Negotiation, Organizations & Markets
Recent Publications
Books
Bazerman, Max H., and Ann E. Tenbrunsel. Blind Spots: Why We Fail to Do What's Right and What to Do about It. Princeton University Press, 2011.
Malhotra, Deepak. I Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze. Berrett-Koehler Publishers, 2011.
Subramanian, Guhan. Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace. W.W. Norton & Company, 2010.
Published Papers and Book Chapters
Archetti, Marco, Francisco Ubeda, Drew Fudenberg, Jerry R. Green, Naomi E. Pierce, and Douglas W. Yu. "Let the Right One In: A Microeconomic Approach to Partner Choice in Mutualisms." The American Naturalist 177, no. 1 (January 2011).
Ashlagi, Itai, Duncan S. Gilchrist, Alvin E. Roth, and Michael A. Rees. "Nonsimultaneous Chains and Dominos in Kidney Paired Donation - Revisited." American Journal of Transplantation 11, no. 5 (May 2011): 984-994.
Ashraf, Nava, James Berry, and Jesse M. Shapiro. "Can Higher Prices Stimulate Product Use? Evidence from a Field Experiment in Zambia." American Economic Review 100, no. 5 (December 2010): 2383-2413.
Bazerman, Max. "Bounded Ethicality in Negotiations." Negotiation and Conflict Management Research 4, no. 1 (February 2011): 8-11.
Bazerman, Max H., and Ann E. Tenbrunsel. "Ethical Breakdowns: Good People Often Let Bad Things Happen. Why?" Harvard Business Review 89, no. 4 (April 2011).
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.
Caruso, E. M., and F. Gino. "Blind Ethics: Closing One's Eyes Polarizes Moral Judgment and Discourages Dishonest Behavior." Cognition 118, no. 2 (February 2011): 280-285.
Chance, Zoe, Michael I. Norton, Francesca Gino, and Dan Ariely. "Temporal View of the Costs and Benefits of Self-Deception." Proceedings of the National Academy of Sciences 108 (2011): 15655-15659.
Edelman, Benjamin G. "Adverse Selection in Online 'Trust' Certifications and Search Results." Electronic Commerce Research and Applications 10 (2011): 17-25.
Erev, Ido, Eyal Ert, and Alvin E. Roth. "A Choice Prediction Competition for Market Entry Games: An Introduction." Special Issue on Predicting Behavior in Games. Games 1, no. 2 (2010): 117-136.
Ert, Eyal, Ido Erev, and Alvin E. Roth. "A Choice Prediction Competition for Social Preferences in Simple Extensive Form Games: An Introduction." Special Issue on Predicting Behavior in Games. Games 2 (2011): 257-276.
Garcia, Stephen M., Max Bazerman, Shirli Kopelman, Avishalom Tor, and Dale T. Miller. "The Price of Equality: Suboptimal Resource Allocations across Social Categories." Special Issue on Behavioral Ethics: A New Empirical Perspective on Business Ethics Research. Business Ethics Quarterly 20, no. 1 (2010): 75-88.
Gino, F., and Joshua D. Margolis. "Bringing Ethics into Focus: How Regulatory Focus and Risk Preferences Influence (Un)ethical Behavior." Organizational Behavior and Human Decision Processes 115, no. 2 (July 2011): 145-156.
Gino, F., M. I. Norton, and D. Ariely. "The Counterfeit Self: The Deceptive Costs of Faking It." Psychological Science 21 (2010): 712-720.
Gino, F., Z. S. Sharek, and D. A. Moore. "Keeping the Illusion of Control Under Control: Ceilings, Floors, and Imperfect Calibration." Organizational Behavior and Human Decision Processes 114, no. 2 (March 2011).
Gino, F., and L. Pierce. "Robin Hood under the Hood: Wealth-based Discrimination in Illicit Customer Help." Organization Science 21, no. 6 (November - December 2010): 1176-1194.
Gino, F., M. Schweitzer, N. Mead, and D. Ariely. "Unable to Resist Temptation: How Self-control Depletion Promotes Unethical Behavior." Organizational Behavior and Human Decision Processes 115, no. 2 (July 2011): 191-203.
Gino, F., and Gary P. Pisano. "Why Leaders Don't Learn from Success." Harvard Business Review 89, no. 4 (April 2011).
Grant, A. M., F. Gino, and D. A. Hoffman. "The Hidden Advantages of Quiet Bosses." Harvard Business Review 88, no. 12 (December 2010).
Grant, A. M., F. Gino, and D. Hofmann. "Reversing the Extraverted Leadership Advantage: The Role of Collective Employee Proactivity." Academy of Management Journal 54, no. 3 (June 2011).
Grant, A., F. Gino, and D. Hofmann. "Stop Stealing the Spotlight: The Perils of Extraverted Leadership." European Business Review (May - June 2011): 29-31.
