Max H. Bazerman
Jesse Isidor Straus Professor of Business Administration
In addition to being the Straus Professor at the Harvard Business School, Max is formally affiliated with the Kennedy School of Government, the Psychology Department, and the Program on Negotiation.
Max's research focuses on decision making, negotiation, and ethics. He is the author, co-author, or co-editor of nineteen books (including Blind Spots [with Ann Tenbrunsel], Princeton University Press, 2011) and over 200 research articles and chapters. He is a member of the editorial boards of the American Behavioral Scientist, Journal of Management and Governance, Mind and Society, Negotiations and Conflict Management Research, Psychological and Personality Science, and The Journal of Behavioral Finance. Also, he is a member of the international advisory board of the Negotiation Journal.
From 2002-2008, Max was consistently named one of the top 40 authors, speakers, and teachers of management by Executive Excellence. He was 'Teacher of the Year' by the Executive Masters Program of the Kellogg School. In 2003, Max received the Everett Mendelsohn Excellence in Mentoring Award from Harvard University's Graduate School of Arts and Sciences. In 2006, Max received an honorary doctorate from the University of London (London Business School), the Kulp-Wright Book Award from the American Risk and Insurance Association for Predictable Surprises (with Michael Watkins), and the Life Achievement Award from the Aspen Institute's Business and Society Program. In 2008, Max was named as Ethisphere's 100 Most Influential in Business Ethics, was named one of Daily Kos' Heroes from the Bush Era for going public about how the Bush Administration corrupted the RICO Tobacco trial, (with Deepak Malhotra) received the International Institute for Conflict Prevention and Resolution (CPR) Outstanding Book Award for Negotiation Genius, and received the Distinguished Educator Award from the Academy of Management.
In 2009, Max won both the Wyss Award for doctoral student mentoring and the Williams Award for teaching excellence at the Harvard Business School. His former doctoral students have accepted positions at leading business schools throughout the United States, including the Kellogg School at Northwestern, the Wharton School at the University of Pennsylvania, the Fuqua School at Duke, the Johnson School at Cornell, Carnegie-Mellon University, Stanford University, the University of Chicago, Notre Dame, Columbia, and the Harvard Business School.
His professional activities include projects with Abbott, Aetna, Alcar, Alcoa, Allstate, Ameritech, Amgen, Apax Partners, Asian Development Bank, AstraZeneca, AT&T, Aventis, BASF, Bayer, Becton Dickenson, Biogen, Boston Scientific, BP, Bristol-Myers Squibb, Business Week, Celtic Insurance, Chevron, Chicago Tribune, City of Chicago, Deloitte and Touche, Dial, Ernst and Young, First Chicago, Gemini Consulting, General Motors, Harris Bank, Home Depot, Hyatt Hotels, IBM, John Hancock, Johnson & Johnson, Kohler, KPMG, Lucent, The May Company, Medtronics, Merrill Lynch, Monitor, Motorola, National Association of Broadcasters, Nordstjernen, Pfizer, PriceWaterhouseCoopers, R. P. Scherer, Sara Lee, Siemens, Sprint, Sulzermedica, Synergen, The Nature Conservancy, Unicredito, Union Bank of Switzerland, Wilson Sporting Goods, Xerox, Young Presidents Organization, World Bank, Zurich Insurance, and anonymous consulting and insurance firms.
Max's consulting, teaching, and lecturing includes work in Argentina, Australia, Austria, Barbados, Belgium, Brazil, Canada, Chile, Costa Rica, Ecuador, France, Germany, India, Ireland, Israel, Italy, Malaysia, the Netherlands, Peru, the Philippines, Puerto Rico, Singapore, South Africa, South Korea, Sweden, Switzerland, Thailand, and the UK.
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Book
| Forthcoming
How Could I Miss That?
Max Bazerman
This book will examine the common failure to notice critical information due to bounded awareness. The book will document a decade of research showing that even successful people fail to notice the absence of critical and readily available information in their environment due to the human tendency to focus on a limited set of information. This work is still in its formative stages, and I welcome comments about how bounded awareness affects you and your organization and how you have created solutions to such problems.
Keywords: Interpersonal Communication;
Judgments;
Negotiation;
Negotiation Process;
Relationships;
Citation: Bazerman, Max. How Could I Miss That? Simon & Schuster, forthcoming.
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Book
| 2013
Judgment in Managerial Decision Making
Max Bazerman and D. Moore
Is your judgment influenced by personal biases? In situations requiring careful judgment, we're all influenced by our own biases to some extent. But, with Judgment in Managerial Decision Making, you can learn how to overcome those biases to make better managerial decisions. The text examines judgment in a variety of organizational contexts and provides practical strategies for changing your decision-making processes and improving these processes so that they become part of your permanent behavior. Throughout, you'll find numerous hands-on decision exercises and examples from the authors' extensive executive training experience that will help you enhance the quality of your managerial judgment. Past editions have been used in top universities, in business schools, and in public policy, psychology, and economics classes. In addition, the text has been widely recognized by practitioners in the world of behavioral finance.
Keywords: Decision Choices and Conditions;
Judgments;
Management Practices and Processes;
Management Skills;
Managerial Roles;
Performance Improvement;
Prejudice and Bias;
Citation: Bazerman, Max, and D. Moore. Judgment in Managerial Decision Making. 8th ed. John Wiley & Sons, 2013.
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Book
| 2011
Blind Spots: Why We Fail to Do What's Right and What to Do about It
Max H. Bazerman and Ann E. Tenbrunsel
When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we act unethically without meaning to. From the collapse of Enron and corruption in the tobacco industry, to sales of the defective Ford Pinto and the downfall of Bernard Madoff, the authors investigate the nature of ethical failures in the business world and beyond and illustrate how we can become more ethical, bridging the gap between who we are and who we want to be.
Keywords: Crime and Corruption;
Moral Sensibility;
Values and Beliefs;
Failure;
Performance Evaluation;
Sales;
Consumer Products Industry;
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Book
| 2009
Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments
R. M. Kramer, A. E. Tenbrunsel and M. H. Bazerman
This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making, and ethics which was so important to Dave.
Keywords: Judgments;
Ethics;
Values and Beliefs;
Social and Collaborative Networks;
Cooperation;
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Book
| 2009
Quanto Sei (a)Morale?: Leadership Etica E Psicologia Della Decisione
Max Bazerman
This is a collection of my papers on ethics, translated into Italian.
Keywords: Decision Making;
Ethics;
Leadership;
Citation: Bazerman, Max, ed. Quanto Sei (a)Morale?: Leadership Etica E Psicologia Della Decisione. Sole 24 ore S.p.A., 2009, Italian ed.
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Book
| 2008
Predictable Surprises
Max Bazerman and Michael D. Watkins
Most events that catch us by surprise are both predictable and preventable, but we consistently miss (or ignore) the warning signs. This book shows why such "predictable surprises" put us all at risk, and shows how we can understand, anticipate, and prevent them before disaster strikes. There is a universal fear factor surrounding this subject: that society and the workplace are filled with disasters in the making that we could prevent if we only knew what to look for. This book plays on that fear and offers a positive, proactive resolution to it. Two leading experts in managerial decision making show that many disasters in business are preceded by clear warning signals that leaders either miss or purposely ignore. Here they outline the six danger signals that suggest a predictable surprise may be imminent.
Keywords: Decision Choices and Conditions;
Forecasting and Prediction;
Leadership;
Risk and Uncertainty;
Behavior;
Citation: Bazerman, Max, and Michael D. Watkins. Predictable Surprises. Paperback ed. Harvard Business School Press, 2008.
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Book
| 2007
Negotiation Genius
Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.
Keywords: Experience and Expertise;
Negotiation Preparation;
Negotiation Process;
Negotiation Tactics;
Behavior;
Citation: Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)
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Book
| 2005
Conflicts of Interest
D. Moore, G. Loewenstein, D. Cain and M. H. Bazerman
Keywords: Conflict of Interests;
Citation: Moore, D., G. Loewenstein, D. Cain, and M. H. Bazerman, eds. Conflicts of Interest. Cambridge University Press, 2005.
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Book
| 2005
Judgment in Managerial Decision Making
Max Bazerman
Keywords: Judgments;
Management;
Decision Making;
Citation: Bazerman, Max. Judgment in Managerial Decision Making. 6 John Wiley & Sons, 2005. (Also published in Polish, Russian, and Japanese. Ch. 2 has been reprinted in Psychological Dimensions of Organizational Behavior and summarized in the Harvard Management Update. Ch. 7 has been reprinted in Power and Negotiation in Organizations.)
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Book
| 2005
Negotiation, Decision Making, and Conflict Management
M. H. Bazerman
Keywords: Negotiation;
Decision Making;
Conflict and Resolution;
Management;
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Book
| 2004
Predictable Surprises
M. H. Bazerman and M. Watkins
Citation: Bazerman, M. H., and M. Watkins. Predictable Surprises. Boston: Harvard Business School Press, 2004. (Winner of Kulp-Wright Book Award For the book considered to be the most influential text published on the economics of risk management and insurance presented by American Risk and Insurance Association. Paperback published in 2008.)
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Book
| 2001
You Can't Enlarge the Pie: Six Barriers to Effective Government
M. H. Bazerman, Jonathan Baron and Katherine Shonk
Keywords: Government and Politics;
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Book
| 1999
Smart Money Decisions
M. H. Bazerman
Keywords: Money;
Decisions;
Citation: Bazerman, M. H. Smart Money Decisions. John Wiley & Sons, 1999. (Recognized as one of the 10 Best Personal Finance and Investing Books of the Year by Amazon.com and as one of the 30 Best Business Books of the Year by Soundview Executive Book Summaries. Published in Spanish. Adaptations published in Soundview Executive Book Summaries, Personal Excellence, and Bottom Line.)
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Book
| 1997
Environment, Ethics, and Behavior: The Psychology of Environmental Valuation and Degradation
M. H. Bazerman, D. M. Messick, A. E. Tenbrunsel and K. A. Wade-Benzoni
Keywords: Ethics;
Environmental Sustainability;
Valuation;
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Book
| 1992
Negotiating Rationally
M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
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Book
| 1991
Cognition and Rationality in Negotiation
M. A. Neale and M. H. Bazerman
Keywords: Negotiation;
Cognition and Thinking;
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Book
| 1991
Handbook of Negotiation Research
M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
Keywords: Negotiation;
Research;
Citation: Bazerman, M. H., R. J. Lewicki, and B. H. Sheppard, eds. Handbook of Negotiation Research. Vol. 3, Research on Negotiation in Organizations. JAI Press, 1991.
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Book
| 1990
Research on Negotiation in Organizations: A Series of Analytical Essays and Critical Reviews
B. H. Sheppard, M. H. Bazerman and R. J. Lewicki
Keywords: Organizations;
Negotiation;
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Book
| 1983
Negotiating in Organizations
M. H. Bazerman and R.J. Lewicki
Keywords: Negotiation;
Organizations;
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Article
| Emotion Review
|
The Power of the Cognition/Emotion Distinction for Morality
Max Bazerman, Francesca Gino, Lisa Lixin Shu and Chia-Jung Tsay
Citation: Bazerman, Max, Francesca Gino, Lisa Lixin Shu, and Chia-Jung Tsay. "The Power of the Cognition/Emotion Distinction for Morality." Emotion Review (in press).
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Dictionary Entry
| Encyclopedia of Management Theory
Managerial Decision Biases
Ting Zhang and Max Bazerman
Citation: Zhang, Ting, and Max Bazerman. "Managerial Decision Biases." In Encyclopedia of Management Theory. Volume 1, 470–474. Thousand Oaks, CA, 91320: Sage Publications, 2013.
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Article
| Proceedings of the National Academy of Sciences of the United States of America
|
Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-reports in Comparison to Signing at the End
L. Shu, N. Mazar, F. Gino, M. Bazerman and D. Ariely
Many written forms required by businesses and governments rely on honest reporting. Proof of honest intent is typically provided through signature at the end of the document, e.g., tax returns or insurance policy forms. Still, people sometimes cheat to advance their financial self-interests—at great costs to society. We test an easy-to-implement method to discourage dishonesty: signing at the beginning rather than at the end of a self-report, thereby reversing the order of the current practice. Using lab and field experiments, we find that signing before rather than after the opportunity to cheat makes ethics salient when it is needed most and significantly reduces dishonesty.
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Article
| Annual Review of Law and Social Science
|
Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty
Max Bazerman and Francesca Gino
Early research and teaching on ethics focused on either a moral development perspective or philosophical approaches, and used a normative approach by focusing on the question of how people should act when resolving ethical dilemmas. In this paper, we briefly describe the traditional approach to ethics and then present a (biased) review on the behavioral approach to ethics. We define behavioral ethics as the study of systematic and predictable ways in which individuals make ethical decisions and judge the ethical decisions of others that are at odds with intuition and the benefits of the broader society. By focusing on a descriptive rather than a normative approach to ethics, behavioral ethics is better suited than traditional approaches to address the increasing demand from society for a deeper understanding of what causes even good people to cross ethical boundaries.
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Article
| Organizational Behavior and Human Decision Processes
|
Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes
Katherine L Milkman, Mary Carol Mazza, Lisa L. Shu, Chia-Jung Tsay and Max H. Bazerman
Keywords: Policy;
Government Legislation;
Outcome or Result;
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Article
| Academy of Management Annals
|
Naivete and Cynicism in Negotiations and Other Competitive Contexts
Chia-Jung Tsay, Lisa L. Shu and Max H. Bazerman
Keywords: Competition;
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Article
| Accounting, Organizations and Society
|
Is It Time for Auditor Independence Yet?
