Max H Bazerman
Datos Biográficos
| ID | 134302 |
|---|---|
| NOMBRE | Max H Bazerman |
| NOMBRES | Max H |
| APELLIDO | Bazerman |
| FIRMA | BAZERMAN M H |
| AFILIACIONES | Harvard University |
| ORCID | 0000-0002-7009-3340 |
| VERIFICADO | Sí |
| TOTAL DE OBRAS | 43 |
| TOTAL DE CITAS | 360 |
| TOTAL COMO AUTOR | 42 |
| TOTAL COMO EDITOR | 1 |
| PRIMER AÑO DE PUBLICACIÓN | 1980 |
| AÑO MÁS RECIENTE DE PUBLICACIÓN | 2020 |
| ÍNDICE H | 11 |
Inaction and decision making in moral conflicts
Behavioral Decision Research
The rational model of Decision‐Making is based on a set of assumptions prescribing how a decision should be made rather than describing how a decision is made.
Negotiation
When two or more parties need to reach a joint decision but have different preferences, they negotiate.
Retracted
Many written forms required by businesses and governments rely on honest reporting. Proof of honest intent is typically provided through signature at the end of, e.g., tax returns or insurance policy forms. Still, people sometimes cheat to advance their financial self-interests—at great costs to society. We test an easy-to-implement method to discourage dishonesty: signing at the beginning rather than at the end of a self-report, thereby reversin…
Behavioral Ethics
Early research and teaching on ethics focused either on a moral development perspective or on philosophical approaches and used a normative approach by focusing on the question of how people should act when resolving ethical dilemmas. In this article, we briefly describe the traditional approach to ethics and then present a (biased) review of the behavioral approach to ethics. We define behavioral ethics as the study of systematic and predictable…
Dishonest Deed, Clear Conscience
People routinely engage in dishonest acts without feeling guilty about their behavior. When and why does this occur? Across four studies, people justified their dishonest deeds through moral disengagement and exhibited motivated forgetting of information that might otherwise limit their dishonesty. Using hypothetical scenarios (Studies 1 and 2) and real tasks involving the opportunity to cheat (Studies 3 and 4), the authors find that one’s own di…
Conflicts of Interest
Goals Gone Wild
Executive Overview Goal setting is one of the most replicated and influential paradigms in the management literature. Hundreds of studies conducted in numerous countries and contexts have consistently demonstrated that setting specific, challenging goals can powerfully drive behavior and boost performance. Advocates of goal setting have had a substantial impact on research, management education, and management practice. In this article, we argue …
The Reality and Myth of Sacred Issues in Negotiations
This article investigates the role of sacred issues in a dyadic negotiation set in an environmental context. As predicted, a focus on sacred issues negatively impacts the negotiation, producing more impasses, lower joint outcomes, and more negative perceptions of one’s opponent; however, this is only true when both parties perceive that they have a strong alternative to a negotiated agreement. When negotiation parties perceive that they have weak…
When misconduct goes unnoticed
Bounded awareness
Behavioral Decision Research, Legislation, and Society
Economists have a great deal of influence on the legislative and judicial branches of government. This is good. But, the dominance of economics in Washington has led to the undervaluation of other social sciences. This paper explores the limitations of a traditional economics approach, the benefits of the consideration of behavioral decision research and behavioral economics, and an analysis of how this pattern affected decision making in three d…
When perspective taking increases taking
Group members often reason egocentrically, believing that they deserve more than their fair share of group resources. Leading people to consider other members' thoughts and perspectives can reduce these egocentric (self-centered) judgments such that people claim that it is fair for them to take less; however, the consideration of others' thoughts and perspectives actually increases egoistic (selfish) behavior such that people actually take more o…
The costs and benefits of undoing egocentric responsibility assessments in groups
Individuals working in groups often egocentrically believe they have contributed more of the total work than is logically possible. Actively considering others' contributions effectively reduces these egocentric assessments, but this research suggests that undoing egocentric biases in groups may have some unexpected costs. Four experiments demonstrate that members who contributed much to the group outcome are actually less satisfied and less inte…
Bounded Ethicality as a Psychological Barrier to Recognizing Conflicts of Interest
But there is a more subtle question of conflict of interest that derives directly from human bounded rationality. The fact is, if we become involved in a particular activity and devote an important part of our lives to that activity, we will surely assign it a greater importance and value than we would have prior to our involvement with it.It's very hard for us, sometimes, not to draw from such facts a conclusion that human beings are rather dish…
Profit maximization versus disadvantageous inequality
