Negotiation and Decision Making

Negotiation and Decision Making

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Contents

Articles

(from the Spring 08 syllabus)

Negotiation

  • Bazerman & Moore (2008) Ch 9 and 10
  • De Dreu, C. K. W. & Carnevale, P. J. (2003). Motivational bases of information processing and strategy in conflict and negotiation. Advances in Experimental Social Psychology, 35, 235-291.
  • Optional
    • Carnevale, P. J. D., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of Psychology, 43, 511-582.
    • Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
    • Fisher, R., Ury, W., & Patton, B. (1981). Getting to yes. Boston: Houghton Mifflin.
    • Lewicki, R. J., Barry, B., Saunders, D. M., & Minton, J. W. (2003). Negotiation (4th Ed.). Boston: McGraw Hill/Irwin.
    • Neale, M. A., & Bazerman, M. H. (1991). Cognition and rationality in negotiation. New York: Free Press.
    • Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Belknap.
    • Thompson, L. (1998). The mind and heart of the negotiator. Upper Saddle River, NJ: Prentice Hall.
    • Walton, R. E., & McKersie, R. B. (1965). A behavioral theory of labor negotiations. New York: McGraw-Hill.


Motivated Biases in Negotiation

  • Babcock, L., Loewenstein, G., Issacharoff, S., & Camerer, C. (1995). Biased judgments of fairness in bargaining. American Economic Review, 85(5), 1337-1343.
  • Thompson, L., & Loewenstein, G. (1992). Egocentric interpretations of fairness and interpersonal conflict. Organizational Behavior and Human Decision Processes, 51(2), 176-197.
  • Krizan, Z., & Windschitl, P. D. (2007). The influence of outcome desirability on optimism. Psychological Bulletin, 133(1), 95-121.
  • Optional readings:
    • Kunda, Z. (1990). The case for motivated reasoning. Psychological Bulletin, 108(3), 480-498.
    • Thompson, L. (1995). "They saw a negotiation": Partisanship and involvement. Journal of Personality and Social Psychology, 68(5), 839-853.
    • Loewenstein, G., Thompson, L., & Bazerman, M. H. (1989). Social utility and decision making in interpersonal contexts. Journal of Personality and Social Psychology, 57, 426-441.
    • Ross, M., & Sicoly, F. (1979). Egocentric biases in availability and attribution. Journal of Personality and Social Psychology, 37, 322-336.
    • Hastorf, A. H., & Cantril, H. (1954). They saw a game: A case study. Journal of Abnormal and Social Psychology, 49, 129-134.
    • Babcock, L., Wang, X., & Loewenstein, G. (1996). Choosing the wrong pond: Social comparisons in negotiations that reflect a self-serving bias. Quarterly Journal of Economics, 111(1), 1-19.

Emotion in decision making

  • Leith, K. P., & Baumeister, R. F. (1996). Why do bad moods increase self-defeating behavior? Emotion, risk taking, and self-regulation. Journal of Personality and Social Psychology, 71(6), 1250-1267.
  • Tiedens, L. Z., & Linton, S. (2001). Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. Journal of Personality and Social Psychology, 81(6), 973-988.
  • Lerner, J. S., Gonzalez, R. M., Small, D. A., & Fischhoff, B. (2003). Effects of fear and anger on perceived risks of terrorism: A national field experiment. Psychological Science, 14(2), 144-150.

Emotion in negotiation

  • Lerner, J. S., Small, D. A., & Loewenstein, G. (2004). Heart strings and purse strings: Carryover effects of emotions on economic transactions. Psychological Science, 15(5), 337-341.
  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86(1), 57-76.
  • Carnevale, P. J. D., & Isen, A. M. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13.

Economic approaches

  • Camerer, C. F. (2003). Behavioral game theory: Experiments in strategic interaction. Princeton, NJ: Princeton University Press. (Chapters 1 and 4)
  • Optional
    • Roth, A. E. (1995). Bargaining experiments. In J. H. Kagel & A. E. Roth (Eds.), The handbook of experimental economics (pp. 253-348). Princeton, NJ: Princeton University Press.

