Ann E Tenbrunsel
Datos Biográficos
| ID | 167757 |
|---|---|
| NOMBRE | Ann E Tenbrunsel |
| NOMBRES | Ann E |
| APELLIDO | Tenbrunsel |
| FIRMA | TENBRUNSEL A E |
| AFILIACIONES | University of Notre Dame |
| VERIFICADO | No |
| TOTAL DE OBRAS | 15 |
| TOTAL DE CITAS | 62 |
| TOTAL COMO AUTOR | 13 |
| TOTAL COMO EDITOR | 2 |
| PRIMER AÑO DE PUBLICACIÓN | 1996 |
| AÑO MÁS RECIENTE DE PUBLICACIÓN | 2025 |
| ÍNDICE H | 4 |
The plurality effect
“It’s Just Business”
Behavioral Business Ethics
Behavioral Business Ethics
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…
Understanding the influence of outcome valence in bargaining
In this study we investigate how outcome valence affects the importance of self-interest and fairness in ultimatum bargaining. In three experiments we systematically study the effect of outcome valence on fairness accessibility, norms, and behavior. Results on all three aspects show strong evidence for the hypothesis that fairness becomes more important and self-interest becomes less important in negative valence bargaining. Fairness accessibilit…
Ethical Decision Making
Research on ethical decision making, or behavioral ethics, in organizations has developed from a small niche area to a burgeoning stand‐alone field, one that has gained not only in number of articles written but in the legitimacy of the topic and the field. Our review motivated us to first try and summarize the field, not by comparing it to existing theoretical paradigms, but rather by observing what the data were telling us. We present our summa…
Ethical Fading
From self-prediction to self-defeat
Four studies explored behavioral forecasting and the effect of competitive expectations in the context of negotiations. Study 1 examined negotiators' forecasts of how they would behave when faced with a very competitive versus a less competitive opponent and found that negotiators believed they would become more competitive. Studies 2 and 3 examined actual behaviors during a negotiation and found that negotiators who expected a very competitive o…
Building Houses on Rocks
Mutability and propensity in causal selection
We examined differences in causal ratings of 1 factor depending on the mutability (defined as the ease with which a factor can be imagined to be different) and causal propensity (defined as the likelihood that the event would occur in the presence of a factor) of another factor that conjoined to produce the event. In 3 studies, causal ratings of the target factor depended on the interaction of mutability and propensity of the other factor. When t…
Trust as an Obstacle in Environmental-Economic Disputes
At the core of environmental-economic disputes is an inherent distrust of "the other side." This article draws on past research to identify factors that contribute to and exacerbate these negative expectations. Contextual features of these negotiations-including uncertainty, power asymmetries, and standard and surveillance systems-are argued to produce construal discrepancies and thus to act as generators of distrust and expectations of unethical…
Codes of Conduct
Benefits and burdens
Behavioral Research, Business Ethics, and Social Justice
Ethical Fading
Building Houses on Rocks
Understanding the influence of outcome valence in bargaining
In this study we investigate how outcome valence affects the importance of self-interest and fairness in ultimatum bargaining. In three experiments we systematically study the effect of outcome valence on fairness accessibility, norms, and behavior. Results on all three aspects show strong evidence for the hypothesis that fairness becomes more important and self-interest becomes less important in negative valence bargaining. Fairness accessibilit…
Benefits and burdens
Mutability and propensity in causal selection
We examined differences in causal ratings of 1 factor depending on the mutability (defined as the ease with which a factor can be imagined to be different) and causal propensity (defined as the likelihood that the event would occur in the presence of a factor) of another factor that conjoined to produce the event. In 3 studies, causal ratings of the target factor depended on the interaction of mutability and propensity of the other factor. When t…
From self-prediction to self-defeat
Four studies explored behavioral forecasting and the effect of competitive expectations in the context of negotiations. Study 1 examined negotiators' forecasts of how they would behave when faced with a very competitive versus a less competitive opponent and found that negotiators believed they would become more competitive. Studies 2 and 3 examined actual behaviors during a negotiation and found that negotiators who expected a very competitive o…
Trust as an Obstacle in Environmental-Economic Disputes
At the core of environmental-economic disputes is an inherent distrust of "the other side." This article draws on past research to identify factors that contribute to and exacerbate these negative expectations. Contextual features of these negotiations-including uncertainty, power asymmetries, and standard and surveillance systems-are argued to produce construal discrepancies and thus to act as generators of distrust and expectations of unethical…
Behavioral Research, Business Ethics, and Social Justice
Benefits and burdens
Behavioral Research, Business Ethics, and Social Justice
Codes of Conduct
Trust as an Obstacle in Environmental-Economic Disputes
At the core of environmental-economic disputes is an inherent distrust of "the other side." This article draws on past research to identify factors that contribute to and exacerbate these negative expectations. Contextual features of these negotiations-including uncertainty, power asymmetries, and standard and surveillance systems-are argued to produce construal discrepancies and thus to act as generators of distrust and expectations of unethical…
Mutability and propensity in causal selection
We examined differences in causal ratings of 1 factor depending on the mutability (defined as the ease with which a factor can be imagined to be different) and causal propensity (defined as the likelihood that the event would occur in the presence of a factor) of another factor that conjoined to produce the event. In 3 studies, causal ratings of the target factor depended on the interaction of mutability and propensity of the other factor. When t…
From self-prediction to self-defeat
Four studies explored behavioral forecasting and the effect of competitive expectations in the context of negotiations. Study 1 examined negotiators' forecasts of how they would behave when faced with a very competitive versus a less competitive opponent and found that negotiators believed they would become more competitive. Studies 2 and 3 examined actual behaviors during a negotiation and found that negotiators who expected a very competitive o…
Building Houses on Rocks
Ethical Fading
Ethical Decision Making
Research on ethical decision making, or behavioral ethics, in organizations has developed from a small niche area to a burgeoning stand‐alone field, one that has gained not only in number of articles written but in the legitimacy of the topic and the field. Our review motivated us to first try and summarize the field, not by comparing it to existing theoretical paradigms, but rather by observing what the data were telling us. We present our summa…
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…
Understanding the influence of outcome valence in bargaining
In this study we investigate how outcome valence affects the importance of self-interest and fairness in ultimatum bargaining. In three experiments we systematically study the effect of outcome valence on fairness accessibility, norms, and behavior. Results on all three aspects show strong evidence for the hypothesis that fairness becomes more important and self-interest becomes less important in negative valence bargaining. Fairness accessibilit…
Behavioral Business Ethics
Behavioral Business Ethics
“It’s Just Business”
The plurality effect
Psychology (13 obras) · Social Psychology (11 obras) · Political science (8 obras) · Law (7 obras) · Ethics in Business and Education (6 obras) · Experimental Behavioral Economics Studies (6 obras) · Sociology (6 obras) · Computer Science (5 obras) · Psychology of Moral and Emotional Judgment (5 obras) · Social Psychology (5 obras)