BazermanMoore

viii Contents
Do No Harm, the Omission Bias, and the Status Quo 76
Rebate/Bonus Framing 78
Joint Versus Separate Preference Reversals 79
Conclusion and Integration 82
Chapter 5
Motivational and Emotional Influences
on Decision Making 84
When Emotion and Cognition Collide 84
Positive Illusions 90
Self-Serving Reasoning 94
Emotional Influences on Decision Making 96
Summary 99
Chapter 6 The Escalation of Commitment 101
The Unilateral Escalation Paradigm 103
The Competitive Escalation Paradigm 105
Why Does Escalation Occur? 108
Integration 112
Chapter 7 Fairness and Ethics in Decision Making 113
Perceptions of Fairness 113
Bounded Ethicality 122
Conclusion 134
Chapter 8 Common Investment Mistakes 136
The Psychology of Poor Investment Decisions 138
Active Trading 145
Action Steps 147
Chapter 9 Making Rational Decisions in Negotiations 151
A Decision-Analytic Approach to Negotiations 152
Claiming Value in Negotiation 155
Creating Value in Negotiation 156
The Tools of Value Creation 161
Summary and Critique 166
Chapter 10 Negotiator Cognition 168
The Mythical Fixed Pie of Negotiation 168
The Framing of Negotiator Judgment 169
Escalation of Conflict 171