Social Motives in Negotiation

Guest instructor: Laurie Weingart

  • De Dreu, C. K. W., Weingart, L. R., & Kwon, S. (2000). Influence of social motives on integrative negotiations: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78, 889-905.
  • Kelley, H. H., & Stahelski, A. J. (1970). Social interaction basis of cooperators' and competitors' beliefs about others. Journal of Personality and Social Psychology, 16(1), 66-91.
  • Optional Readings:
    • De Dreu, C. K. W., & Van Lange, P. A. M. (1995). The impact of social value orientations on negotiator cognition and behavior. Personality & Social Psychology Bulletin, 21(11) 1178-1188.
    • Chen, Y., Mannix, E. A., Okumura, T. (2003). The importance of who you meet: Effects of self- versus other-concerns among negotiators in the United States, the People's Republic of China, and Japan. Journal of Experimental Social Psychology, 39(1), 1-15.
    • Weingart, L.R., Bennett, R.J., & Brett, J.M. (1993). The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology, 78, 504-517.
    • De Dreu, C. K. W., Giebels, E., Van de Vliert, E. (1998). Social motives and trust in integrative negotiation: The disruptive effects of punitive capability. Journal of Applied Psychology, 83(3), 408-422.
    • Beersma, B., De Dreu, C. K. W. (2002). Integrative and distributive negotiation in small groups: Effects of task structure, decision rule, and social motive. Organizational Behavior & Human Decision Processes, 87(2), 227-252.

Behavioral decision theory

  • Bazerman & Moore, Chapter 2
  • Kahneman, D. (2003). A perspective on judgment and choice: Mapping bounded rationality. American Psychologist, 58(9), 697-720.
  • Moore, D. A., & Flynn, F. J. (2008). Behavioral decision research in organizational behavior. Annals of the Academy of Management, 2.
  • Optional
    • Camerer, C. F. (1995). Individual decision making. In J. H. Kagel & A. E. Roth (Eds.), The handbook of experimental economics. Princeton, NJ: Princeton University Press.
    • Kahneman, D., Knetsch, J. L., & Thaler, R. H. (1990). Experimental tests of the endowment effect and the Coase Theorem. Journal of Political Economy, 98(6), 1325-1348.
    • Fischhoff, B. (1975). Hindsight is not equal to foresight: The effect of outcome knowledge on judgment under uncertainty. Journal of Experimental Psychology: Human Perception and Performance, 1(3), 288-299.
    • Klayman, J., & Ha, Y.-w. (1987). Confirmation, disconfirmation, and information in hypothesis testing. Psychological Review, 94(2), 211-228.
    • Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263-291.
    • Dawes, R. M. (1998). Behavioral decision making and judgment. In D. T. Gilbert & S. T. Fiske (Eds.), The handbook of social psychology (4th ed., Vol. 2, pp. 497-548). Boston, MA, USA: Mcgraw-Hill.
    • Abelson, R. P., & Levi, A. (1985). Decision making and decision theory. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology: Theory and method (3rd ed.). New York: Random House.
    • Simon, H. A. (1947). Administrative behavior: A study of decision-making processes in administrative organization. New York: Macmillan.
    • Hastie, R. and R. M. Dawes. (2001). Rational choice in an uncertain world : the psychology of judgment and decision making. Thousand Oaks, Calif.: Sage.

Comparative Social Judgment

  • Dunning, D., Heath, C., & Suls, J. M. (2004). Flawed self-assessment: Implications for health, education, and business. Psychological Science in the Public Interest, 5(3), 69-106.
  • Moore, D. A., & Small, D. A. (2007). Error and bias in comparative social judgment: On being both better and worse than we think we are. Journal of Personality and Social Psychology, 92(6), 972-989.
  • Moore, D. A. (2007). Not so above average after all: When people believe they are worse than average and its implications for theories of bias in social comparison. Organizational Behavior & Human Decision Processes , 102(1), 42-58.
  • Optional
    • Taylor, S. E., & Brown, J. D. (1988). Illusion and well-being: a social psychological perspective on mental health. Psychological Bulletin, 103(2), 193-210.
    • Moore, D. A., & Kim, T. G. (2003). Myopic social prediction and the solo comparison effect. Journal of Personality and Social Psychology, 85(6), 1121-1135.
    • Ross, M. and F. Sicoly. (1979). Egocentric biases in availability and attribution. Journal of Personality and Social Psychology, 37, 322-336.
    • Hastorf, A. H. and H. Cantril. (1954). They saw a game: A case study. Journal of Abnormal and Social Psychology, 49, 129-134.

Decision Making Biases in Groups

  • Buehler, R., Messervey, D., & Griffin, D. W. (2005). Collaborative planning and prediction: Does group discussion affect optimistic biases in time estimation? Organizational Behavior & Human Decision Processes, 97(1), 47-63.
  • Staw, B. M. (1975). Attribution of the "causes" of performance: A general alternative interpretation of cross-sectional research on organizations. Organizational Behavior and Human Decision Processes, 13(3), 414-432.
  • Kerr, N. L., & Tindale, R. S. (2004). Group performance and decision making. Annual Review of Psychology, 55, 623-655.