Choice behavior researchers (e.g., Bazerman, Loewenstein, & White, 1992) have found that individuals tend to choose a more lucrative but disadvantageously unequal payoff (e.g., self—$600/other—$800) over a less profitable but equal one (e.g., self—$500/other—$500); greater profit trumps interpersonal social comparison concerns in the choice setting. We suggest, however, that self-categorization (e.g., Hogg, 2000) can shift interpersonal social co…
Overcoming focusing failures in competitive environments
This paper attacks one of the chief limitations of the field of behavioral decision research—the past inability to use this literature to improve decision making. Building on the work of Thompson, Gentner, Loewenstein and colleagues (Loewenstein, Thompson, & Gentner, 1999; Thompson, Gentner, & Loewenstein, 2000; Gentner & Markman, 1997), the current paper finds that it is possible to reduce bias in one of the most robust problems in the decision …
The Social Psychology of Ordinary Ethical Failures
What we want to do versus what we think we should do
People often feel torn between what they want to do and what they believe they should do. As a result, they experience intrapersonal conflict . For example, people know that they should avoid credit card debt, but they want to splurge on just one more purchase. Following Loewenstein's ( 1996 ) temporal perspective to understanding internal conflict and inconsistency, we offer three studies that empirically demonstrate (1) a distinction between th…
Dyadic processes of disclosure and reciprocity in bargaining with communication
We offer a study revealing the mechanisms through which communication helps actual bargaining behavior outperform economic predictions. The possibility of individually strategic behavior in the presence of private information leads to game‐theoretic predictions of less than full efficiency. We present a one‐stage, simultaneous offers bargaining game in which buyers and sellers have independent, privately held valuations for the item being sold (i…
Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection
Many perceive the predominantly command-and-control structure of regulatory policy to be overly restrictive and inefficient in achieving America's emerging environmental goals. In response, the U.S. government has introduced several voluntary programs to develop innovative, beyond-compliance environmental management solutions through the collaboration between government agencies and regulated entities. Yet, these programs have not gained widespre…
The study of ‘real’ decision making
Consumer Research for Consumers
This article outlines a consumer-focused approach for the study of consumer behavior. I argue that much of the existing literature, by developing knowledge that focuses on the determinants of consumer purchasing, is implicitly biased toward a marketing perspective of consumer behavior. In contrast, I propose the need for a consumer-focused approach that would advance knowledge aimed at helping consumers make wiser purchases. This approach should …
Negotiation
The first part of this paper traces a short history of the psychological study of negotiation. Although negotiation was an active research topic within social psychology in the 1960s and 1970s, in the 1980s, the behavioral decision perspective dominated. The 1990s has witnessed a rebirth of social factors in the psychological study of negotiation, including social relationships, egocentrism, motivated illusions, and emotion. The second part of th…
Preference reversals between joint and separate evaluations of options
Arguably, all judgments and decisions are made in 1 (or some combination) of 2 basic evaluation modes-joint evaluation mode (JE), in which multiple options are presented simultaneously and evaluated comparatively, or separate evaluation mode (SE), in which options are presented in isolation and evaluated separately. This article reviews recent literature showing that people evaluated options differently and exhibit reversals of preferences for op…
Social utility and decision making in interpersonal contexts
Three studies examined preferences for outcomes to self and a codisputant. Studies I and 2 estimated social utility functions from judgments of with alternative outcomes. Comparing functional forms, we found that a utility function, including terms for own payoff and for positive and negative discrepancies between the parties' payoffs (advantageous and disadvantageous inequality), provides a close fit to the data. The typical utility function is …
When misconduct goes unnoticed
When perspective taking increases taking
Group members often reason egocentrically, believing that they deserve more than their fair share of group resources. Leading people to consider other members' thoughts and perspectives can reduce these egocentric (self-centered) judgments such that people claim that it is fair for them to take less; however, the consideration of others' thoughts and perspectives actually increases egoistic (selfish) behavior such that people actually take more o…
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration
This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of negotiations. The results suggest that both the perspective-taking ability of the negotiators and the type of arbitration affect negotiations-as measured by conc…
I Won the Auction But Don't Want the Prize