M. H. Bazerman and D. A. Moore
Well before the collapse of Enron and Arthur Andersen, we argued that the auditing system had been corrupted by the incentives auditors face to please their clients. We stated that even honest auditors were incapable of independence within the current regulatory framework. We document the failure to make sufficient changes to our institutions, highlight the barriers to needed changes, and challenge society to act before the next disaster.
Keywords: Accounting Audits;
Change;
Crime and Corruption;
Customer Satisfaction;
Governing Rules, Regulations, and Reforms;
Failure;
Motivation and Incentives;
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Journal Article
| Montréal Review
|
Blind Spots
Max Bazerman and Ann E. Tenbrunsel
Citation: Bazerman, Max, and Ann E. Tenbrunsel. " Blind Spots." Montréal Review (September 2011).
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Journal Article
| Harvard Business Review
|
Ethical Breakdowns: Good People often Let Bad Things Happen. Why?
Max H. Bazerman and Ann E. Tenbrunsel
Companies are spending a great deal of time and money to install codes of ethics, ethics training, compliance programs, and in-house watchdogs. If these efforts worked, the money would be well spent. But unethical behavior appears to be on the rise. The authors observe that even the best-intentioned executives may be unaware of their own or their employees' unethical behavior. Drawing from extensive research on cognitive biases, they offer five reasons for this blindness and suggest what to do about them: (1) Ill-conceived goals may actually encourage negative behavior. Brainstorm unintended consequences when devising them, (2) Motivated blindness makes us overlook unethical behavior when remaining ignorant is in our interest. Root out conflicts of interest, (3) Indirect blindness softens our assessment of unethical behavior when it's carried out by third parties. Take ownership of the implications when you outsource work, (4) The slippery slope mutes our awareness when unethical behavior develops gradually. Be alert for even trivial infractions and investigate them immediately, and (5) Overvaluing outcomes may lead us to give a pass to unethical behavior. Examine good outcomes to ensure they're not driven by unethical tactics.
Keywords: Ethics;
Moral Sensibility;
Corporate Accountability;
Corporate Governance;
Leadership;
Behavior;
Conflict of Interests;
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Article
| Personality & Social Psychology Bulletin
|
Dishonest Deed, Clear Conscience: When Cheating Leads to Moral Disengagement and Motivated Forgetting
L. L. Shu, F. Gino and M. H. Bazerman
Keywords: Ethics;
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Article
| Negotiation and Conflict Management Research
|
Bounded Ethicality in Negotiations
Max Bazerman
Routine and persistent acts of dishonesty prevail in everyday life, yet most people resist shining a critical moral light on their own behavior, thereby maintaining and oftentimes inflating images of themselves as moral individuals. We overview the psychology that accounts for behaviors inconsistent with ethical beliefs and describe how people reconcile their immoral actions with their ethical goals through the process of moral disengagement. We then examine how the mind selectively forgets information that might threaten this moral self-image. We close with an attempt to identify strategies to close the gap between the unethical people we are and the ethical people that we strive to be.
Keywords: Behavior;
Values and Beliefs;
Strategy;
Goals and Objectives;
Reputation;
Negotiation;
Moral Sensibility;
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Article
| Emotion Review
|
Joint Evaluation as a Real World Tool for Managing Emotional Assessment of Morality
M. H. Bazerman, F. Gino, Lisa L. Shu and Chia-Jung Tsay
Keywords: Moral Sensibility;
Management;
Management Analysis, Tools, and Techniques;
Citation: Bazerman, M. H., F. Gino, Lisa L. Shu, and Chia-Jung Tsay. "Joint Evaluation as a Real World Tool for Managing Emotional Assessment of Morality." Emotion Review 3 (2011): 290–292.
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Article
| Perspectives on Psychological Science
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In Favor of Clear Thinking: Incorporating Moral Rules into a Wise Cost-benefit Analysis
Max Bazerman and Joshua D. Greene
Bennis, Medin, and Bartels (2009) have contributed an interesting paper on the comparative benefit of moral rules versus cost-benefit analysis (CBA). Many of their specific comments are accurate, useful, and insightful. At the same time, we believe they have misrepresented CBA and have reached a set of conclusions that are misguided and, if adopted wholesale, potentially dangerous. Overall, they offer wise suggestions for making CBA more effective, rather than eliminating CBA as a decision-making tool.
Keywords: Cost vs Benefits;
Moral Sensibility;
Adoption;
Performance Effectiveness;
Decision Making;
Management Analysis, Tools, and Techniques;
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Article
| Marketing Letters
|
I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time
Katherine L. Milkman, Todd Rogers and Max Bazerman
How do decisions made for tomorrow or two days in the future differ from decisions made for several days in the future? We use data from an online grocer to address this question. In general, we find that as the delay between order completion and delivery increases, grocery customers spend less, order a higher percentage of "should" items (e.g., vegetables), and order a lower percentage of "want" items (e.g., ice cream), controlling for customer fixed effects. These findings are all consistent with theories suggesting that people's "should" selves exert more influence over their choices the further in the future outcomes will be experienced. However, orders placed for delivery tomorrow versus two days in the future do not show this want/should pattern, and we discuss a potential explanation.
Keywords: Time Management;
Service Delivery;
Online Technology;
Decisions;
Customers;
Retail Industry;
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Article
| Organizational Behavior and Human Decision Processes
|
Nameless + Harmless = Blameless: When Seemingly Irrelevant Factors Influence Judgment of (Un)ethical Behavior
Francesca Gino, Lisa L. Shu and Max Bazerman
Keywords: Judgments;
Ethics;
Behavior;
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Article
| Judgment and Decision Making
|
Conflict of Interest and the Intrusion of Bias
Don A. Moore, Lloyd Tanlu and Max Bazerman
This paper presents evidence of performance persistence in entrepreneurship. We show that entrepreneurs with a track record of success are much more likely to succeed than first-time entrepreneurs and those who have previously failed. In particular, they exhibit persistence in selecting the right industry and time to start new ventures. Entrepreneurs with demonstrated market-timing skill are also more likely to outperform industry peers in their subsequent ventures. This is consistent with the view that if suppliers and customers perceive the entrepreneur to have market-timing skill, and is therefore more likely to succeed, they will be more willing to commit resources to the firm. In this way, success breeds success and strengthens performance persistence.
Keywords: Conflict of Interests;
Prejudice and Bias;
Performance;
Entrepreneurship;
Market Timing;
Competency and Skills;
Perception;
Business Startups;
Resource Allocation;
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Article
| Business Ethics Quarterly
|
The Price of Equality: Suboptimal Resource Allocations across Social Categories
Stephen M. Garcia, Max Bazerman, Shirli Kopelman, Avishalom Tor and Dale T. Miller
This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric, payoffs. Studies 1 and 2 show that people prefer to maximize profits when interacting within their social category, but chose suboptimal individual and joint profits when interacting across social categories. Study 3 demonstrates that outside observers, who were not members of the focal social categories, also were less likely to maximize profits when resources were distributed across social category lines. Study 4 shows that the transaction utility of maximizing profits required greater compensation when resources were distributed across, in contrast to within, social categories. We discuss the ethical implications of these decision-making biases in the context of organizations.
Keywords: Equality and Inequality;
Resource Allocation;
Societal Protocols;
Profit;
Decision Making;
Prejudice and Bias;
Market Transactions;
Ethics;
Power and Influence;
Distribution;
Organizations;
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Article
| Negotiation Journal
|
A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future
Chia-Jung Tsay and Max Bazerman
Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in social factors, as work on social relationships, egocentrism, attribution and construal processes, and motivated illusions was incorporated into our understanding of negotiations. Several promising areas of research have emerged in recent years, drawing from other disciplines and informing the field of negotiations, including work on the influence of ethics, emotions, intuition, and training.
Keywords: Decision Making;
Negotiation;
Perspective;
Ethics;
Emotions;
Perception;
Relationships;
Management Practices and Processes;
Training;
Behavior;
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Article
| Environment
|
U.S. Energy Policy: Overcoming Barriers to Acting
Max Bazerman
Energy policy is on everyone's mind these days. The U.S. presidential campaign focused on energy independence and exploration (drill, baby, drill), climate change, alternative fuels, even nuclear energy. But there is a serious problem endemic to America's energy challenges. Policymakers tend to do just enough to satisfy political demands but not enough to solve the real problems, and they wait too long to act. The resulting policies are overly reactive, enacted once damage is already done, and they are too often incomplete, incoherent, and ineffectual. Given the gravity of current economic, geopolitical, and environmental concerns, this is more unacceptable than ever. This important volume details this problem, making clear the unfortunate results of such short-sighted thinking, and it proposes measures to overcome this counterproductive tendency. All of the contributors to Acting in Time on Energy Policy are affiliated with Harvard University and rank among America's pre-eminent energy policy analysts. They tackle important questions as they pertain to specific areas of energy policy: Why are these components of energy policy so important? How would acting in time, i.e., not waiting until politics demands action, make a difference? What should our policy actually be? We need to get energy policy right this time-Gallagher and her colleagues help lead the way.
Keywords: Policy;
Weather and Climate Change;
Energy Sources;
Government and Politics;
Cognition and Thinking;
Management Analysis, Tools, and Techniques;
Problems and Challenges;
Non-Renewable Energy;
Economics;
Natural Environment;
Energy Industry;
United States;
Citation: Bazerman, Max. " U.S. Energy Policy: Overcoming Barriers to Acting." Environment (September–October 2009). (This is a adaptation of a paper that originally appeared as "Barriers to Acting in Time on Energy, and Strategies for Overcoming Them" in K. Gallagher (Ed.), Acting in Time on Energy Policy. Washington, DC: Brookings, 2009.)
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Journal Article
| Negotiation and Conflict Management Research
|
The Reality and Myth of Sacred Issues in Negotiations
A. E. Tenbrunsel, K A. Wade-Benzoni, V. H. Medvec, L. Thompson and M. H. Bazerman
This paper investigates the role of sacred issues in a dyadic negotiation set in an environmental context. As predicted, when negotiators focus on sacred issues, this negatively impacts the negotiation, producing more impasses, lower joint outcomes, and more negative perceptions of one's opponent; however, this is only true when both parties perceive that they have a strong alternative to a negotiated agreement. When negotiation parties perceive that they have a weak alternative, sacred issues did not have any effect on negotiation outcomes or opponent perceptions. These results suggest that the negative effects of sacred issues is driven in part by whether negotiators have recourse, such that exercising one's principles and values may depend on whether people can afford to do so. We conclude by suggesting that the impact of certain sacred issues may be contextually dependent and that the term “pseudo sacred” may actually be a more accurate label.
Keywords: Decision Choices and Conditions;
Values and Beliefs;
Negotiation Process;
Negotiation Tactics;
Conflict of Interests;
Perception;
Cooperation;
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Article
| Academy of Management Perspectives
|
On Good Scholarship, Goal Setting, and Scholars Gone Wild
Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman
In this article, we define good scholarship, highlight our points of disagreement with Locke and Latham (2009), and call for further academic research to examine the full range of goal setting's effects. We reiterate our original claim that goal setting, like a potent medication, can produce both beneficial effects and systematic, negative outcomes (Ordóñez, Schweitzer, Galinsky, & Bazerman, 2009), and as a result, it should be carefully prescribed and closely monitored.
Keywords: Mission and Purpose;
Research;
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Article
| Perspectives on Psychological Science
|
How Can Decision Making Be Improved?
Katherine L. Milkman, Dolly Chugh and Max H. Bazerman
The optimal moment to address the question of how to improve human decision making has arrived. Thanks to fifty years of research by judgment and decision making scholars, psychologists have developed a detailed picture of the ways in which human judgment is bounded. This paper argues that the time has come to focus attention on the search for strategies that will improve bounded judgment because decision making errors are costly and are growing more costly, decision makers are receptive, and academic insights are sure to follow from research on improvement. In addition to calling for research on improvement strategies, this paper organizes the existing literature pertaining to improvement strategies, highlighting promising directions for future research.
Keywords: Decision Making;
Performance Improvement;
Research;
Strategy;
Judgments;
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Journal Article
| Organizational Behavior and Human Decision Processes
|
Dirty Work, Clean Hands: The Moral Psychology of Indirect Agency
Neeru Paharia, Karim Kassam, Joshua Greene and Max Bazerman
When powerful people cause harm, they often do so indirectly through other people. Are harmful actions carried out through others evaluated less negatively than harmful actions carried out directly? Four experiments examine the moral psychology of indirect agency. Experiments 1A, 1B, and 1C reveal effects of indirect agency under conditions favoring intuitive judgment, but not reflective judgment, using a joint/separate evaluation paradigm. Experiment 2A demonstrates that effects of indirect agency cannot be fully explained by perceived lack of foreknowledge or control on the part of the primary agent. Experiment 2B indicates that reflective moral judgment is sensitive to indirect agency, but only to the extent that indirectness signals reduced foreknowledge and/or control. Experiment 3 indicates that effects of indirect agency result from a failure to automatically consider the potentially dubious motives of agents who cause harm indirectly. Experiment 4 demonstrates an effect of indirect agency on purchase intentions.
