BazermanMoore

Index
Note: Page numbers followed by f indicate figures; those followed by t indicate tables; and those followed by n indicate notes.
Abramson, L. Y., 96
Acquiring a Company problem, 52,
54–55, 56, 57, 186–187, 187f, 192
Acquisitions, failures of, 61
Acquisition utility, 71
Active trading, investments and,
145–147
Adaptive role, of positive illusions,
93–94
Admissions, decisions about, 184
Advisors, ethics of, 130–131
Affect heuristic, 7, 9–10, 14, 85
in employment interviews, 185
fairness and, 121
African Americans, implicit attitudes
toward, 127–128
Ager, J. W., 127
Agreement, reaching, 153
Ainslie, G., 85
Airlines, mergers by, 107
Airplane problem, 116–117
Akerlof, G., 55
Akerlof, G. A., 119
Allison, S. T., 90
Alloy, L. B., 96
Alpert, M., 36
Altruistic punishment, 122
Ambady, N., 185
American Airlines, 107
Analogical reasoning, 191–193
Anchoring, 9, 31–34, 142–143
in negotiations, 176–177
Anderson, C., 93
Angelone, B. L., 48
Anger, 96
Annuities, for retirement, 148–149
Appelman, A., 104
Ariely, D., 19
Art and Science of Negotiation, The
(Raiffa), 178
Arthur Andersen, ethics and, 122–123,
131
Asendorpf, J. B., 129
Asian Disease Problem, 62, 63–64,
81–82
Assets, selecting for investment, 143
Associations, codes of ethics of, 130
Asymmetry, in negotiation, 176
Attitudes, implicit, 127–129
Auctions
bounded awareness in, 59–61
classroom, 105–106
winner’s curse in, 186
Auditors
anchoring effect among, 33
independence of, 131
Availability heuristic, 7–8, 14
biases from, 18–21
ease of recall and, 18–20
in employment interviews, 185
event vividness and, 18–19
in performance appraisals, 19
retrievability of memories and,
20–21
Avoidance, of regret, 98–99
Awareness
bounded, 6
inattentional blindness and,
46–48
Axsom, D., 48
Ayres, I., 46
Babcock, L., 32, 82, 94, 174
Badaracco, J. L., Jr., 135
Bajaj, V., 108
Balance theory, 190
Balcetis, E., 95
Ball, S. B., 57, 186
Banaji, M. R., 96, 123, 124, 128, 135
Banks, favors by, 126
Banse, R., 129
Barber, B. M., 139–140, 144, 145, 146,
149
Bargh, J. A., 127
Bar-Hillel, M., 34
Barings Bank, 110
Barlas, S., 37
Baron, J., 9, 58, 76, 77, 78, 191
Barry, B., 81
Baseball
negotiation in strike (1994),
171–172
Oakland Athletics transformation
and, 179–180
overestimating value in negotiation
in, 172–173
regression to the mean in player
batting averages, 25–26
Base rates, insensitivity to, 21–22
Basketball
commitment to draft choices in, 104
focusing illusion in, 49
BATNA. See Best Alternative To a
Negotiated Agreement (BATNA)
Bauer, J. E., 84
Baumeister, R. F., 93, 97
Bazerman, M. H., 42, 45, 48, 52, 55,
56, 57, 58, 59, 60n, 61, 75, 76, 79,
80, 81, 85, 87, 91, 94, 96, 104,
120, 123, 124, 125, 126, 127, 128,
130, 131, 132, 135, 140, 153, 159,
160, 161, 164, 165, 170, 172, 173,
174, 175, 183, 186, 192, 193
Beane, B., 179–180
Beattie, J., 9
Bechara, A., 85, 86
Becker, G. S., 82
Beer, J. S., 93
Behavior
discounting applied to, 87–88
economic judgments and, 114–116
implicit attitudes as predictors of,
129
indirectly unethical, 132–133
Behavioral decision research, 81–83,
84. See also Framing; Preferences
Behavioral finance, 137–138
Belsky, G., 143
Benartzi, S., 143, 148
Benefit, as utility, 63
Benton, M. J., 133
Benzoni, F. J., 127
Bereby-Meyer, Y., 187, 192, 193
Bernhard, H., 126
Bernoulli, D., 63
Beshears, J., 75
Best Alternative To a Negotiated
Agreement (BATNA), 153, 155
Bets
bounded awareness and, 58
creating value through, 159–160
223