The term “social preference” refers to decision makers’ satisfaction with their own outcomes and those attained by comparable others. The present research was inspired by what appears to be a discrepancy in the literature on social preferences – specifically, between a class of studies...

The usual purpose of negotiations is to explore options and reach an agreement, if possible. We investigated a notable exception to this generalization, where a party negotiates without any intention of reaching an agreement. False negotiation occurs when a party gains more by stalling the...

We performed controlled experiments of human participants in a continuous sequence of ad auctions, similar to those used by Internet companies. The goal of the research was to understand users' strategies in making bids. We studied the behavior under two auction types: (1) the Generalized...

We investigated how perspective-taking might be used to overcome bias and improve advice-based judgments. Decision makers often tend to underweight the opinions of others relative to their own, and thus fail to exploit the wisdom of others. We tested the idea that decision makers taking the...

In daily decision making, people often solicit one another's opinions in the hope of improving their own judgment. According to both theory and empirical results, integrating even a few opinions is beneficial, with the accuracy gains diminishing as the bias of the judges or the correlation...

Seeking advice is a basic practice in making real life decisions. Until recently, however, little attention has been given to it in either empirical studies or theories of decision making. The studies reported here investigate the influence of advice on judgment and the consequences of advice...

In the interest of improving their decision-making, individuals revise their opinions on the basis of samples of opinions obtained from others. However, such a revision process may lead decision-makers to experience greater confidence in their less accurate judgments. We theorize that people...

The purpose of the study is to explore, in the context of the Israeli-Palestinian conflict, the influence of framing a decision task as inclusion or exclusion on Israeli-Jewish respondents' support for the concession of Jewish settlements in the West Bank and Gaza. Respondents received a list of...

Recent advancement in genetics testing for late-onset diseases raises fundamental decision dilemmas. The first study surveyed people’s willingness to undergo predictive testing to find out about their own predisposition for certain incurable, late-onset diseases. The second study investigated...