Keywords: Judgments;
Ethics;
Moral Sensibility;
Behavior;
Motivation and Incentives;
Power and Influence;
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Article
| Journal of Experimental Social Psychology
|
When Misconduct Goes Unnoticed: The Acceptability of Gradual Erosion in Others' Unethical Behavior
Francesca Gino and Max Bazerman
Four laboratory studies show that people are more likely to accept others' unethical behavior when ethical degradation occurs slowly rather than in one abrupt shift. Participants served in the role of watchdogs charged with catching instances of cheating. The watchdogs in our studies were less likely to criticize the actions of others when their behavior eroded gradually, over time, rather than in one abrupt shift. We refer to this phenomenon as the slippery-slope effect. Our studies also demonstrate that at least part of this effect can be attributed to implicit biases that result in a failure to notice ethical erosion when it occurs slowly. Broadly, our studies provide evidence as to when and why people accept cheating by others and examine the conditions under which the slippery-slope effect occurs.
Keywords: Ethics;
Behavior;
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Article
| Management Science
|
Highbrow Films Gather Dust: Time-inconsistent Preferences and Online DVD Rentals
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
We report on a field study demonstrating systematic differences between the preferences people anticipate they will have over a series of options in the future and their subsequent revealed preferences over those options. Using a novel panel data set, we analyze the film rental and return patterns of a sample of online DVD rental customers over a period of four months. We predict and find that should DVDs (e.g., documentaries) are held significantly longer than want DVDs (e.g., action films) within-customer. Similarly, we also predict and find that people are more likely to rent DVDs in one order and return them in the reverse order when should DVDs are rented before want DVDs. Specifically, a 1.3% increase in the probability of a reversal in preferences (from a baseline rate of 12%) ensues if the first of two sequentially rented movies has more should and fewer want characteristics than the second film. Finally, we find that as the same customers gain more experience with online DVD rentals, the extent to which they hold should films longer than want films decreases. Our results suggest that present bias has a meaningful impact on choice in the field and that people may learn about their present bias with experience, and, as a result, gain the capacity to curb its influence.
Keywords: Decision Choices and Conditions;
Forecasting and Prediction;
Film Entertainment;
Demand and Consumers;
Renting or Rental;
Power and Influence;
Prejudice and Bias;
Online Technology;
Motion Pictures and Video Industry;
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Article
| Academy of Management Perspectives
|
Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting
Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman
Goal setting is one of the most replicated and influential paradigms in the management literature. Hundreds of studies conducted in numerous countries and contexts have consistently demonstrated that setting specific, challenging goals can powerfully drive behavior and boost performance. Advocates of goal setting have had a substantial impact on research, management education, and management practice. In this article, we argue that the beneficial effects of goal setting have been overstated and that systematic harm caused by goal setting has been largely ignored. We identify specific side effects associated with goal setting, including a narrow focus that neglects nongoal areas, distorted risk preferences, a rise in unethical behavior, inhibited learning, corrosion of organizational culture, and reduced intrinsic motivation. Rather than dispensing goal setting as a benign, over-the-counter treatment for motivation, managers and scholars need to conceptualize goal setting as a prescription-strength medication that requires careful dosing, consideration of harmful side effects, and close supervision. We offer a warning label to accompany the practice of setting goals.
Keywords: Goals and Objectives;
Management Practices and Processes;
Organizational Culture;
Performance Improvement;
Behavior;
Motivation and Incentives;
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Article
| Journal of the American Dietetic Association
|
Modeling Expert Opinions on Food Healthiness: A Nutrition Metric
Jolie Mae Martin, John Leonard Beshears, Katherine Lyford Milkman, Max H. Bazerman and Lisa Sutherland
Research over the last several decades indicates the failure of existing nutritional labels to substantially improve the healthiness of consumers' food and beverage choices. The difficulty for policy-makers is to encapsulate a wide body of scientific knowledge in a labeling scheme that is comprehensible to the average shopper. Here, we describe our method of developing a nutrition metric to fill this void. Methods We asked leading nutrition experts to rate the healthiness of 205 sample foods and beverages, and after verifying the similarity of their responses, we generated a model that calculates the expected average healthiness rating that experts would give to any other product based on its nutrient content. Results The form of the model is a linear regression that places weights on 12 nutritional components (total fat, saturated fat, cholesterol, sodium, total carbohydrate, dietary fiber, sugars, protein, vitamin A, vitamin C, calcium, and iron) to predict the average healthiness rating that experts would give to any food or beverage. We provide sample predictions for other items in our database. Conclusions Major benefits of the model include its basis in expert judgment, its straightforward application, the flexibility of transforming its output ratings to any linear scale, and its ease of interpretation. This metric serves the purpose of distilling expert knowledge into a form usable by consumers so that they are empowered to make healthier decisions. Keywords: Judgments;
Food;
Nutrition;
Labels;
Knowledge Use and Leverage;
Demand and Consumers;
Measurement and Metrics;
Mathematical Methods;
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Journal Article
| Perspectives on Psychological Science
|
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
Katherine L. Milkman, Todd Rogers and Max Bazerman
Although observers of human behavior have long been aware that people regularly struggle with internal conflict when deciding whether to behave responsibly or indulge in impulsivity, psychologists and economists did not begin to empirically investigate this type of want/should conflict until recently. In this paper, we review and synthesize the latest research on want/should conflict, focusing our attention on the findings from an empirical literature on the topic that has blossomed over the last 15 years. We then turn to a discussion of how individuals and policy makers can use what has been learned about want/should conflict to help decision makers select far-sighted options.
Keywords: Decision Choices and Conditions;
Ethics;
Policy;
Behavior;
Conflict and Resolution;
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Article
| Journal of Management
|
Psychological Influence in Negotiation: An Introduction Long Overdue
Deepak Malhotra and Max H. Bazerman
This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one of the reasons for its limited impact on negotiation research is that extant research on social influence focuses almost exclusively on economic or structural levers of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not require the influencer to change the economic or structural aspects of the bargaining situation in order to persuade the target; (2) Review prior research on behavioral decision making to identify ideas that may be relevant to the domain of psychological influence; (3) Provide a series of examples of how behavioral decision research can be leveraged to create psychological influence tactics for use in negotiation; (4) Consider the other side of influence, i.e., how targets of influence might defend against the tactics herein considered; and (5) Consider some of the ethical issues surrounding the use of psychological influence in negotiation.
Keywords: Social Issues;
Research;
Framework;
Negotiation Tactics;
Decisions;
Power and Influence;
Behavior;
Ethics;
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Journal Article
| Organizational Behavior and Human Decision Processes
|
Future Lock-in: Future Implementation Increases Selection of 'Should' Choices
Todd Rogers and Max Bazerman
People often experience tension over certain choices (e.g., they should reduce their gas consumption or increase their savings, but they do not want to). Some posit that this tension arises from the competing interests of a deliberative “should” self and an affective “want” self. We show that people are more likely to select choices that serve the should self (should-choices) when the choices will be implemented in the distant rather than the near previous future. This “future lock-in” is demonstrated in four experiments for should-choices involving donation, public policy, and self-improvement. Additionally, we show that previous future lock term-in can arise without changing the structure of a should-choice, but by just changing people's temporal focus. Finally, we provide evidence that they should self operates at a higher construal level (abstract, superordinate) than the want self, and that this difference in construal partly underlies previous future lock-in.
Keywords: Decision Choices and Conditions;
Research;
Behavior;
Conflict of Interests;
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Article
| Negotiation and Conflict Management Research
|
Stretching the Effectiveness of Analogical Training in Negotiations: Teaching Diverse Principles for Creating Value
Simone Moran, Yoella Bereby-Meyer and Max Bazerman
Keywords: Negotiation;
Value;
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Article
| Negotiation Journal
|
When 'Sacred' Issues Are at Stake
Max Bazerman, A. E. Tenbrunsel and K. A. Wade-Benzoni
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Journal Article
| Theory and Decision
|
On the Robustness of the Winner's Curse Phenomenon
B. Grosskopf, Y. Bereby-Meyer and M. H. Bazerman
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Journal Article
| Analyses of Social Issues and Public Policy
|
The Malleability of Environmentalism
Kimberly A. Wade-Benzoni, Min Li, Leigh L. Thompson and Max Bazerman
In this paper, we predict and find that self-perceptions of environmentalism are changed by subtle manipulations of context and, in turn, affect environmental behavior. In Study 1, we found that people exhibit greater positive assessments of their environmental behaviors (1) in the context of denying harm to the environment than in the context of claiming to help the environment, and (2) in situations where behaviors are evaluated subjectively than in situations where behaviors are evaluated more objectively. In Study 2, we explored the relationship between self-perceptions of environmentalism and environmental behaviors. Our data suggest that environmentally friendly behaviors may be promoted by leading people to perceive themselves as good environmentalists.
Keywords: Research;
Environmental Sustainability;
Behavior;
Cognition and Thinking;
Identity;
Perception;
Personal Characteristics;
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Journal Article
| Harvard Business Review
|
Investigative Negotiation
Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into selling their own position and too little into understanding the other party's perspective. To get the best deal--or, sometimes, any deal at all--negotiators need to think like detectives, digging for information about why the other side wants what it does. This investigative approach entails a mind-set and a methodology, say Harvard Business School professors Malhotra and Bazerman. Inaccurate assumptions about the other side's motivations can lead negotiators to propose solutions to the wrong problems, needlessly give away value, or derail deals altogether. Consider, for example, the pharmaceutical company that deadlocked with a supplier over the issue of exclusivity in an ingredient purchase. Believing it was a ploy to raise the price, the drug maker upped its offer--unsuccessfully. In fact, the supplier was balking because a relative's company needed a small amount of the ingredient to make a local product. Once the real motivation surfaced, a compromise quickly followed. Understanding the other side's motives and goals is the first principle of investigative negotiation. The second is to figure out what constraints the other party faces. Often when your counterpart's behavior appears unreasonable, his hands are tied somehow, and you can reach agreement by helping overcome those limitations. The third is to view onerous demands as a window into what the other party prizes most--and use that information to create opportunities. The fourth is to look for common ground; even fierce competitors may have complementary interests that lead to creative agreements. Finally, if a deal appears lost, stay at the table and keep trying to learn more. Even if you don't win, you can gain insights into a customer's future needs, the interests of similar customers, or the strategies of competitors.
Keywords: Knowledge Acquisition;
Knowledge Use and Leverage;
Negotiation Process;
Negotiation Tactics;
Motivation and Incentives;
Perspective;
Pharmaceutical Industry;
Citation: Malhotra, Deepak, and Max H. Bazerman. " Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
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Column
| Negotiation
|
Pitch Your Offer—and Close the Deal
Deepak Malhotra and Max H. Bazerman
The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The primary tip "unbundle gains, bundle losses," refers to gaining money in installments but losing money in one lump sum. This is followed by "leverage the power of justification," which focuses on negotiators' failure in providing a justification for their offers and proposals. And lastly, the strategy called "issue token or gifts," which is familiarly known as giving away gifts to counterparts. It was noted that a negotiator should see to it that his counterpart would not feel insulted by the offered gifts.
Keywords: Decision Making;
Negotiation;
Negotiation Offer;
Negotiation Tactics;
Strategy;
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Article
| Mind & Society
|
Bounded Awareness: What You Fail to See Can Hurt You
Dolly Chugh and M. Bazerman
Keywords: Failure;
Knowledge;
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Journal Article
| Capitalism and Society
|
Behavioral Decision Research, Legislation, and Society: Three Cases
M. H. Bazerman
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Article
| Rotman
|
Bounded Awareness: What You Fail to See Can Hurt You
Dolly Chugh and Max Bazerman
Keywords: Failure;
Citation: Chugh, Dolly, and Max Bazerman. "Bounded Awareness: What You Fail to See Can Hurt You." The Risk Issue. Rotman (spring 2007), 20–25.
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Article
| Journal of Personality and Social Psychology
|
The Costs and Benefits of Undoing Egocentric Responsibility Assessments in Groups
E. Caruso, N. Epley and M. H. Bazerman
Keywords: Cost vs Benefits;
Groups and Teams;
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Article
| Journal of Personality and Social Psychology
|
When Perspective Taking Increases Taking: Reactive Egoism in Social Interaction
N. Epley, E. Caruso and Max H. Bazerman
Keywords: Perspective;
Society;
Relationships;
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Column
| Negotiation
|
The Mind of the Negotiator: Think Before You Blink
M. H. Bazerman
Keywords: Negotiation;
-
Article
| Climatic Change
|
Climate Change As a Predictable Surprise
M. H. Bazerman
Keywords: Change;
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Column
| Negotiation
|
The Mind of the Negotiator: Negotiate Like a Diplomat
M. H. Bazerman
Keywords: Negotiation;
Government and Politics;
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Article
| Perspectives on Psychological Science
|
Enlarging the Societal Pie Through Wise Legislation: A Psychological Perspective
Jonathon Baron, Max Bazerman and Katherine Shonk
Keywords: Society;
Government Legislation;
Growth and Development;
Health;
Perspective;
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Article
| Harvard Business Review
|
Decisions Without Blinders
M. Bazerman and Dolly Chugh
Keywords: Decision Making;
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Article
| Academy of Management Review
|
Conflicts of Interest and the Case of Auditor Independence: Moral Seduction and Strategic Issue Cycling.
