More from the Author

• Article | California Management Review | 2010

  Fretting About Modest Risks Is a Mistake

  Matthew Rabin and Max Bazerman

  Managers often engage in risk-averse behavior, and economists, decision analysts, and managers treat risk aversion as a preference. In many cases, acting in a risk-averse manner is a mistake, but managers can correct this mistake with greater reflection. This article provides guidance on how individuals and organizations can move toward greater reflection and a more profitable aggregate portfolio of decisions. Inconsistency in risk preferences across decisions is a costly mistake for both individuals and for organizations.

  Keywords: decision biases; Risk Management; Risk and Uncertainty; Decision Making;

  Citation:

  Rabin, Matthew, and Max Bazerman. "Fretting About Modest Risks Is a Mistake." California Management Review 61, no. 3 (May 2019): 34–48.  View Details

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• Article | Academy of Management Perspectives | February 2019

  Bounded Ethicality and Ethical Fading in Negotiations: Understanding Unintended Unethical Behavior

  McKenzie Rees, Ann E. Tenbrunsel and Max Bazerman

  The business scandals in the past several decades led to the rising importance of ethics as a topic central to management scholarship. Behavioral scientists in particular were attracted to the topic in far greater numbers, and the study of ethical decision-making emerged as a core subfield (Messick & Tenbrunsel, 1996). This paper draws on that framework and applies it to negotiations, arguing that not all unethical behavior is intentional; rather, negotiators fall prey to bounded ethicality, engaging in behavior that is contradictory to their values without realizing they are doing so. We further argue that ethical fading—when individuals do not “see” the ethical implications of the situation or their action—is central to explaining why this occurs. Relying on past empirical research, we identify negotiation “cues” that have been linked to unethical behavior and explore how they make a negotiator particularly vulnerable to ethical fading, resulting in subsequent unethical behavior. We discuss several opportunities for future research in the negotiation discipline and other disciplines that draw on motivated social exchange or assume intentionality and conclude with a call for scholars to define normative standards as they pertain to negotiator ethics.

  Keywords: Ethics; Behavior; Negotiation; Situation or Environment; Perception;

  Citation:

  Rees, McKenzie, Ann E. Tenbrunsel, and Max Bazerman. "Bounded Ethicality and Ethical Fading in Negotiations: Understanding Unintended Unethical Behavior." Academy of Management Perspectives 33, no. 1 (February 2019): 1–17.  View Details

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• Article | Negotiation and Conflict Management Research

  Raiffa Transformed the Field of Negotiation—and Me

  Max Bazerman

  Howard Raiffa was a role model, friend, and inspiration. He transformed the field of negotiation, and he transformed my career. This brief article provides a recollection of how Howard revolutionized the field of negotiation and how those insights are now affecting broader areas of the social sciences. Howard received the 1999 Lifetime Achievement Award from the International Association for Conflict Management.

  Keywords: Negotiation; Decision Making; Analysis; Game Theory; Personal Development and Career;

  Citation:

  Bazerman, Max. "Raiffa Transformed the Field of Negotiation—and Me." Negotiation and Conflict Management Research 11, no. 3 (August 2018): 259–261.  View Details

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