The effect of power on judgment

  • Keltner, D., Gruenfeld, D. H., & Anderson, C. (2003). Power, approach, and inhibition. Psychological Review, 110(2), 265-284.
  • Galinsky, A. D., Gruenfeld, D. H., & Magee, J. C. (2003). From power to action. Journal of Personality and Social Psychology, 85(3), 453-466.
  • Optional
    • Peterson, R. S. (1997). A directive leadership style in group decision making can be both virtue and vice: Evidence from elite and experimental groups. Journal of Personality and Social Psychology, 72(5).

Neuro approaches

  • McClure, S. M., Laibson, D., Loewenstein, G., & Cohen, J. D. (2004). Separate neural systems value immediate and delayed monetary rewards. Science, 306(5695), 503-507.
  • Shiv, B., Loewenstein, G., Bechara, A., Damasio, H., & Damasio, A. R. (2005). Investment behavior and the negative side of emotion. Psychological Science, 16, 435-439.
  • Lieberman, M. D. (2006). Social cognitive neuroscience: A review of core processes. Annual Review of Psychology.
  • Optional
    • Ochsner, K. N., & Lieberman, M. D. (2001). The emergence of social cognitive neuroscience. American Psychologist, 56(9), 717-734.
    • Camerer, C. F., Loewenstein, G., & Prelec, D. (2005). Neuroeconomics: How neuroscience can inform economics. Journal of Economic Literature, 63(1), 9-64.

Non-conscious processing

  • Dijksterhuis, A., Bos, M. W., Nordgren, L. F., & van Baaren, R. B. (2006). On Making the Right Choice: The Deliberation-Without-Attention Effect. Science, 311, 1005-1007.
  • Cesario, J., Plaks, J. E., & Higgins, E. T. (2006). Automatic social behavior as motivated preparation to interact. Journal of Personality and Social Psychology, 90, 893-910.
  • Optional
    • Fitzsimons, G. M., & Bargh, J. A. (2003). Thinking of you: Nonconscious pursuit of interpersonal goals associated with relationship partners. Journal of Personality & Social Psychology, 84(1), 148-163.
    • Bargh, J. A., & Chartrand, T. L. (2000). The mind in the middle: A practical guide to priming and automaticity research. In H. T. Reis & C. M. Judd (Eds.), Handbook of research methods in social and personality psychology (pp. 253-285). New York, NY, US: Cambridge University Press.
    • Bargh, J. A., Chen, M., & Burrows, L. (1996). Automaticity of social behavior: Direct effects of trait construct and stereotype activation on action. Journal of Personality and Social Psychology, 71(3), 230-244.
    • Fitzsimons, G. M., & Bargh, J. A. (2003). Thinking of you: Nonconscious pursuit of interpersonal goals associated with relationship partners. Journal of Personality & Social Psychology, 84(1), 148-163.
    • Wheeler, S. C., & Petty, R. E. (2001). The effects of stereotype activation on behavior: A review of possible mechanisms. Psychological Bulletin, 127(6), 797-826.
    • Wegner, D. M., & Bargh, J. A. (1998). Control and automaticity in social life. In D. Gilbert & S. Fiske & G. Lindzey (Eds.), Handbook of social psychology (4th ed.). New York: McGraw-Hill.

The IAT

  • Greenwald, A. G., McGhee, D. E., & Schwartz, J. L. K. (1998). Measuring individual differences in implicit cognition: The implicit association test. Journal of Personality and Social Psychology, 74(6), 1464-1480.
  • Blanton, H., & Jaccard, J. (2006). Arbitrary metrics in psychology. American Psychologist, 61, 27-41.

What’s the right normative standard?

  • Moore, D. A., & Healy, P. J. (2007). The trouble with overconfidence. Psychological Review.
  • Fiedler, K., & Juslin, P. (2006). Taking the interface between mind and environment seriously. In K. Fiedler & P. Juslin (Eds.), Information sampling and adaptive cognition. New York: Cambridge University Press.
  • Optional
    • Gigerenzer, G., Hoffrage, U., & Kleinbölting, H. (1991). Probabilistic mental models: A Brunswikian theory of confidence. Psychological Review, 98(4), 506-528.
    • Denrell, J., & Le Mens, G. (2007). Interdependent sampling and social influence. Psychological Review, 114(2), 398-422.
    • Fiedler, K. (2000). Beware of samples! A cognitive-ecological sampling approach to judgment biases. Psychological Review, 107(4), 659-676.
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