dec 2002
- Research & Ideas
Most Accountants Aren’t Crooks—Why Good Audits Go Bad
bias and moderate its ill effects. Only then can we be assured of the reliability of the financial reports issued by public companies and ratified by professional accountants. Professional accountants might... View Details
- 01 Apr 2008
- Working Paper Summaries