Publications
Publications
- 2011
- HBS Working Paper Series
Naiveté and Cynicism in Negotiations and Other Competitive Contexts
By: Chia-Jung Tsay, Lisa L. Shu and Max Bazerman
Abstract
A wealth of literature documents how the common failure to think about the self-interests of others contributes to suboptimal outcomes. Yet sometimes, an excess of cynicism appears to lead us to over-think the actions of others and make negative attributions about their motivations without sufficient cause. In the process, we may miss opportunities that greater trust might capture. We review the research on when people expect too little and or too much self-interest in the intentions of others, as contrasted with rational behavior. We also discuss the antecedents and consequences of these naïve and cynical errors, as well as some potential strategies to buffer against their effects and achieve better outcomes in competitive contexts.
Keywords
Decision Choices and Conditions; Negotiation; Behavior; Cognition and Thinking; Perspective; Trust; Competitive Strategy; Competitive Advantage
Citation
Tsay, Chia-Jung, Lisa L. Shu, and Max Bazerman. "Naiveté and Cynicism in Negotiations and Other Competitive Contexts." Harvard Business School Working Paper, No. 11-066, January 2011. (Revised May 2011.)
About The Author
