Negotiation, Organizations & Markets

- November 2022
- Case
Matt Higgins: Resilience and Empathy in Negotiation

By: Francesca Gino, Sarah Livick-Moses and Ruth Page
- November 2022
- Case
Matt Higgins: Resilience and Empathy in Negotiation

By: Francesca Gino, Sarah Livick-Moses and Ruth Page
- November 23, 2022
- Article
The Sinister Logic of Hidden Online Fees

By: Michael Luca
- November 23, 2022
- Article
The Sinister Logic of Hidden Online Fees

By: Michael Luca
- 2022
- Working Paper
Shared Models in Networks, Organizations, and Groups

By: Joshua Schwartzstein and Adi Sunderam

To understand new information, we exchange models or interpretations with others. This paper provides a framework for thinking about such social exchanges of models. The key assumption is that people adopt the interpretation in their network that best explains the data, given their prior beliefs. An implication is that interpretations evolve within a network. For many network structures, social learning mutes reactions to data: the exchange of models leaves beliefs closer to priors than they were before. Our results shed light on why disagreements persist as new information arrives, as well as the goal and structure of meetings in organizations.
- 2022
- Working Paper
Shared Models in Networks, Organizations, and Groups

By: Joshua Schwartzstein and Adi Sunderam

To understand new information, we exchange models or interpretations with others. This paper provides a framework for thinking about such social exchanges of models. The key assumption is that people adopt the interpretation in their network that best explains the data, given their prior beliefs. An implication is that interpretations evolve...

About the Unit

The NOM Unit seeks to understand and improve the design and management of systems in which people make decisions: that is, design and management of negotiations, organizations, and markets. In addition, members of the group share an abiding interest in the micro foundations of these phenomena.

Our work is grounded in the power of strategic interaction to encourage individuals and organizations to create and sustain value (in negotiations, in organizations, and in markets). We explore these interactions through diverse approaches: Although many of us have training in economics, we also have members with backgrounds in social psychology, sociology, and law.

NOM seeks to apply rigorous scientific methods to real-world problems -- producing research and pedagogy that is compelling to both the academy and practitioners.

Recent Publications

Matt Higgins: Resilience and Empathy in Negotiation

By: Francesca Gino, Sarah Livick-Moses and Ruth Page

November 2022 |
Case |
Faculty Research

Citation

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The Sinister Logic of Hidden Online Fees

By: Michael Luca

November 23, 2022 |
Article |
Wall Street Journal (online)

Keywords: Consumer Behavior; E-commerce; Price

Citation

Jon Fortt: The Art of Debate and Effective Communication

By: Francesca Gino, Sarah Livick-Moses and Ruth Page

November 2022 |
Case |
Faculty Research

Citation

Educators

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Juno (A), (B), and (C): Leveraging Student Power

By: Joshua Schwartzstein

November 2022 |
Teaching Note |
Faculty Research

Teaching Note for HBS Case Nos. 921-032, 921-033, and 921-034.

Citation

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Shared Models in Networks, Organizations, and Groups

By: Joshua Schwartzstein and Adi Sunderam

2022 |
Working Paper |
Faculty Research

To understand new information, we exchange models or interpretations with others. This paper provides a framework for thinking about such social exchanges of models. The key assumption is that people adopt the interpretation in their network that best explains the data, given their prior beliefs. An implication is that interpretations evolve within a network. For many network structures, social learning mutes reactions to data: the exchange of models leaves beliefs closer to priors than they were before. Our results shed light on why disagreements persist as new information arrives, as well as the goal and structure of meetings in organizations.

Keywords: Social Learning Theory; Theory; Social Issues; Cognition and Thinking; Social and Collaborative Networks; Attitudes

Managing Science Communication at Bayer

By: Joshua Schwartzstein

October 2022 |
Teaching Note |
Faculty Research

Teaching Note for HBS Case No. 921-045.

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Relational Diversity in Social Portfolios Predicts Well-Being

By: Hanne K. Collins, Serena F. Hagerty, Jordi Quoidbach, Michael I. Norton and Alison Wood Brooks

October 17, 2022 |
Article |
Proceedings of the National Academy of Sciences

We document a link between the relational diversity of one’s social portfolio—the richness and evenness of relationship types across one’s social interactions—and well-being. Across four distinct samples, respondents from the United States who completed a preregistered survey (n = 578), respondents to the American Time Use Survey (n = 19,197), respondents to the World Health Organization’s Study on Global Aging and Adult Health (n = 10,447), and users of a French mobile application (n = 21,644), specification curve analyses show that the positive relationship between social portfolio diversity and well-being is robust across different metrics of well-being, different categorizations of relationship types, and the inclusion of a wide range of covariates. Over and above people’s total amount of social interaction and the diversity of activities they engage in, the relational diversity of their social portfolio is a unique predictor of well-being, both between individuals and within individuals over time.

Keywords: Social Interaction; Social Engagement; Well-being; Happiness; Social and Collaborative Networks; Family and Family Relationships

Citation

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