Hanto, Ruthanne L., Alvin E. Roth, M. Utku Ünver and Francis L. Delmonico. "New Sources in Living Kidney Donation." Chap. 8 in Kidney Transplantation: A Guide to the Care of Transplant Recipients, edited by D. McKay and S. Steinberg, pp. 103-17. Springer, 2010.
Lumineau, Fabrice, and Deepak Malhotra. "Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution." Strategic Management Journal 32 (2011): 532-555.
Malhotra, Deepak. "The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior." Organizational Behavior and Human Decision Processes 111 (2010): 139-146.
Malhotra, Deepak, and Fabrice Lumineau. "Trust and Collaboration in the Aftermath of Conflict: The Effects of Contract Structure." Academy of Management Journal 54, no. 5 (2011).
Malhotra, Deepak. "(When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior." Judgment and Decision Making 5, no. 2 (2010): 138-143.
Moore, Tyler and Benjamin G. Edelman. "Measuring the Perpetrators and Funders of Typosquatting." In Proceedings of the Fourteenth International Conference on Financial Cryptography and Data Security. Vol. 6052, edited by Radu Sion. Lecture Notes in Computer Science. Springer-Verlag, 2010.
Pirson, Michael, and Deepak Malhotra. "Foundations of Organizational Trust: What Matters to Different Stakeholders?" Organization Science 22, no. 4 (July - August 2011): 1087-1104.
Roth, Alvin E. "Deferred Acceptance Algorithms: History, Theory, Practice." In Better Living through Economics, edited by John J. Siegfried, 206-222. Harvard University Press, 2010.
Sebenius, James K. "Developing Negotiation Case Studies." Negotiation Journal 27, no. 1 (January 2011).
Sebenius, James K. "What Can We Learn from 'Great Negotiations'?" Negotiation Journal 27, no. 2 (April 2011).
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 Series. Psychology Press, 2011.
Shu, L. L., F. Gino, and M. H. Bazerman. "Dishonest Deed, Clear Conscience: When Cheating Leads to Moral Disengagement and Motivated Forgetting." Personality and Social Psychology Bulletin 37, no. 3 (March 2011): 330-349.
Subramanian, Guhan. "A New Era for Raiders." Harvard Business Review 88, no. 11 (November 2010): 34.
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. 30, edited by B. M. Staw and Arthur P. Brief, 153-173. JAI Press, 2010.
Wallis, C. Bradley, Kannan P. Samy, Alvin E. Roth, and Michael A. Rees. "Kidney Paired Donation." Nephrology Dialysis Transplantation 26, no. 7 (July 2011): 2091-2099.
Zhong, C. B., V. K. Bohns, and F. Gino. "A Good Lamp Is the Best Police: Darkness Increases Self-interested Behavior and Dishonesty." Psychological Science 21, no. 3 (2010): 311-314.
Working Papers
Ashlagi, Itai, and Alvin E. Roth. "Individual Rationality and Participation in Large Scale, Multi-Hospital Kidney Exchange." NBER Working Paper Series, No. 16720, January 2011.
Ashraf, Nava, Oriana Bandiera, and Kelsey Jack. "No Margin, No Mission? A Field Experiment on Incentives for Pro-Social Tasks." Harvard Business School Working Paper, No. 12-008, August 2011.
Becker, Bo, Daniel B. Bergstresser, and Guhan Subramanian. "Does Shareholder Proxy Access Improve Firm Value? Evidence from the Business Roundtable Challenge." Harvard Business School Working Paper, No. 11-052, November 2010.
Edelman, Benjamin, and Michael Schwarz. "Pricing and Efficiency in the Market for IP Addresses." Harvard Business School Working Paper, No. 12-020, September 2011.
Edelman, Benjamin G., and Duncan Sheppard Gilchrist. "'Sponsored Links' or 'Advertisements'?: Measuring Labeling Alternatives in Internet Search Engines." Harvard Business School Working Paper, No. 11-048, November 2010.
Edelman, Benjamin G., Sonia Jaffe, and Scott Duke Kominers. "To Groupon or Not to Groupon: The Profitability of Deep Discounts." Harvard Business School Working Paper, No. 11-063, December 2010.
Gino, Francesca, and Dan Ariely. "The Dark Side of Creativity: Original Thinkers Can Be More Dishonest." Harvard Business School Working Paper, No. 11-064, January 2011.
Gino, Francesca, and Bradley R. Staats. "Driven by Social Comparisons: How Feedback about Coworkers' Effort Influences Individual Productivity." Harvard Business School Working Paper, No. 11-078, February 2011.
Gino, Francesca, and Sreedhari D. Desai. "Memory Lane and Morality: How Childhood Memories Promote Prosocial Behavior." Harvard Business School Working Paper, No. 11-079, February 2011.