The “winner's curse” occurs in competitive situations when a successful buyer finds that he or she has paid too much for a commodity of uncertain value. This study provides an experimental demonstration of the winner's curse, and identifies factors that affect the existence and magnitude of this bidding abnormality. In an auction setting, two factors are shown to affect the incidence and magnitude of the winner's curse: (1) the degree of uncertai…
Self-interest and fairness in problems of resource allocation
Behavioral Ethics
Early research and teaching on ethics focused either on a moral development perspective or on philosophical approaches and used a normative approach by focusing on the question of how people should act when resolving ethical dilemmas. In this article, we briefly describe the traditional approach to ethics and then present a (biased) review of the behavioral approach to ethics. We define behavioral ethics as the study of systematic and predictable…
Negotiator Judgment
This article overviews prescriptive research, specifies limitations of that research direction, and introduces a complementary research approach that focuses on the judgmental limitations of negotiators. Specifically, this complementary approach examines how systematic deviations from rationality in negotiator judgment reduce the effectiveness of negotiators
Consumer Research for Consumers
This article outlines a consumer-focused approach for the study of consumer behavior. I argue that much of the existing literature, by developing knowledge that focuses on the determinants of consumer purchasing, is implicitly biased toward a marketing perspective of consumer behavior. In contrast, I propose the need for a consumer-focused approach that would advance knowledge aimed at helping consumers make wiser purchases. This approach should …
Perspectives for Understanding Negotiation
Bargaining and negotiation research has traditionally been of significant interest to those in the industrial relations field. The current work in this area may be divided into four common perspectives: economic models, structural effects, personality differences in negotiators, and behavioral systems approaches. These approaches, however, do not explain the failure of negotiators to reach mutually beneficial agreements. To complement the existin…
Norms of Distributive Justice in Interest Arbitration
This study uses a simulation methodology to analyze the use of three alternative norms of distributive justice by arbitrators in conventional interest arbitration. Sixty-nine experienced arbitrators each provided decisions in 25 hypothetical wage cases in which seven factors, such as the inflation rate and the ability to pay, were systematically varied. Individually, most arbitrators were very consistent in the weights they gave to these seven fa…
Bounded awareness
Profit maximization versus disadvantageous inequality
Choice behavior researchers (e.g., Bazerman, Loewenstein, & White, 1992) have found that individuals tend to choose a more lucrative but disadvantageously unequal payoff (e.g., self—$600/other—$800) over a less profitable but equal one (e.g., self—$500/other—$500); greater profit trumps interpersonal social comparison concerns in the choice setting. We suggest, however, that self-categorization (e.g., Hogg, 2000) can shift interpersonal social co…
A Mixed-Motive Perspective on the Economics Versus Environment Debate
The debate over the relationship between economic development and environmental protection has polarized into the opposing perspectives of win-lose (distributive bargaining) or win-win (integrative bargaining) outcomes, reminiscent of the debate that occurred within the negotiations field 15 years ago. The authors argue that such polarization is unnecessary and inaccurate. Conflict between economics and the environment is neither purely win-win n…
The costs and benefits of undoing egocentric responsibility assessments in groups
Individuals working in groups often egocentrically believe they have contributed more of the total work than is logically possible. Actively considering others' contributions effectively reduces these egocentric assessments, but this research suggests that undoing egocentric biases in groups may have some unexpected costs. Four experiments demonstrate that members who contributed much to the group outcome are actually less satisfied and less inte…
The Social Psychology of Ordinary Ethical Failures
The Human Mind as a Barrier to Wiser Environmental Agreements
Human ingenuity offers the best hope for tackling a whole range of environmental problems currently threatening global welfare, yet the human mind also creates cognitive barriers to wise environmental agreements. In this article, the authors focus on a set of six systematic cognitive barriers that are particularly endemic to environmental disputes. The fixed-pie bias grows from the assumption that disputants' interests are perfectly opposed. This…
Group negotiation
Arbitrator Decision Making
Analysis of the wages awarded by 64 arbitrators in 25 simulated interest arbitration cases strongly supports a model in which arbitrators, in determining an award, are influenced both by the facts of the case and by the offers of the parties. The arbitrators clearly weighted the facts more heavily than the offers in all cases. In addition, the importance of the facts relative to the offers increased as the offers diverged, suggesting that arbitra…
What we want to do versus what we think we should do
