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Naivete and cynicism in negotiations and other competitive contexts

Tsay, Chia-jung; Shu, Lisa L.; Bazerman, Max H. - 2011

Persistent link: https://www.econbiz.de/10008904719

Intermediation and diffusion of responsibility in negotiation : a case of bounded ethicality

Paharia, Neeru; Coffman, Lucas C.; Bazerman, Max H. - In: The Oxford handbook of economic conflict resolution, (pp. 37-46). 2012

Persistent link: https://www.econbiz.de/10009735277

How to make the other side play fair

Bazerman, Max H.; Kahneman, Daniel; Weed, Keith - In: Harvard business review : HBR 94 (2016) 9, pp. 76-81

Persistent link: https://www.econbiz.de/10011550447

Bounded awareness : focusing failures in negotiation

Bazerman, Max H.; Chugh, Dolly - In: Negotiation theory and research, (pp. 7-26). 2014

Persistent link: https://www.econbiz.de/10010416922

Intermediation and Diffusion of Responsibility in Negotiation: A Case of Bounded Ethicality

Paharia, Neeru; Coffman, Lucas C.; Bazerman, Max H. - In: The Oxford handbook of economic conflict resolution. 2012

Persistent link: https://www.econbiz.de/10012881884

Bounded Awareness : Focusing Failures in Negotiation

Chugh, Dolly; Bazerman, Max H. - 2008

Recent reviews have documented a shift over the last 25 years in the study of negotiation toward the decision-making process of the negotiator (Bazerman, Curhan, & Moore, 2000; Bazerman, Curhan, Moore, & Valley, 2000; Neale & Fragale, this volume; Neuberg & Fiske, 1987; Thompson & Fox, 2000). The decision...

Persistent link: https://www.econbiz.de/10014068256