Larkin, Ian, Lamar Pierce, and Francesca Gino. "The Psychological Costs of Pay-for-Performance: Implications for Strategic Compensation." Harvard Business School Working Paper, No. 11-056, December 2010.
Larkin, Ian, Lamar Pierce, and F. Gino. "The Psychological Costs of Pay-for-Performance: Implications for the Strategic Compensation of Employees." Harvard Business School Working Paper, No. 11-056, December 2010.
Luca, Michael. "Reviews, Reputation, and Revenue: The Case of Yelp.com." Harvard Business School Working Paper, No. 12-016, September 2011.
Luca, Michael, and Jonathan Smith. "Salience in Quality Disclosure: Evidence from the U.S. News College Rankings." Harvard Business School Working Paper, No. 12-014, September 2011.
Roth, Alvin E. "Marketplace Institutions Related to the Timing of Transactions." NBER Working Paper Series, No. 16556, November 2010.
Shu, Lisa L., and Max Bazerman. "Cognitive Barriers to Environmental Action: Problems and Solutions." Harvard Business School Working Paper, No. 11-046, November 2010.
Shu, Lisa L., Nina Mazar, Francesca Gino, Dan Ariely, and Max Bazerman. "When to Sign on the Dotted Line? Signing First Makes Ethics Salient and Decreases Dishonest Self-Reports." Harvard Business School Working Paper, No. 11-117, May 2011.
Tost, Leigh Plunkett, Francesca Gino, and Richard P. Larrick. "When Power Makes Others Speechless: The Negative Impact of Leader Power on Team Performance." Harvard Business School Working Paper, No. 11-087, February 2011.
Tsay, Chia-Jung, Lisa L. Shu, and Max Bazerman. "Naivete and Cynicism in Negotiations and Other Competitive Contexts." Harvard Business School Working Paper, No. 11-066, January 2011.
HBS Course Materials
Bos, Maarten W., Amy J.C. Cuddy, and Kyle Todd Doherty. "OPOWER: Increasing Energy Efficiency through Normative Influence (B)." Harvard Business School Supplement 911-061.
Coles, Peter A. "Carbon Trading Simulation: Black Cement Inc." Harvard Business School Supplement 911-053.
Coles, Peter A. "Carbon Trading Simulation: Brown Cement Inc." Harvard Business School Supplement 911-052.
Coles, Peter A. "Carbon Trading Simulation: Green Cement Inc." Harvard Business School Exercise 911-051.
Coles, Peter A. "Carbon Trading Simulation: Greenpeace." Harvard Business School Supplement 911-054.
Coles, Peter A. "Carbon Trading Simulation: White Cement Inc." Harvard Business School Supplement 911-055.
Coles, Peter A. "Market Design in Online Businesses." Harvard Business School Module Note 911-066.
Coles, Peter A., and Benjamin G. Edelman. "Mobilizing Networked Businesses." Harvard Business School Module Note 911-048.
Coles, Peter A., and Benjamin G. Edelman. "The Online Economy: Strategy and Entrepreneurship - Course Architecture Note." Harvard Business School Course Overview 911-069.
Edelman, Benjamin G., and Scott Kominers. "Online Marketing at Big Skinny." Harvard Business School Case 911-033.
Gavetti, Giovanni M., and Francesca Gino. "BioPasteur: Instructions for the group discussion." Harvard Business School Supplement 711-510.
Gavetti, Giovanni M., and Francesca Gino. "The Future of BioPasteur." Harvard Business School Exercise 711-508.
Gavetti, Giovanni M., and Francesca Gino. "The Future of BioPasteur--Supplement." Harvard Business School Supplement 711-509.
Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "FIJI Water: Carbon Negative?" Harvard Business School Case 611-049.
Larkin, Ian. "Arck Systems." Harvard Business School Case 911-056.
Larkin, Ian. "Arck Systems (B)." Harvard Business School Supplement 911-057.
Larkin, Ian. "Arck Systems (C)." Harvard Business School Supplement 911-058.
Larkin, Ian. "Arck Systems (D)." Harvard Business School Supplement 911-059.
Larkin, Ian. "Arck Systems (E)." Harvard Business School Supplement 911-060.
Larkin, Ian. "Arck Systems (F)." Harvard Business School Supplement 911-073.
McGinn, Kathleen L., and Rachel Gordon. "The Indego Africa Project." Harvard Business School Case 911-011.
Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)." Harvard Business School Case 911-031.
Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)." Harvard Business School Supplement 911-032.
Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)." Harvard Business School Case 911-040.
Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)." Harvard Business School Supplement 911-041.
Sebenius, James K., and Shula Gilad. "The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment." Harvard Business School Case 911-025.
Individual faculty publication pages will contain the most current citations, as well as links to abstracts and full-text articles when available. Publications on this page are updated quarterly and may not be current. Only widely available course materials are listed.