People often feel torn between what they want to do and what they believe they should do. As a result, they experience intrapersonal conflict . For example, people know that they should avoid credit card debt, but they want to splurge on just one more purchase. Following Loewenstein's ( 1996 ) temporal perspective to understanding internal conflict and inconsistency, we offer three studies that empirically demonstrate (1) a distinction between th…
Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection
Many perceive the predominantly command-and-control structure of regulatory policy to be overly restrictive and inefficient in achieving America's emerging environmental goals. In response, the U.S. government has introduced several voluntary programs to develop innovative, beyond-compliance environmental management solutions through the collaboration between government agencies and regulated entities. Yet, these programs have not gained widespre…
Contemporary research directions in the study of negotiations in organizations
Overcoming focusing failures in competitive environments
This paper attacks one of the chief limitations of the field of behavioral decision research—the past inability to use this literature to improve decision making. Building on the work of Thompson, Gentner, Loewenstein and colleagues (Loewenstein, Thompson, & Gentner, 1999; Thompson, Gentner, & Loewenstein, 2000; Gentner & Markman, 1997), the current paper finds that it is possible to reduce bias in one of the most robust problems in the decision …
Dyadic processes of disclosure and reciprocity in bargaining with communication
We offer a study revealing the mechanisms through which communication helps actual bargaining behavior outperform economic predictions. The possibility of individually strategic behavior in the presence of private information leads to game‐theoretic predictions of less than full efficiency. We present a one‐stage, simultaneous offers bargaining game in which buyers and sellers have independent, privately held valuations for the item being sold (i…
The study of ‘real’ decision making
Ceremonial occasions and mortality
Ceremonial occasions and mortality
Existing and new data on the relation between ceremonial occasions and mortality are examined. Two hypotheses one claiming that there is a dip in the number of deaths before important events and the other claiming that there is a rise in the number of deaths after important events were investigated in relation to three specific types of occasions: birthdays national elections and religious holidays. The meaning and validity of the conclusions dra…
Social Psychology of Absenteeism
I Won the Auction But Don't Want the Prize
The “winner's curse” occurs in competitive situations when a successful buyer finds that he or she has paid too much for a commodity of uncertain value. This study provides an experimental demonstration of the winner's curse, and identifies factors that affect the existence and magnitude of this bidding abnormality. In an auction setting, two factors are shown to affect the incidence and magnitude of the winner's curse: (1) the degree of uncertai…
Negotiator Judgment
This article overviews prescriptive research, specifies limitations of that research direction, and introduces a complementary research approach that focuses on the judgmental limitations of negotiators. Specifically, this complementary approach examines how systematic deviations from rationality in negotiator judgment reduce the effectiveness of negotiators
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration
This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of negotiations. The results suggest that both the perspective-taking ability of the negotiators and the type of arbitration affect negotiations-as measured by conc…
Integrative bargaining in a competitive market
Contemporary research directions in the study of negotiations in organizations
Perspectives for Understanding Negotiation
Bargaining and negotiation research has traditionally been of significant interest to those in the industrial relations field. The current work in this area may be divided into four common perspectives: economic models, structural effects, personality differences in negotiators, and behavioral systems approaches. These approaches, however, do not explain the failure of negotiators to reach mutually beneficial agreements. To complement the existin…
Norms of Distributive Justice in Interest Arbitration
This study uses a simulation methodology to analyze the use of three alternative norms of distributive justice by arbitrators in conventional interest arbitration. Sixty-nine experienced arbitrators each provided decisions in 25 hypothetical wage cases in which seven factors, such as the inflation rate and the ability to pay, were systematically varied. Individually, most arbitrators were very consistent in the weights they gave to these seven fa…
Arbitrator Decision Making
Analysis of the wages awarded by 64 arbitrators in 25 simulated interest arbitration cases strongly supports a model in which arbitrators, in determining an award, are influenced both by the facts of the case and by the offers of the parties. The arbitrators clearly weighted the facts more heavily than the offers in all cases. In addition, the importance of the facts relative to the offers increased as the offers diverged, suggesting that arbitra…
Post-settlement settlements in two-party negotiations
Group negotiation