Don A. Moore, Philip E. Tetlock, Lloyd Tanlu and Max H. Bazerman
Keywords: Conflict of Interests;
Accounting Audits;
Moral Sensibility;
Strategy;
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Article
| Academy of Management Review
|
Reports of Solving the Conflicts of Interest in Auditing Are Highly Exaggerated
Max H. Bazerman, Don A. Moore, Philip E. Tetlock and Lloyd Tanlu
Keywords: Conflict of Interests;
Information;
Accounting Audits;
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Column
| Negotiation
|
It's Not Intuitive: Strategies for Negotiating More Rationally
M. H. Bazerman and Deepak Malhotra
Keywords: Negotiation;
Strategy;
Cognition and Thinking;
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Column
| Negotiation
|
The Mind of the Negotiator: Beware Your Counterpart's Biases
M. H. Bazerman
Keywords: Negotiation;
Prejudice and Bias;
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Column
| Negotiation
|
The Mind of the Negotiator: When Good People (Seem to) Negotiate in Bad Faith
M. H. Bazerman
Keywords: Negotiation;
-
Article
| Journal of Behavioral Decision Making
|
Profit Maximization versus Disadvantageous Inequality in Choice Behavior: The Impact of Self-Categorization
S. M. Garcia, A. Tor, M. Bazerman and D. T. Miller
Keywords: Profit;
Decision Choices and Conditions;
Behavior;
Social Psychology;
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Article
| Negotiation Journal
|
Psychological Dimensions of the Israeli Settlements Issue: Endowments and Identities
Susan Hackley, M. Bazerman, Lee Ross and Dan Shapiro
Keywords: Health;
Identity;
Housing;
Israel;
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Column
| Negotiation
|
The Mind of the Negotiator: Creating Value, Weighing Values
M. H. Bazerman
Keywords: Negotiation;
Value;
-
Column
| Negotiation
|
The Mind of the Negotiator: The Dangers of Compromise
M. Bazerman
Keywords: Negotiation;
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Article
| Academy of Management Review
|
Conducting Influencial Research: The Need for Prescriptive Implications
M. H. Bazerman
Keywords: Research;
-
Guest Column
| Leadership Excellence
|
Negotiator Focus
M. Bazerman
Keywords: Negotiation;
Citation: Bazerman, M. " Negotiator Focus." Leadership Excellence 22, no. 2 (2005): 17.
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Article
| International Public Management Journal
|
Airline Security, the Failure of 9/11, and Predictable Surprises
M. Bazerman and M. Watkins
Keywords: National Security;
Failure;
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Article
| Compass
|
Predictable Negotiations: Should Have Seen This Coming (Book Excerpt)
M. Bazerman and Michael Watkins
Keywords: Negotiation;
Books;
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Article
| Journal of Behavioral Decision Making
|
Overcoming Focusing Failures in Competitive Environments
Lorraine Chen Idson, Dolly Chugh, Yoella Bereby-Meyer, Simone Moran, Brit Grosskopf and Max H. Bazerman
Keywords: Failure;
Competition;
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Column
| Negotiation
|
The Mind of the Negotiator: The High Cost of Close Focus
M. H. Bazerman
Keywords: Negotiation;
Cost;
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Article
| Social Justice Research
|
The Social Psychology of Ordinary Unethical Behavior
M. H. Bazerman and M. R. Banaji
Keywords: Ethics;
Social Psychology;
Behavior;
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Column
| Negotiation
|
The Mind of the Negotiator: The Winner's Curse
Max H. Bazerman
Keywords: Negotiation;
-
Column
| Negotiation
|
The Mind of the Negotiator: Escalation of Commitment
Max H. Bazerman
Keywords: Negotiation;
-
Column
| Negotiation
|
The Mind of the Negotiator: Do You Know When to Walk Away
M. Bazerman
Keywords: Negotiation;
-
Column
| Negotiation
|
The Mind of the Negotiator: Great Expectations
Max H. Bazerman
Keywords: Negotiation;
-
Article
| Journal of Behavioral Decision Making
|
Focusing Failures in Competitive Environments: Explaining Decision Errors in the Monty Hall Game, the Acquiring a Company Problem, and Multiparty Ultimatums
Avishalom Tor and Max H. Bazerman
Keywords: Failure;
Competition;
Decision Making;
Problems and Challenges;
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Article
| Harvard Business Review
|
How (Un)ethical Are You?
Mahzarin R. Banaji, Max H. Bazerman and Dolly Chugh
Keywords: Ethics;
Citation: Banaji, Mahzarin R., Max H. Bazerman, and Dolly Chugh. " How (Un)ethical Are You?" Harvard Business Review 81, no. 12 (December 2003).
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Column
| Negotiation
|
The Mind of the Negotiator: When Self-interest Is Sabotage
Max H. Bazerman
Keywords: Negotiation;
-
Column
| Negotiation
|
The Mind of the Negotiator: The Mythical Fixed Pie
Max H. Bazerman
Keywords: Negotiation;
-
Guest Column
| APS Observer
|
Psychology in Business Schools
M. H. Bazerman
Keywords: Business Education;
Social Psychology;
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Comment
| Academy of Management Review
|
Editors' Comments: Bringing Consumers
A. P. Brief and M. H. Bazerman
Keywords: Communication;
Customers;
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Journal Article
| Harvard Business Review
|
Predictable Surprises: The Disasters You Should Have Seen Coming
Michael D. Watkins and Max H. Bazerman
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Article
| Journal of Behavioral Decision Making
|
Dyadic Processes of Disclosure and Reciprocity in Bargaining with Communication
Kathleen L. McGinn, Leigh Thompson and Max H. Bazerman
Keywords: Negotiation;
Communication;
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Book Review
| Contemporary Psychology
|
A Social Science Perspective to Understanding Ethics in Organizations: A Review of Social Influences on Ethical Behavior in Organizations
Dolly Chugh and Max Bazerman
Keywords: Perspective;
Society;
Science;
Ethics;
Organizations;
Behavior;
Power and Influence;
-
Response
| USA Today
|
Idea Doesn't Go Far Enough (response on forensic audits)
M. H. Bazerman
-
Guest Column
| APS Observer
|
Bringing Research on Judgement and Decision Making to Public Policy
M. H. Bazerman
Keywords: Research;
Judgments;
Decision Making;
Policy;
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Article
| Harvard Business Review
|
Why Good Accountants Do Bad Audits
Max H. Bazerman, George Loewenstein and Don A. Moore
Keywords: Accounting Audits;
Citation: Bazerman, Max H., George Loewenstein, and Don A. Moore. " Why Good Accountants Do Bad Audits." Harvard Business Review 80, no. 11 (November 2002). (Reprinted in A.Leckley & J. Bogle (Eds.), Best Business Stories of the Year, Vintage Books, 2004.)
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Journal Article
| Journal of Behavioral Decision Making
|
What We Want to Do versus What We Think We Should Do
K. M. O'Connor, C.K. W. deDreu, H. Schroth, B. Barry, T. Lituchy and M. H. Bazerman
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Article
| Journal of Applied Psychology
|
Cognitions and Behavior in Asymmetric Social Dilemmas: A Comparision of Two Cultures
Kimberly Wade-Benzoni, Tetsushi Okmura, Jeanne M Brett, Don A Moore, Ann Tenbrunsel and M. H. Bazerman
Keywords: Cognition and Thinking;
Behavior;
Problems and Challenges;
Society;
-
Editorial
| Pittsburgh Post-Gazette
|
Enron failures show U.S. auditing system is in dire need of big change
G. Loewenstein, D. A. Moore and M. H. Bazerman
Keywords: Crime and Corruption;
Failure;
Accounting Audits;
System;
Change;
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Article
| American Behavioral Scientist
|
Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection
A. J. Hoffman, H. Riley, J. G. Troast and M. H. Bazerman
Keywords: Cognition and Thinking;
Cooperation;
Environmental Sustainability;
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Article
| Games and Economic Behavior
|
How Communication Improves Efficiency in Bargaining Games
Kathleen L. Valley, Leigh Thompson, Robert Gibbons and Max H. Bazerman
Keywords: Communication;
Negotiation;
Citation: Valley, Kathleen L., Leigh Thompson, Robert Gibbons, and Max H. Bazerman. " How Communication Improves Efficiency in Bargaining Games." Games and Economic Behavior 38, no. 1 (January 2002): 127–155. (Reprinted in M.H. Bazerman, ed., Negotiation, Decision Making and Conflict Management, Volume 3, Edward Elgar Publishing, 2005.)
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Guest Column
| Bottom Line
|
Spending Hours to Save a Few Dollars?
M. H. Bazerman
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Article
| Academy of Management Review
|
Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions
K. A. Wade-Benzoni, A. J. Hoffman, L. L. Thompson, D. Moore, J. Gillespie and Max Bazerman
Keywords: Negotiation;
Value;
-
Article
| Journal of Behavioral Decision Making
|
The Study of 'Real' Decision Making
M. Bazerman
Keywords: Decision Making;
-
Guest Column
| Executive Excellence
|
Value Negotiation
B. J. Dietmeyer and M. H. Bazerman
Keywords: Value;
Negotiation;
Citation: Dietmeyer, B. J., and M. H. Bazerman. " Value Negotiation." Executive Excellence (April 2001): page 7. (short piece.)
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Article
| Journal of Consumer Research
|
Consumer Research for Consumers
Max Bazerman
Keywords: Customers;
Research;
Citation: Bazerman, Max. " Consumer Research for Consumers." Journal of Consumer Research 27, no. 4 (March 2001): 499–504. (Reprinted in F. Maidment (Ed.) Powerweb: Introduction to Business, McGraw-Hill, 2003.)
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Book Review
| Harvard Business Review
|
Taking the Bias out of Bean Counting
Max Bazerman and G. Loewenstein
Keywords: Prejudice and Bias;
Accounting;
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Article
| Annual Review of Psychology
|
Negotiation
M. H. Bazerman, J. R. Curhan, D. A. Moore and K. L. Valley
Keywords: Negotiation;
Citation: Bazerman, M. H., J. R. Curhan, D. A. Moore, and K. L. Valley. " Negotiation." Annual Review of Psychology 51, no. 1 (2000).
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Article
| Academy of Management Journal
|
The Influence of Standards on Judgment and Choices
A. E. Tenbrunsel, K. A. Wade-Benzoni, D. M. Messick and M. H. Bazerman
Keywords: Judgments;
Decision Choices and Conditions;
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Article
| Organizational Behavior and Human Decision Processes
|
The Negotiation Matching Process: Relationships and Partner Selection
A. E. Tenbrunsel, K. A. Wade-Benzoni, K. A. Moag and M. H. Bazerman
Keywords: Negotiation;
Relationships;
Partners and Partnerships;
-
Article
| Personal Excellence
|
Ten Money Mistakes
M. H. Bazerman
Keywords: Money;
-
Article
| Psychological Bulletin
|
Preference Reversals between Joint and Separate Evaluations of Outcomes
C. K. Hsee, G. F. Loewenstein, S. Blount-Lyons and M. H. Bazerman
Keywords: Outcome or Result;
-
Article
| Harvard Business Review
|
Betting on the Future: The Virtues of Contingent Contracts
M. H. Bazerman and J. J. Gillespie
Keywords: Contracts;
-
Article
| Organizational Behavior and Human Decision Processes
|
Positive Illusions and Biases of Prediction in Mutual Fund Investment Decisions
D. A. Moore, T. R. Kurtzberg, C. R. Fox and M. H. Bazerman
Keywords: Investment;
Decision Making;
Forecasting and Prediction;
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Article
| American Behavioral Scientist
|
Our Mind as a Barrier to Wiser Agreements
M. H. Bazerman, J. Gillespie and D. Moore
Keywords: Agreements and Arrangements;
-
Article
| American Behavioral Scientist
|
A Mixed-Motive Perspective on the Economics versus Environment Debate
A. Hoffman, J. Gillespie, D. Moore, K. A. Wade-Benzoni, L. L. Thompson and M. H. Bazerman
Keywords: Perspective;
Economics;
Natural Environment;
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Article
| Journal of Economic Behavior & Organization
|
Explaining How Preferences Change across Joint Versus Separate Evaluations
M. H. Bazerman, D. Moore, A. E. Tenbrunsel and K. A. Wade-Benzoni
Keywords: Change;
Information;
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Book Review
| Administrative Science Quarterly
|
Book Review of Organizational Decision Making edited by Z. Shapira
M. H. Bazerman
Keywords: Organizations;
Decision Making;
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Article
| Psychonomic Bulletin & Review
|
Broadening Behavioral Decision Research: Multiple Levels of Processing
D. L. Medin and M. H. Bazerman
Keywords: Decision Making;
Research;
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Article
| Soundview Executive Book Summaries
|
Smart Money Decisions
M. H. Bazerman
Keywords: Money;
Decision Making;
Citation: Bazerman, M. H. "Smart Money Decisions." Soundview Executive Book Summaries 21, no. 12 (1999).
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Article
| Business Ethics Quarterly
|
On the Power of a Clear Definition of Rationality
M. H. Bazerman and D. M. Messick
Keywords: Power and Influence;
Communication;
-
Article
| Negotiation Journal
|
Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiation
J. Gillespie and M. H. Bazerman
Keywords: Negotiation;
Citation: Gillespie, J., and M. H. Bazerman. "Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiation." Negotiation Journal 14, no. 2 (April 1998): 149–159.
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Article
| Basic and Applied Social Psychology
|
The Role of Social Context on Decisions: Integrating Social Cognition and Behavioral Decision Research
M. H. Bazerman and A. E. Tenbrunsel
Keywords: Decision Making;
Integration;
Cognition and Thinking;
Behavior;
Research;
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Article
| Journal of Economic Behavior & Organization
|
'A Matter of Trust': Effects of Communication on the Efficiency and Distribution of Outcomes
K. L. Valley, J. Moag and M. H. Bazerman
Keywords: Trust;
Communication;
Outcome or Result;
Distribution;
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Article
| Academy of Management Review
|
Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences
M. H. Bazerman, A. E. Tenbrunsel and K. A. Wade-Benzoni
Keywords: Negotiation;
Conflict and Resolution;
Management;
Decision Choices and Conditions;
-
Book Review
| Contemporary Psychology
|
Book Review of Organizational Decision Making edited by Z. Shapira
M. H. Bazerman
Keywords: Organizations;
Decision Making;
-
Journal Article
| Personal Excellence
|
The Mythical Fixed-Pie
M. H. Bazerman and M. A. Neale
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Article
| Negotiation Journal
|
Parasitic Integration
J. Gillespie and M. H. Bazerman
Keywords: Integration;
Citation: Gillespie, J., and M. H. Bazerman. "Parasitic Integration." Negotiation Journal 13, no. 3 (September 1997): 271–282.
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Article
| MIT Sloan Management Review
|
The Endangered Species Act and the U.S. Economy
A. J. Hoffman, M. H. Bazerman and S. L. Yaffe
Keywords: Economy;
Law;
United States;
-
Article
| MIT Sloan Management Review
|
The Impossibility of Auditor Independence
M. H. Bazerman, K. Morgan and G. F. Loewenstein
Keywords: Accounting Audits;
-
Article
| Journal of Personality and Social Psychology
|
Self-Interest and Fairness in Problems of Resource Allocation
K. A. Diekmann, S. M. Samuels, L. Ross and M. H. Bazerman
Keywords: Resource Allocation;
Problems and Challenges;
Fairness;
-
Article
| Organizational Behavior and Human Decision Processes
|
Ultimatum Bargaining with a Committee: Underestimating the Importance of Decision Rule
D. M. Messick, D. A. Moore and M. H. Bazerman
Keywords: Negotiation;
Groups and Teams;
Decision Making;
-
Comment
| Manageris: la lettre de synthèse des meilleurs ouvrages de management
|
Comment on 'Dealing with an Angry Public'
M. H. Bazerman
Citation: Bazerman, M. H. "Comment on 'Dealing with an Angry Public'." Manageris: la lettre de synthèse des meilleurs ouvrages de management 41 (September 1996).
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Article
| Journal of Economic Behavior & Organization
|
The Inconsistent Evaluation of Comparative Payoffs in Labor Supply and Bargaining
S. Blount and M. H. Bazerman
Keywords: Labor;
-
Article
| Organizational Behavior and Human Decision Processes
|
Egocentric Interpretations of Fairness in Asymmetric, Environmental Social Dilemmas: Explaining Harvesting Behavior and the Role of Communication
K. A. Wade-Benzoni, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Behavior;
Communication;
-
Article
| Organizational Behavior and Human Decision Processes
|
The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiation
K. A. Diekmann, A. E. Tenbrunsel, P. P. Shah, H. A. Schroth and M. H. Bazerman
Keywords: Negotiation;
Price;
-
Article
| MIT Sloan Management Review
|
Ethics for the 21st Century: A Decision Making Approach
D. M. Messick and M. H. Bazerman
Keywords: Ethics;
Decision Making;
-
Article
| Negotiation Journal
|
Shortcomings of Neutrality in Mediation: Solutions Based on Rationality
K. Gibson, L. L. Thompson and M. H. Bazerman
Keywords: Negotiation;
Citation: Gibson, K., L. L. Thompson, and M. H. Bazerman. "Shortcomings of Neutrality in Mediation: Solutions Based on Rationality." Negotiation Journal 12, no. 1 (January 1996): 69–80.
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Book Review
| Contemporary Psychology
|
Book Review of Risk Taking edited by Z. Shapiro
M. H. Bazerman and K. A. Wade-Benzoni
Keywords: Risk and Uncertainty;
-
Article
| Organizational Behavior and Human Decision Processes
|
States of Affairs and States of Mind: The Curse of Knowledge of Beliefs
B. Keysar, L. Ginzel and M. H. Bazerman
Keywords: Knowledge;
Values and Beliefs;
-
Article
| Organizational Behavior and Human Decision Processes
|
Negotiating Over Time: Impediments to Integrative Solutions
E. A. Mannix, C. Tinsley and M. H. Bazerman
Keywords: Negotiation;
Integration;
-
Article
| Current Directions in Psychological Science
|
Perceptions of Fairness in Interpersonal and Individual Choice Situations
M. H. Bazerman, S. B. White and G. F. Loewenstein
Keywords: Perception;
Fairness;
Decision Choices and Conditions;
-
Article
| Organizational Behavior and Human Decision Processes
|
The Inconsistent Role of Comparison Others and Procedural Justice to Hypothetical Job Descriptions: Implications for Job Acceptance Decisions
M. H. Bazerman, H. A. Schroth, P. P. Shah, K. A. Diekmann and A. E. Tenbrunsel
Keywords: Human Resources;
Decision Making;
-
Article
| Organizational Behavior and Human Decision Processes
|
Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations
S. B. White, K. L. Valley, M. H. Bazerman and M. A. Neale
Keywords: Price;
Behavior;
Negotiation;
Markets;
-
Article
| Organizational Behavior and Human Decision Processes
|
The Effect of Agents and Mediators on Negotiation Outcomes
M. H. Bazerman, M. A. Neale, K. L. Valley, E. J. Zajac and Y. M. Kim
Keywords: Negotiation;
Outcome or Result;
-
Article
| Academy of Management Executive
|
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
M. A. Neale and Max Bazerman
Keywords: Negotiation;
Power and Influence;
-
Article
| Administrative Science Quarterly
|
Reversals of Preference in Allocation Decisions: Judging an Alternative Versus Choosing Among Alternatives
M. H. Bazerman, G. F. Loewenstein and S. B. White
Keywords: Decision Making;
Decision Choices and Conditions;
Judgments;
-
Article
| European Management Journal
|
Nonrational Escalation of Commitment in Negotiation
M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
-
Article
| Small Business
|
Negotiating Rationally
M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
Citation: Bazerman, M. H., and M. A. Neale. "Negotiating Rationally." Small Business (June 1992).
-
Article
| Organizational Behavior and Human Decision Processes
|
Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective
M. A. Neale and M. H. Bazerman
Keywords: Negotiation;
Cognition and Thinking;
Behavior;
Decision Making;
Perspective;
Theory;
-
Article
| Organizational Behavior and Human Decision Processes
|
Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes
K. L. Valley, S. B. White, M. A. Neale and M. H. Bazerman
Keywords: Information;
Negotiation;
Outcome or Result;
-
Article
| Soundview Executive Book Summaries
|
Negotiating Rationally
M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
Citation: Bazerman, M. H., and M. A. Neale. " Negotiating Rationally." Soundview Executive Book Summaries 14 (March 1992).
-
Article
| Business Week Executive Portfolio
|
Negotiating Rationally
M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
Citation: Bazerman, M. H., and M. A. Neale. "Negotiating Rationally." Business Week Executive Portfolio 1 (1992).
-
Journal Article
| Executive Excellence
|
The Mythical Fixed-Pie
M. H. Bazerman and M. A. Neale
-
Article
| Organizational Behavior and Human Decision Processes
|
Power Balance and the Rationality of Outcomes in Matching Markets
H. Sondak and M. H. Bazerman
Keywords: Markets;
-
Article
| Organizational Behavior and Human Decision Processes
|
An Evaluation of Learning in the Bilateral Winner's Curse
S. B. Ball, M. H. Bazerman and J. S. Carroll
Keywords: Learning;
-
Article
| Academy of Management Review
|
Blind Spots in Strategic Decision Making: The Case of Competitor Analysis
E. J. Zajac and M. H. Bazerman
Keywords: Strategy;
Decision Making;
-
Article
| Accounting Review
|
A Perspective on Negotiation Research in Accounting and Auditing
J. K. Murnighan and M. H. Bazerman
Keywords: Negotiation;
Research;
Accounting;
Accounting Audits;
-
Article
| Organizational Behavior Teaching Review
|
The Role of Bargaining Zones and Agents: A Negotiation Simulation
Y. M. Kim, M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
-
Article
| International Journal of Conflict Management
|
Tactical Behavior and Negotiation Outcomes
L. R. Weingart, L. L. Thompson, J. S. Carroll and M. H. Bazerman
Keywords: Outcome or Result;
Behavior;
-
Article
| Industrial Relations
|
The Role of Arbitration Costs and Risk Aversion on Dispute Outcomes
H. S. Farber, M. A. Neale and M. H. Bazerman
Keywords: Cost;
Risk and Uncertainty;
Outcome or Result;
-
Chapter
| The Oxford Handbook of Business and the Natural Environment
| Forthcoming
Cognitive Barriers to Environmental Action: Problems and Solutions
Lisa L. Shu and Max Bazerman
Keywords: Cognition and Thinking;
Prejudice and Bias;
Environmental Sustainability;
Citation: Shu, Lisa L., and Max Bazerman. "Cognitive Barriers to Environmental Action: Problems and Solutions." In The Oxford Handbook of Business and the Natural Environment, edited by Pratima Bansal, and Andrew J. Hoffman. Oxford University Press, 2011.
-
Chapter
| The Oxford Handbook of Business and the Natural Environment
| Forthcoming
Cognitive Barriers to Environmental Action: Problems and Solutions
Lisa L. Shu and Max Bazerman
Keywords: Cognition and Thinking;
Prejudice and Bias;
Environmental Sustainability;
Citation: Shu, Lisa L., and Max Bazerman. "Cognitive Barriers to Environmental Action: Problems and Solutions." In The Oxford Handbook of Business and the Natural Environment, edited by Pratima Bansal, and Andrew J. Hoffman. Oxford University Press, 2011.
-
Chapter
| The Oxford Handbook of Business and the Natural Environment
| Forthcoming
Cognitive Barriers to Environmental Action: Problems and Solutions
Lisa L. Shu and Max Bazerman
Keywords: Cognition and Thinking;
Prejudice and Bias;
Environmental Sustainability;
Citation: Shu, Lisa L., and Max Bazerman. "Cognitive Barriers to Environmental Action: Problems and Solutions." In The Oxford Handbook of Business and the Natural Environment, edited by Pratima Bansal, and Andrew J. Hoffman. Oxford University Press, 2011.
-
Chapter
| Oxford Handbook of Economic Conflict Resolution
| Forthcoming
Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality
Neeru Paharia, Lucas Clayton Coffman and Max Bazerman
This article compares direct deception with deception via an intermediary in the bargaining context. It describes a growing experimental literature that suggests how perceived ethics surrounding transactions with multiple partners can encourage misbehavior. It is noted that causing harm indirectly through another can protect harm doers. Harm doers are apparently protected from punishment as well. The hypothesis that intermediation reduces punishment runs counter to predictions coming from a model in which solely unfair actions are punished. Experiments are also presented that show a phenomenon about the attribution of responsibility and subsequent blame (and praise) in negotiation and conflict resolution settings. It is believed that by making people more aware of their failure to notice and punish indirect unethical behavior, others can create a world where the use of intermediation will no longer provide harm doers an easy escape from public awareness.
Keywords: Negotiation Process;
Ethics;
-
Chapter
| The Psychology of Negotiations in the 21st Century Workplace
| 2012
Commentary and Future Directions for Negotiations
Chia-Jung Tsay and Max Bazerman
Keywords: Negotiation;
-
Chapter
| Behavioral Business Ethics: Shaping an Emerging Field
| 2011
Ethical Discrepancy: Changing Our Attitudes to Resolve Moral Dissonance
L. L. Shu, F. Gino and M. H. Bazerman
Keywords: Ethics;
Attitudes;
Change;
Citation: Shu, L. L., F. Gino, and M. H. Bazerman. "Ethical Discrepancy: Changing Our Attitudes to Resolve Moral Dissonance." In Behavioral Business Ethics: Shaping an Emerging Field, edited by D. De Cremer, and A.E. Tenbrunsel.Series in Organization and Management. Routledge, 2011.
-
Chapter
| Social Judgment and Decision Making
| 2011
Cognitive, Affective, and Special-interest Barriers to Policy Making
Lisa L. Shu, Chia-Jung Tsay and Max Bazerman
Keywords: Policy;
Cognition and Thinking;
Emotions;
Conflict of Interests;
Citation: Shu, Lisa L., Chia-Jung Tsay, and Max Bazerman. "Cognitive, Affective, and Special-interest Barriers to Policy Making." In Social Judgment and Decision Making, edited by Joachim Krueger.Frontiers of Social Psychology. Psychology Press, 2011.
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Chapter
| Research in Organizational Behavior
| 2000
The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are
A. E. Tenbrunsel, K. A. Diekmann, K. A. Wade-Benzoni and M. H. Bazerman
This paper explores the biased perceptions that people hold of their own ethicality. We argue that the temporal trichotomy of prediction, action and recollection is central to these misperceptions: People predict that they will behave more ethically than they actually do, and when evaluating past (un)ethical behavior, they believe they behaved more ethically than they actually did. We use the "want/should" theoretical framework to explain the bounded ethicality that arises from these temporal inconsistencies, positing that the "should" self dominates during the prediction and recollection phases but that the "want" self is dominant during the critical action phase. We draw on the research on behavioral forecasting, ethical fading, and cognitive distortions to gain insight into the forces driving these faulty perceptions and, noting how these misperceptions can lead to continued unethical behavior, we provide recommendations for how to reduce them. We also include a call for future research to better understand this phenomenon. Keywords: Forecasting and Prediction;
Values and Beliefs;
Framework;
Research;
Behavior;
Cognition and Thinking;
Perception;
Prejudice and Bias;
Citation: Tenbrunsel, A. E., K. A. Diekmann, K. A. Wade-Benzoni, and M. H. Bazerman. "The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are." In Research in Organizational Behavior. Vol. 22, edited by B. Staw, and R. Sutton, 153–173. Elsevier Science, 2000.