Social utility and decision making in interpersonal contexts
Three studies examined preferences for outcomes to self and a codisputant. Studies I and 2 estimated social utility functions from judgments of with alternative outcomes. Comparing functional forms, we found that a utility function, including terms for own payoff and for positive and negative discrepancies between the parties' payoffs (advantageous and disadvantageous inequality), provides a close fit to the data. The typical utility function is …
Self-interest and fairness in problems of resource allocation
Preference reversals between joint and separate evaluations of options
Arguably, all judgments and decisions are made in 1 (or some combination) of 2 basic evaluation modes-joint evaluation mode (JE), in which multiple options are presented simultaneously and evaluated comparatively, or separate evaluation mode (SE), in which options are presented in isolation and evaluated separately. This article reviews recent literature showing that people evaluated options differently and exhibit reversals of preferences for op…
Preference reversals between joint and separate evaluations of options
Arguably, all judgments and decisions are made in 1 (or some combination) of 2 basic evaluation modes—joint evaluation mode (JE), in which multiple options are presented simultaneously and evaluated comparatively, or separate evaluation mode (SE), in which options are presented in isolation and evaluated separately. This article reviews recent literature showing that people evaluate options differently and exhibit reversals of preferences for opt…
A Mixed-Motive Perspective on the Economics Versus Environment Debate
The debate over the relationship between economic development and environmental protection has polarized into the opposing perspectives of win-lose (distributive bargaining) or win-win (integrative bargaining) outcomes, reminiscent of the debate that occurred within the negotiations field 15 years ago. The authors argue that such polarization is unnecessary and inaccurate. Conflict between economics and the environment is neither purely win-win n…
The Human Mind as a Barrier to Wiser Environmental Agreements
Human ingenuity offers the best hope for tackling a whole range of environmental problems currently threatening global welfare, yet the human mind also creates cognitive barriers to wise environmental agreements. In this article, the authors focus on a set of six systematic cognitive barriers that are particularly endemic to environmental disputes. The fixed-pie bias grows from the assumption that disputants' interests are perfectly opposed. This…
Negotiation
The first part of this paper traces a short history of the psychological study of negotiation. Although negotiation was an active research topic within social psychology in the 1960s and 1970s, in the 1980s, the behavioral decision perspective dominated. The 1990s has witnessed a rebirth of social factors in the psychological study of negotiation, including social relationships, egocentrism, motivated illusions, and emotion. The second part of th…
The study of ‘real’ decision making
Consumer Research for Consumers
This article outlines a consumer-focused approach for the study of consumer behavior. I argue that much of the existing literature, by developing knowledge that focuses on the determinants of consumer purchasing, is implicitly biased toward a marketing perspective of consumer behavior. In contrast, I propose the need for a consumer-focused approach that would advance knowledge aimed at helping consumers make wiser purchases. This approach should …
What we want to do versus what we think we should do
People often feel torn between what they want to do and what they believe they should do. As a result, they experience intrapersonal conflict . For example, people know that they should avoid credit card debt, but they want to splurge on just one more purchase. Following Loewenstein's ( 1996 ) temporal perspective to understanding internal conflict and inconsistency, we offer three studies that empirically demonstrate (1) a distinction between th…
Dyadic processes of disclosure and reciprocity in bargaining with communication
We offer a study revealing the mechanisms through which communication helps actual bargaining behavior outperform economic predictions. The possibility of individually strategic behavior in the presence of private information leads to game‐theoretic predictions of less than full efficiency. We present a one‐stage, simultaneous offers bargaining game in which buyers and sellers have independent, privately held valuations for the item being sold (i…
Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection
Many perceive the predominantly command-and-control structure of regulatory policy to be overly restrictive and inefficient in achieving America's emerging environmental goals. In response, the U.S. government has introduced several voluntary programs to develop innovative, beyond-compliance environmental management solutions through the collaboration between government agencies and regulated entities. Yet, these programs have not gained widespre…
Psychology (37 obras) · Social Psychology (30 obras) · Computer Science (21 obras) · Economics (20 obras) · Experimental Behavioral Economics Studies (18 obras) · Political science (18 obras) · Sociology (17 obras) · Law (16 obras) · Decision-Making and Behavioral Economics (12 obras) · Business (11 obras)