-
Dictionary Entry
| Oxford Companion to Emotion and the Affective Sciences
| 2009
Negativity Bias
Todd Rogers and Max H. Bazerman
Keywords: Prejudice and Bias;
Citation: Rogers, Todd, and Max H. Bazerman. "Negativity Bias." In Oxford Companion to Emotion and the Affective Sciences, edited by D. Sander, and K. R. Scherer. Oxford University Press, 2009.
-
Chapter
| Crossing the Divide: Intergroup Leadership in a World of Difference
| 2009
Leading and Creating Collaboration in Decentralized Organizations
Heather M. Caruso, Todd Rogers and Max Bazerman
Keywords: Leadership;
Social and Collaborative Networks;
Organizational Structure;
-
Introduction
| Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments
| 2009
Social Dilemmas, Social Values, and Ethical Judgments: Touchpoints and Touchdowns in a Distinguished Scholarly Career
R. M. Kramer, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Decision Choices and Conditions;
Values and Beliefs;
Social Issues;
Civil Society or Community;
Citation: Kramer, R. M., A. E. Tenbrunsel, and M. H. Bazerman. "Social Dilemmas, Social Values, and Ethical Judgments: Touchpoints and Touchdowns in a Distinguished Scholarly Career." Introduction to Chap. 1 Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments, edited by R. M. Kramer, A. E. Tenbrunsel, and M. H. Bazerman, 1–9. Routledge, 2009.
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Chapter
| Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments
| 2009
See No Evil: Why We Fail to Notice Unethical Behavior
Francesca Gino, Don A. Moore and M. H. Bazerman
It is common for people to be more critical of others' ethical choices than of their own. This chapter explores those remarkable circumstances in which people see no evil in others' unethical behavior. Specifically, we explore 1) the motivated tendency to overlook the unethical behavior of others when we recognize the unethical behavior would harm us; 2) the tendency to ignore unethical behavior unless it is clear, immediate, and direct; 3) the tendency to ignore unethical behavior when ethicality erodes slowly over time; and 4) the tendency to assess unethical behaviors only after the unethical behavior has resulted in a bad outcome, but not during the decision process.
Keywords: Decision Choices and Conditions;
Ethics;
Moral Sensibility;
Behavior;
Motivation and Incentives;
Citation: Gino, Francesca, Don A. Moore, and M. H. Bazerman. "See No Evil: Why We Fail to Notice Unethical Behavior." Chap. 10 in Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments, edited by R. M. Kramer, A. E. Tenbrunsel, and M. H. Bazerman, 241–263. Routledge, 2009.
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Chapter
| Acting in Time on Energy Policy
| 2009
Barriers to Acting in Time on Energy, and Strategies for Overcoming Them
M. H. Bazerman
Keywords: Energy;
Policy;
Strategy;
Attitudes;
Citation: Bazerman, M. H. "Barriers to Acting in Time on Energy, and Strategies for Overcoming Them." Chap. 7 in Acting in Time on Energy Policy, edited by David T. Ellwood, and Kelly Gallagher, 162–181. Brookings Institution Press, 2009.
-
Chapter
| Organizations and the Sustainability Mosaic
| 2007
Changing Practices on Sustainability: Understanding and Overcoming the Organizational and Psychological Barriers to Action
A. Hoffman and M. H. Bazerman
Keywords: Organizations;
Attitudes;
Social Psychology;
Citation: Hoffman, A., and M. H. Bazerman. "Changing Practices on Sustainability: Understanding and Overcoming the Organizational and Psychological Barriers to Action." In Organizations and the Sustainability Mosaic. Edited by S. Sharma, M. Starik, and B. Husted. Edward Elgar Publishing, 2007.
-
Chapter
| The SAGE Handbook of Organization Studies
| 2006
A Decision Perspective on Organizations: Social Cognition, Behavioral Decision Theory and the Psychological Links to Micro and Macro Organizational Behaviour
M. A. Neale, A. E. Tenbrunsel, T. Galvin and M. H. Bazerman
Keywords: Decision Making;
Perspective;
Behavior;
Cognition and Thinking;
Organizations;
Mathematical Methods;
Citation: Neale, M. A., A. E. Tenbrunsel, T. Galvin, and M. H. Bazerman. "A Decision Perspective on Organizations: Social Cognition, Behavioral Decision Theory and the Psychological Links to Micro and Macro Organizational Behaviour." In The SAGE Handbook of Organization Studies. 2nd ed. Edited by Stewart R. Clegg, Cynthia Hardy, Thomas Lawrence, and Walter Nord. Sage Publications, 2006.
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Chapter
| Social Psychology and Economics
| 2006
Economics Wins, Psychology Loses, and Society Pays
Max H. Bazerman and Deepak Malhotra
Keywords: Economics;
Social Psychology;
Society;
Cost vs Benefits;
Citation: Bazerman, Max H., and Deepak Malhotra. "Economics Wins, Psychology Loses, and Society Pays." In Social Psychology and Economics, edited by David de Cremer, J. Keith Murnighan, and Marcel Zeelenberg, 263–280. Mahwah, NJ: Lawrence Erlbaum Associates, 2006.
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Chapter
| Negotiation Theory and Research
| 2006
Bounded Awareness: Focusing Failures in Negotiation
M. Bazerman and Dolly Chugh
Keywords: Negotiation;
Failure;
-
Chapter
| Ethics in Groups
| 2006
The Good, the Bad, and the Ugly of Perspective Taking in Groups
E. M. Caruso, N. Epley and M. H. Bazerman
Keywords: Groups and Teams;
Perspective;
Citation: Caruso, E. M., N. Epley, and M. H. Bazerman. "The Good, the Bad, and the Ugly of Perspective Taking in Groups." In Ethics in Groups. Vol. 8, edited by E. Mannix, M. Neale, and A. E. Tenbrunsel, 201–224. Research on Managing Groups and Teams. London: Elsevier, 2006.
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Dictionary Entry
| Blackwell Encyclopedia of Organizational Behavior
| 2005
Behavioral Decision Research
M. H. Bazerman
Keywords: Decision Making;
Behavior;
Research;
Citation: Bazerman, M. H. "Behavioral Decision Research." In Blackwell Encyclopedia of Organizational Behavior. Edited by N. Nicholson, P. Audia, and M. Pillutla. Blackwell Publishing, 2005.
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Dictionary Entry
| Blackwell Encyclopedia of Organizational Behavior
| 2005
Negotiation
M. H. Bazerman
Keywords: Negotiation;
Citation: Bazerman, M. H. "Negotiation." In Blackwell Encyclopedia of Organizational Behavior. Edited by N. Nicholson, P. Audia, and M. Pillutla. Blackwell Publishing, 2005.
-
Dictionary Entry
| Blackwell Encyclopedia of Organizational Behavior
| 2005
Escalation
M. H. Bazerman
Citation: Bazerman, M. H. "Escalation." In Blackwell Encyclopedia of Organizational Behavior. Edited by N. Nicholson, P. Audia, and M. Pillutla. Blackwell Publishing, 2005.
-
Chapter
| Handbook of Dispute Resolution
| 2005
The Decision Perspective to Negotiation
M. Bazerman and Katie Shonk
Keywords: Decision Making;
Negotiation;
Perspective;
Citation: Bazerman, M., and Katie Shonk. "The Decision Perspective to Negotiation." In Handbook of Dispute Resolution, edited by Michael Moffitt, and Robert Bordone. San Francisco: Jossey-Bass, 2005.
-
Introduction
| Negotiation, Decision Making, and Conflict Management
| 2005
A Decision Perspective on Negotiation and Conflict Resolution
M. H. Bazerman
Keywords: Negotiation;
Conflict and Resolution;
Decision Making;
-
Chapter
| Conflicts of Interest
| 2005
Conflicts of Interest: An Overview
D. Moore, G. Loewenstein, D. Cain and M. H. Bazerman
Keywords: Conflict of Interests;
Citation: Moore, D., G. Loewenstein, D. Cain, and M. H. Bazerman. "Conflicts of Interest: An Overview." In Conflicts of Interest, edited by D. Moore, G. Loewenstein, D. Cain, and M. H. Bazerman. Cambridge University Press, 2005.
-
Chapter
| Conflicts of Interest
| 2005
Bounded Ethicality as a Psychological Barrier to Recognizing Conflicts of Interest
Dolly Chugh, Max H. Bazerman and Mahzarin R. Banaji
Keywords: Ethics;
Prejudice and Bias;
Citation: Chugh, Dolly, Max H. Bazerman, and Mahzarin R. Banaji. "Bounded Ethicality as a Psychological Barrier to Recognizing Conflicts of Interest." In Conflicts of Interest, edited by D. Moore, G. Loewenstein, D. Cain, and M. H. Bazerman. Cambridge University Press, 2005.
-
Chapter
| Negotiations and Change: From the Workplace to Society
| 2003
Applying the Insights of Walton and McKersie to the Environmental Context
M. H. Bazerman and A. J. Hoffman
Citation: Bazerman, M. H., and A. J. Hoffman. "Applying the Insights of Walton and McKersie to the Environmental Context." In Negotiations and Change: From the Workplace to Society, edited by T. Kochan, and D. Lipsky. Cornell University Press, 2003.
-
Contribution
| Organizational Behavior
| 1982
Research in Action: The Impossibilty of Auditor Independence
M. H. Bazerman
Keywords: Accounting Audits;
Citation: Bazerman, M. H. "Research in Action: The Impossibilty of Auditor Independence." Contribution to Organizational Behavior, edited by B. Staw. Pacific Palisades, CA: Goodyear Publishing Co., 1982. (short piece.)
-
Chapter
| Organizations, Policy and the Natural Environment: Institutional and Strategic Perspectives
| 2002
Institutions as Barriers and Enablers to Negotiated Agreements: Institutional Entrepreneurship and the Plum Creek Habitat Conservation Plan
John G. Troast, Andrew Hoffman, Hannah Riley and Max Bazerman
Keywords: Agreements and Arrangements;
Social Entrepreneurship;
Environmental Sustainability;
Citation: Troast, John G., Andrew Hoffman, Hannah Riley, and Max Bazerman. "Institutions as Barriers and Enablers to Negotiated Agreements: Institutional Entrepreneurship and the Plum Creek Habitat Conservation Plan." Chap. 10 in Organizations, Policy and the Natural Environment: Institutional and Strategic Perspectives, edited by A Hoffman, and M Ventresca. Stanford, CA: Stanford University Press, 2002.
-
Chapter
| Judgments, Decisions and Public Policy
| 2001
Enlarging the Pie by Accepting Small Losses for Large Gains
J Baron and Max Bazerman
Keywords: Cost vs Benefits;
Citation: Baron, J., and Max Bazerman. "Enlarging the Pie by Accepting Small Losses for Large Gains." In Judgments, Decisions and Public Policy, edited by R. Gowda, and J. Fox. New York: Cambridge University Press, 2001.
-
Chapter
| Blackwell Handbook of Social Psychology: Interpersonal Processes
| 2000
The Death and Rebirth of the Social Psychology of Negotiations
M. H. Bazerman, J. Curhan and D. Moore
Keywords: Negotiation;
Social Psychology;
Citation: Bazerman, M. H., J. Curhan, and D. Moore. "The Death and Rebirth of the Social Psychology of Negotiations." In Blackwell Handbook of Social Psychology: Interpersonal Processes, edited by G. Fletcher, and M. Clark. Malden, MA: Blackwell Publishers, 2000.
-
Chapter
| Negotiating on Behalf of Others
| 1999
Agents in Negotiation: Toward Testable Propositions
T. Kurtzberg, D. Moore, K. L. Valley and M. H. Bazerman
Keywords: Negotiation Participants;
Agency Theory;
-
Chapter
| Negotiating on Behalf of Others
| 1999
Rational Authority Allocation to an Agent
M. H. Bazerman
Keywords: Negotiation Participants;
Agency Theory;
Citation: Bazerman, M. H. "Rational Authority Allocation to an Agent." In Negotiating on Behalf of Others, edited by Robert Mnookin, and Lawrence Susskind. Thousand Oaks: Sage Publications, 1999.
-
Chapter
| The Consensus Building Handbook
| 1999
Selected Commentaries
M. H. Bazerman
Citation: Bazerman, M. H. "Selected Commentaries." In The Consensus Building Handbook, edited by S. McKearnan, L. E. Susskind, and J. Thomas-Larmer. Sage Publications, 1999.
-
Chapter
| Managing Organizations: Current Issues
| 1999
Cognitions in Organizations
A. E. Tenbrunsel, T. L. Galvin, M. A. Neale and M. H. Bazerman
Keywords: Cognition and Thinking;
Organizations;
Citation: Tenbrunsel, A. E., T. L. Galvin, M. A. Neale, and M. H. Bazerman. "Cognitions in Organizations." In Managing Organizations: Current Issues, edited by S. Clegg, C. Hardy, and W. Nord. Sage Publications, 1999.
-
Chapter
| Research in Organizational Behavior
| 2000
Environmental Destruction: Individual, Organizational, and Institutional Explanations
M. H. Bazerman and A. J. Hoffman
Keywords: Situation or Environment;
Organizational Design;
Organizational Change and Adaptation;
Behavior;
Citation: Bazerman, M. H., and A. J. Hoffman. "Environmental Destruction: Individual, Organizational, and Institutional Explanations." In Research in Organizational Behavior. Vol. 22, edited by B. Staw, and R. Sutton. Elsevier Science, 2000.
-
Chapter
| Negotiation Eclectics: Essays in Memory of Jeffrey Z. Rubin
| 1999
Escalation and Negotiation: Two Central Themes in the Work of Jeffrey Z. Rubin
K. A. Diekmann, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Negotiation;
Citation: Diekmann, K. A., A. E. Tenbrunsel, and M. H. Bazerman. "Escalation and Negotiation: Two Central Themes in the Work of Jeffrey Z. Rubin." In Negotiation Eclectics: Essays in Memory of Jeffrey Z. Rubin, edited by D. Kolb. Cambridge, MA: Program on Negotiation at Harvard Law School, 1999.
-
Chapter
| Judgment and Decision Making: An Interdisciplinary Reader
| 1996
The Effects of Agents and Mediators on Negotiation Behavior
M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac
Keywords: Negotiation Participants;
Negotiation Process;
Negotiation Style;
Behavior;
Citation: Bazerman, M. H., M. A. Neale, K. L. Valley, Y. M. Kim, and E. J. Zajac. " The Effects of Agents and Mediators on Negotiation Behavior." In Judgment and Decision Making: An Interdisciplinary Reader. 2nd ed. Edited by T. Connolly, H. Arkes, and K. Hammond. Cambridge University Press, 1996.
-
Chapter
| Debating Rationality: Nonrational Aspects of Organizational Decision Making
| 1998
Can Negotiators Outperform Game Theory?
M. H. Bazerman, R. Gibbons, L. Thompson and K. L. Valley
Keywords: Negotiation Participants;
Game Theory;
Performance;
Citation: Bazerman, M. H., R. Gibbons, L. Thompson, and K. L. Valley. " Can Negotiators Outperform Game Theory?" Chap. 4 in Debating Rationality: Nonrational Aspects of Organizational Decision Making, edited by J. Halpern, and R. N. Stern, 78–98. Ithaca, NY: ILR Press, 1998.
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Chapter
| Global Climate Change
| 1998
The Role of Judgment in Global Climate Change
M. H. Bazerman, C. Buisseret and K. A. Wade-Benzoni
Keywords: Weather and Climate Change;
Globalization;
Citation: Bazerman, M. H., C. Buisseret, and K. A. Wade-Benzoni. "The Role of Judgment in Global Climate Change." In Global Climate Change, edited by A. Hoffman. Jossey-Bass, 1998.
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Chapter
| Workplace Dispute Resolution: Directions for the 21st Century
| 1997
Fairness, Justification, and Dispute Resolution
K. A. Diekmann, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Fairness;
Conflict and Resolution;
Citation: Diekmann, K. A., A. E. Tenbrunsel, and M. H. Bazerman. "Fairness, Justification, and Dispute Resolution." In Workplace Dispute Resolution: Directions for the 21st Century, edited by S. Gleason. East Lansing, MI: Michigan State University Press, 1997.
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Chapter
| Research on Negotiation in Organizations
| 1995
Egocentric Interpretations of Fairness as an Obstacle to Just Resolution of Conflict
K. A. Wade-Benzoni, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Fairness;
Conflict and Resolution;
Perspective;
Prejudice and Bias;
Citation: Wade-Benzoni, K. A., A. E. Tenbrunsel, and M. H. Bazerman. "Egocentric Interpretations of Fairness as an Obstacle to Just Resolution of Conflict." In Research on Negotiation in Organizations, edited by R. J. Bies, R. Lewicki, and B. Sheppard. Greenwich, CT: JAI Press, 1995.
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Chapter
| Environment, Ethics, and Behavior: The Psychology of Environmental Valuation and Degradation
| 1997
The Dysfunctional Aspects of Environmental Standards
A. E. Tenbrunsel, K. A. Wade-Benzoni, D. M. Messick and M. H. Bazerman
Keywords: Standards;
Environmental Sustainability;
Citation: Tenbrunsel, A. E., K. A. Wade-Benzoni, D. M. Messick, and M. H. Bazerman. "The Dysfunctional Aspects of Environmental Standards." In Environment, Ethics, and Behavior: The Psychology of Environmental Valuation and Degradation, edited by M. H. Bazerman, D. M. Messick, A. E. Tenbrunsel, and K. A. Wade-Benzoni. San Francisco: New Lexington Press, 1997.
-
Introduction
| Environment, Ethics, and Behavior: The Psychology of Environmental Valuation and Degradation
| 1997
Introduction
A. E. Tenbrunsel, K A. Wade-Benzoni, D. M. Messick and M. H. Bazerman
Citation: Tenbrunsel, A. E., K A. Wade-Benzoni, D. M. Messick, and M. H. Bazerman. "Introduction." Introduction to Environment, Ethics, and Behavior: The Psychology of Environmental Valuation and Degradation, edited by M. H. Bazerman, D. M. Messick, A. E. Tenbrunsel, and K. A. Wade-Benzoni. San Francisco: New Lexington Press, 1997.
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Chapter
| Teaching Well and Liking It: Motivating Faculty to Teach Effectively
| 1997
Organization Design and Job Characteristics
D. T. Hall and M. H. Bazerman
Keywords: Organizational Design;
Job Design and Levels;
Citation: Hall, D. T., and M. H. Bazerman. "Organization Design and Job Characteristics." In Teaching Well and Liking It: Motivating Faculty to Teach Effectively, edited by J. L. Bess. Johns Hopkins University Press, 1997.
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Chapter
| Negotiation: Readings, Exercises, and Cases
| 1997
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
M. A. Neale and M. H. Bazerman
Keywords: Negotiation Style;
Negotiation Process;
Citation: Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Negotiation: Readings, Exercises, and Cases, edited by R. J. Lewicki, J. Minton, and D. M. Saunders. Irwin, 1997.
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Chapter
| Handbook of Organizational Studies
| 1996
Cognitions in Organizations
A. E. Tenbrunsel, T. L. Galvin, M. A. Neale and M. H. Bazerman
Keywords: Cognition and Thinking;
Perception;
Organizations;
Citation: Tenbrunsel, A. E., T. L. Galvin, M. A. Neale, and M. H. Bazerman. "Cognitions in Organizations." In Handbook of Organizational Studies, edited by S. Clegg, C. Hardy, and W. Nord. Sage Publications, 1996.
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Chapter
| Stakeholder Negotiations: Exercises in Sustainable Development
| 1996
Shark Harvesting and Resource Conservation
K. A. Wade-Benzoni, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Animal-Based Agribusiness;
Environmental Sustainability;
Agriculture and Agribusiness Industry;
Citation: Wade-Benzoni, K. A., A. E. Tenbrunsel, and M. H. Bazerman. "Shark Harvesting and Resource Conservation." In Stakeholder Negotiations: Exercises in Sustainable Development, edited by A. R. Beckenstein, F. J. Long, M. B. Arnold, and T. N. Gladwin. Chicago: Irwin, 1996.
-
Chapter
| The Blackwell Encyclopedia of Organizational Behavior
| 1996
Behavioral Decision Research
M. H. Bazerman
Keywords: Decision Making;
Behavior;
Research;
Citation: Bazerman, M. H. "Behavioral Decision Research." In The Blackwell Encyclopedia of Organizational Behavior, edited by N. Nicholson. Blackwell Publishers, 1996.
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Chapter
| The Blackwell Encyclopedia of Organizational Behavior
| 1996
Negotiation
M. H. Bazerman
Keywords: Negotiation;
Citation: Bazerman, M. H. "Negotiation." In The Blackwell Encyclopedia of Organizational Behavior, edited by N. Nicholson. Blackwell Publishers, 1996.
-
Chapter
| The Blackwell Encyclopedia of Organizational Behavior
| 1996
Escalation
M. H. Bazerman
Citation: Bazerman, M. H. "Escalation." In The Blackwell Encyclopedia of Organizational Behavior, edited by N. Nicholson. Blackwell Publishers, 1996.
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Chapter
| Judgment and Decision Making: An Interdisciplinary Reader
| 1996
The Effects of Agents and Mediators on Negotiation Behavior
M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac
Keywords: Negotiation Participants;
Negotiation Process;
Citation: Bazerman, M. H., M. A. Neale, K. L. Valley, Y. M. Kim, and E. J. Zajac. " The Effects of Agents and Mediators on Negotiation Behavior." In Judgment and Decision Making: An Interdisciplinary Reader. 2nd ed. Edited by T. Connolly, H. Arkes, and K. Hammond. Cambridge University Press, 1996.
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Chapter
| Codes of Conduct: Behavioral Research into Business Ethics
| 1996
Environmental Degradation: Exploring the Rift Between Environmentally Benign Attitudes and Environmentally Destructive Behaviors
M. H. Bazerman, K. A. Wade-Benzoni and F. Benzoni
Keywords: Environmental Sustainability;
Attitudes;
Behavior;
Citation: Bazerman, M. H., K. A. Wade-Benzoni, and F. Benzoni. "Environmental Degradation: Exploring the Rift Between Environmentally Benign Attitudes and Environmentally Destructive Behaviors." In Codes of Conduct: Behavioral Research into Business Ethics, edited by D. M. Messick, and A. E. Tenbrunsel. New York: Russell Sage Foundation, 1996.
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Chapter
| Research on Negotiation in Organizations
| 1995
Alternative Models of Negotiated Outcomes and the Nontraditional Utility Concerns That Limit Their Predictability
S. B. White, M. H. Bazerman and M. A. Neale
Keywords: Negotiation;
Outcome or Result;
Forecasting and Prediction;
Citation: White, S. B., M. H. Bazerman, and M. A. Neale. "Alternative Models of Negotiated Outcomes and the Nontraditional Utility Concerns That Limit Their Predictability." In Research on Negotiation in Organizations, edited by R. J. Bies, R. Lewicki, and B. Sheppard. Greenwich, CT: JAI Press, 1995.
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Chapter
| Barriers to Conflict Resolution
| 1995
The Role of Fairness Considerations and Relationships in a Judgment Perspective of Negotiation
M. H. Bazerman and M. A. Neale
Keywords: Fairness;
Relationships;
Negotiation;
Conflict and Resolution;
Citation: Bazerman, M. H., and M. A. Neale. "The Role of Fairness Considerations and Relationships in a Judgment Perspective of Negotiation." In Barriers to Conflict Resolution, edited by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky, and Robert Wilson. New York: W.W. Norton & Company, 1995.
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Chapter
| The Social Context of Negotiation.
| 1995
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts
J. R. Harrison and M. H. Bazerman
Keywords: Mathematical Methods;
Conflict and Resolution;
Competition;
Organizational Structure;
Citation: Harrison, J. R., and M. H. Bazerman. "Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts." In The Social Context of Negotiation. edited by R. Kramer, and D. M. Messick. Thousand Oaks, CA: Sage Publications, 1995.
-
Chapter
| Power and Negotiation in Organizations
| 1995
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
M. A. Neale and M. H. Bazerman
Keywords: Negotiation Style;
Power and Influence;
Citation: Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Power and Negotiation in Organizations, edited by S. C. Currall, D. Geddes, S. M. Schmidt, and A. Hichner. Dubuque, IA: Kendall/Hunt Publishing, 1995.
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Chapter
| Applications of Heuristics and Biases to Social Issues
| 1994
Biases and Rationality in the Mediation Process
K. Gibson, L. L. Thompson and M. H. Bazerman
Keywords: Negotiation Process;
Negotiation Style;
Prejudice and Bias;
Attitudes;
Citation: Gibson, K., L. L. Thompson, and M. H. Bazerman. "Biases and Rationality in the Mediation Process." In Applications of Heuristics and Biases to Social Issues. Vol. 3, edited by L. Heath, F. Bryant, J. Edwards, E. Henderson, J. Myers, E. Posavac, Y. Suarez-Balcazar, and R. S. Tindale.Social Psychological Applications to Social Issues. New York: Plenum Press, 1994.
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Chapter
| Social Psychology in Organizations: Advances in Theory and Research
| 1993
Fairness, Social Comparison, and Irrationality
M. H. Bazerman
Keywords: Fairness;
Attitudes;
Perception;
Status and Position;
Citation: Bazerman, M. H. "Fairness, Social Comparison, and Irrationality." In Social Psychology in Organizations: Advances in Theory and Research, edited by J. K. Murnighan. Prentice Hall, 1993.
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Chapter
| Negotiation Analysis
| 1992
Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research
M. H. Bazerman and M. A. Neale
Keywords: Negotiation Style;
Cognition and Thinking;
Research;
Citation: Bazerman, M. H., and M. A. Neale. "Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research." In Negotiation Analysis, edited by H. Peyton Young. Ann Arbor, MI: University of Michigan Press, 1992.
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Working Paper
| HBS Working Paper Series
| 2012
When Performance Trumps Gender Bias: Joint versus Separate Evaluation
Iris Bohnet, Alexandra van Geen and Max H. Bazerman
We examine a new intervention to overcome gender biases in hiring, promotion, and job assignments: an "evaluation nudge," in which people are evaluated jointly rather than separately regarding their future performance. Evaluators are more likely to focus on individual performance in joint than in separate evaluation and on group stereotypes in separate than in joint evaluation, making joint evaluation the money-maximizing evaluation procedure. Our findings are compatible with a behavioral model of information processing and with the System 1/System 2 distinction in behavioral decision research where people have two distinct modes of thinking that are activated under certain conditions.
Keywords: Selection and Staffing;
Groups and Teams;
Performance Evaluation;
Behavior;
Decision Making;
Prejudice and Bias;
Gender Characteristics;
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Working Paper
| HBS Working Paper Series
| 2010
Cognitive Barriers to Environmental Action: Problems and Solutions
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 behaviors impacting the environment. First, despite claiming that they want to leave the world in good condition for future generations, people intuitively discount the future to a greater degree than can be rationally defended. Second, positive illusions lead us to conclude that energy problems do not exist or are not severe enough to 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 advantage in steering ourselves toward better judgment. Finally, we outline the key questions on the research frontier from the behavioral decision-making perspective and debunk the myth that behavioral and neoclassical economic perspectives need be in conflict.
Keywords: Decision Choices and Conditions;
Judgments;
Consumer Behavior;
Environmental Sustainability;
Cognition and Thinking;
Prejudice and Bias;
-
Working Paper
| HBS Working Paper Series
| 2008
Barriers to Acting in Time on Energy and Strategies for Overcoming Them
Max H. Bazerman
-
Working Paper
| HBS Working Paper Series
| 2008
How Can Decision Making Be Improved?
Katherine L. Milkman, Dolly Chugh and Max H. Bazerman
The optimal moment to address the question of how to improve human decision making has arrived. Thanks to fifty years of research by judgment and decision making scholars, psychologists have developed a detailed picture of the ways in which human judgment is bounded. This paper argues that the time has come to focus attention on the search for strategies that will improve bounded judgment because decision making errors are costly and are growing more costly, decision makers are receptive, and academic insights are sure to follow from research on improvement. In addition to calling for research on improvement strategies, this paper organizes the existing literature pertaining to improvement strategies, highlighting promising directions for future research.
Keywords: Decision Making;
Judgments;
Performance Improvement;
Research;
Strategy;
Citation: Milkman, Katherine L., Dolly Chugh, and Max H. Bazerman. " How Can Decision Making Be Improved?" Harvard Business School Working Paper, No. 08–102, June 2008. (Revised July 2008.)
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Working Paper
| HBS Working Paper Series
| 2008
Modeling Expert Opinions on Food Healthiness: A Nutrition Metric
Jolie Mae Martin, John Leonard Beshears, Katherine Lyford Milkman, Max Bazerman and Lisa Sutherland
Background Research over the last several decades indicates the failure of existing nutritional labels to substantially improve the healthiness of consumers’ food and beverage choices. The difficulty for policy-makers is to encapsulate a wide body of scientific knowledge in a labeling scheme that is comprehensible to the average shopper. Here, we describe our method of developing a nutrition metric to fill this void. We asked leading nutrition experts to rate the healthiness of 205 sample foods and beverages, and after verifying the similarity of their responses, we generated a model that calculates the expected average healthiness rating that experts would give to any other product based on its nutrient content. The form of the model is a linear regression that places weights on 12 nutritional components (total fat, saturated fat, cholesterol, sodium, total carbohydrate, dietary fiber, sugars, protein, vitamin A, vitamin C, calcium, and iron) to predict the average healthiness rating that experts would give to any food or beverage. We provide sample predictions for other items in our database. Major benefits of the model include its basis in expert judgment, its straightforward application, the flexibility of transforming its output ratings to any linear scale, and its ease of interpretation. This metric serves the purpose of distilling expert knowledge into a form usable by consumers so that they are empowered to make healthier decisions. Keywords: Judgments;
Food;
Nutrition;
Labels;
Knowledge Use and Leverage;
Demand and Consumers;
Measurement and Metrics;
Mathematical Methods;
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Working Paper
| HBS Working Paper Series
| 2008
No harm, No Foul: The Outcome Bias in Ethical Judgments
Francesca Gino, Don A. Moore and Max H. Bazerman
We present six studies demonstrating that outcome information biases ethical judgments of others' ethically-questionable behaviors. In particular, we show that the same behaviors produce more ethical condemnation when they happen to produce bad rather than good outcomes, even if the outcomes are determined by chance. Our studies show that individuals judge behaviors as less ethical, more blameworthy, and punish them more harshly, when such behaviors led to undesirable consequences, even if they saw those behaviors as acceptable before they knew its consequences. Furthermore, our results demonstrate that a rational, analytic mindset can override the effects of one's intuitions in ethical judgments. Implications for both research and practice are discussed.
Keywords: Judgments;
Ethics;
Outcome or Result;
Behavior;
Prejudice and Bias;
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Working Paper
| HBS Working Paper Series
| 2008
See No Evil: When We Overlook Other Peoples Unethical Behavior
Francesca Gino, Don A. Moore and Max H. Bazerman
It is common for people to be more critical of others‘ ethical choices than of their own. This chapter explores those remarkable circumstances in which people see no evil in others‘ unethical behavior. Specifically, we explore 1) the motivated tendency to overlook the unethical behavior of others when we recognize the unethical behavior would harm us, 2) the tendency to ignore unethical behavior unless it is clear, immediate, and direct, 3) the tendency to ignore unethical behavior when ethicality erodes slowly over time, and 4) the tendency to assess unethical behaviors only after the unethical behavior has resulted in a bad outcome, but not during the decision process.
Keywords: Decision Choices and Conditions;
Ethics;
Moral Sensibility;
Behavior;
Motivation and Incentives;
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Working Paper
| HBS Working Paper Series
| 2005
Letting Misconduct Slide: The Acceptability of Gradual Erosion in Others' Unethical Behavior
Francesca Gino and Max H. Bazerman
Four laboratory studies show that people are more likely to overlook others' unethical behavior when ethical degradation occurs slowly rather than in one abrupt shift. Participants served in the role of watchdogs charged with catching instances of cheating. The watchdogs in our studies were less likely to criticize the actions of others when their behavior eroded gradually, over time, rather than in one abrupt shift. We refer to this phenomenon as the slippery slope effect. Our studies also demonstrate that at least part of this effect can be attributed to implicit biases that result in a failure to notice ethical erosion when it occurs slowly. Broadly, our studies provide evidence as to when and why people overlook cheating by others and examine the conditions under which the slippery slope effect occurs.
Keywords: Ethics;
Behavior;
Crime and Corruption;
Prejudice and Bias;
Citation: Gino, Francesca, and Max H. Bazerman. "Letting Misconduct Slide: The Acceptability of Gradual Erosion in Others' Unethical Behavior." Harvard Business School Working Paper, No. 06–007, August 2005. (Revised September 2006, February 2007, January 2009. Previously titled "Slippery Slopes and Misconduct: The Effect of Gradual Degradation on the Failure to Notice Others' Unethical Behavior.")
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Exercise
|
2009
Bringing AMP Home: Personal Memos to Improve Your Organization
Max H. Bazerman
This exercise helps AMP participants connect the concepts in AMP to specific issues that are current in their organizations. This exercise is done for each participant and each phase is shared with living group colleagues
Keywords: Organizations;
Performance Improvement;
Citation: Bazerman, Max H. "Bringing AMP Home: Personal Memos to Improve Your Organization." Harvard Business School Exercise 910-003, July 2009.
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Exercise
|
2008
The Book Deal: Confidential Instructions for the PUBLISHER
Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.
Keywords: Ethics;
Agreements and Arrangements;
Negotiation Preparation;
Negotiation Tactics;
Negotiation Types;
Publishing Industry;
-
Exercise
|
2008
The Book Deal: Confidential Instructions for the AGENT
Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.
Keywords: Ethics;
Agreements and Arrangements;
Negotiation Preparation;
Negotiation Tactics;
Negotiation Types;
Publishing Industry;
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Case
| HBS Case Collection
|
2001
(Revised from original 2001 version)
Plum Creek Timber (B)
Max H. Bazerman, Jack Troast, Hannah Bowles and Nicole Nasser
Plum Creek Timber Co. decides to go ahead with negotiations for a Habitat Conservation Plan (HCP) on its Pacific Northwest properties. HCP represents a new form of public-private-sector collaboration and innovation to improve upon command-and-control environmental policy solution. Throughout the negotiation process, the company must manage several factors: identifying which native fish species to include beyond the bull trout, matching "best science" standards with cost-efficient conservation commitments, minimizing the regulatory burden while enhancing species protection, and fostering support and avoiding conflict with a range of interested stakeholders, from environmental activists to forest products executives.
Citation: Bazerman, Max H., Jack Troast, Hannah Bowles, and Nicole Nasser. " Plum Creek Timber (B)." Harvard Business School Case 801-399, November 2001. (Revised from original June 2001 version.)
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Case
| HBS Case Collection
|
2001
(Revised from original 2001 version)
Plum Creek Timber (C)
Max H. Bazerman, Nicole Nasser, Hannah Bowles and Jack Troast
Supplements the (A) and (B) cases.
Keywords: Agriculture and Agribusiness Industry;
Citation: Bazerman, Max H., Nicole Nasser, Hannah Bowles, and Jack Troast. " Plum Creek Timber (C)." Harvard Business School Case 801-400, November 2001. (Revised from original May 2001 version.)
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Supplement
| HBS Case Collection
|
2001
Plum Creek Timber (A)
Max H. Bazerman and Nicole Nasser
Citation: Bazerman, Max H., and Nicole Nasser. " Plum Creek Timber (A)." Harvard Business School Video Supplement 902-802, October 2001.
-
Supplement
| HBS Case Collection
|
2001
Plum Creek Timber (B)
Max H. Bazerman and Nicole Nasser
Citation: Bazerman, Max H., and Nicole Nasser. " Plum Creek Timber (B)." Harvard Business School Video Supplement 902-803, October 2001.
-
Case
| HBS Case Collection
|
2001
(Revised from original 2000 version)
Plum Creek Timber (A)
Max H. Bazerman, Hannah Bowles, Dov Brachfeld and Jack Troast
Plum Creek Timber Co., the nation's sixth largest private timberland owner and forest products company, must decide whether to enter negotiations with the U.S. government to establish a Habitat Conservation Plan (HCP) on its Pacific Northwest properties for a threatened fish species, the bull trout. Under the Endangered Species Act, Plum Creek could voluntarily create an HCP in exchange for long-term regulatory assurances from the U.S. government. The company has to weigh several factors in its decision to proceed with the negotiations: whether it can replicate the success of a recent HCP for spotted owls, the likelihood of government or third-party lawsuits against the company, the costs of coordinating with multiple state and federal environmental agencies, and the value of regulatory predictability.
Citation: Bazerman, Max H., Hannah Bowles, Dov Brachfeld, and Jack Troast. " Plum Creek Timber (A)." Harvard Business School Case 801-131, February 2001. (Revised from original August 2000 version.)
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Simulation
| 1995
Moms.com Simulation and Teaching Note
A. Tenbrunsel and M. Bazerman
Keywords: Conflict and Resolution;
Citation: Tenbrunsel, A., and M. Bazerman. "Moms.com Simulation and Teaching Note." Simulation and Teaching Note. 1995. (Dispute Resolution and Research Center, Northwestern University.)
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Simulation
| 1995
SHARC Simulation and Teaching Note
K. Wade-Benzoni, A. Tenbrunsel and M. Bazerman
Keywords: Conflict and Resolution;
Citation: Wade-Benzoni, K., A. Tenbrunsel, and M. Bazerman. "SHARC Simulation and Teaching Note." Simulation and Teaching Note. 1995. (Dispute Resolution and Research Center, Northwestern University.)
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Simulation
| 1988
El-Tek Simulation and Teaching Note
M. Bazerman and J. Brett
Keywords: Conflict and Resolution;
Citation: Bazerman, M., and J. Brett. "El-Tek Simulation and Teaching Note." Simulation and Teaching Note. 1988. (Dispute Resolution and Research Center, Northwestern University.)
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Conference Presentation
|
29
Mar
2011
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Columbia University, March 29, 2011.
-
Conference Presentation
|
05
Jan
2011
Bounded Rationality, Bounded Ethicality, and Managerial Accounting
Max Bazerman
Keywords: Ethics;
Accounting;
Management;
Citation: Bazerman, Max. "Bounded Rationality, Bounded Ethicality, and Managerial Accounting." Paper presented at the Management Accounting Section Research and Case Conference and IMA/MAS Doctoral Colloquium, Atlanta, January 05, 2011. (Keynote.)
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Conference Presentation
|
04
Jan
2011
Bounded Ethicality in Negotiations
Max Bazerman
Keywords: Ethics;
Negotiation;
Citation: Bazerman, Max. "Bounded Ethicality in Negotiations." Paper presented at the Experimental Approaches in Conflict Research, Jerusalem/Hertzelia, Israel, January 04, 2011.
-
Conference Presentation
|
15
Dec
2010
Bounded Ethicality in Negotiation
Max Bazerman
Keywords: Ethics;
Negotiation;
Citation: Bazerman, Max. "Bounded Ethicality in Negotiation." Paper presented at the International Association for Conflict Management Annual Conference, December 15, 2010. (Keynote.)
-
Conference Presentation
|
25
May
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Royal Swedish Academy of Sciences, May 25, 2010.
-
Conference Presentation
|
30
Apr
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Paper presented at the Yale School of Management Behavioral Science Conference, April 30, 2010.
-
Conference Presentation
|
25
Mar
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Paper presented at the Pace University and the Academia of Management, Pace University, March 25, 2010.
-
Conference Presentation
|
11
Feb
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Paper presented at the Hague Conference on Private International Law, February 11, 2010.
-
Conference Presentation
|
10
Feb
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Universiteit van Amsterdam, February 10, 2010.
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Conference Presentation
|
8
Feb
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Institut Européen d'Administration des Affaires (INSEAD), February 8, 2010.
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Conference Presentation
|
4
Jan
2010
Bounded Ethicality
Max Bazerman
Keywords: Ethics;
Citation: Bazerman, Max. "Bounded Ethicality." Ben Gurion University, January 4, 2010.
|
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