BazermanMoore

Daly, H., 126
Damasio, A. R., 85, 86
Damasio, H., 85, 86
Dana, J., 132–133
Darley, J. M., 32, 135
Dasgupta, N., 126
Davis, M. S., 199
Dawes, R. M., 127, 133, 182–183, 184,
188
Dawson, E., 95
Daytrading, 145–147
Dealcrafting, 159
Death penalty, evidence for and
against, 30
Debiasing, 196–197
analogical reasoning for, 191–193
of judgment, 189–191
DeBondt, W. F. M., 142
Decision analysis
linear models in, 181–182
tools for, 181
Decision-analytic approach, to
negotiations, 152–154
Decision making
affect heuristic and, 85
anchoring bias and, 34
availability heuristic and, 18–21
confirmation bias and, 30
descriptive models in, 5
emotional influences on, 96–99
expected-value decision rule and,
62–63
expertise for, 186–188
neglect of context and, 58
prescriptive models in, 5
regret avoidance and, 98–99
risk and, 67
separating initial from related future
decisions, 104–105
strategic conceptualization of, 188
strategies for improving, 179–199
taking outsider’s view and, 193–195
Decision-making biases, 96
Decision-making process
change and, 10
rational, 2–3
Decision rules, for mental accounts,
74
Decision theory, resolving want/
should conflict with, 88–89
Declining marginal utility of gains,
63
DeDreu, C. K. W., 81
Den Ouden, E., 39
Depken, C. A., 119
DePodesta, P., 180
De Quervain, D. J.-F., 122
Descriptive decision-making models, 5
Devaluation, fixed-pie assumption
and, 169
De Waal, F. B. M., 119
Dhar, R., 86
Dictator game, 118, 133
Diekmann, K. A., 94, 172
Dietz, J., 129
Dijksterhuis, A., 90
Diltz, J. D., 146
Disclosure, conflicts of interest and,
130
Discounting
fairness and, 115–116
of future, 126–127
temporal differences and, 87–88
Disease vaccination, pseudocertainty
effect and, 68–69
Disgust, 96
Disjunctive-events bias, 34–35
Distribution, of price offers, 56f
Ditto, P. H., 95
Dividing a Pie problem, 192
Dollar auctions, 106, 111
Dougherty, T. W., 33, 185
Dow 36,000 (Glassman and Hassett),
138
Duncan, B. L., 33
Dunkelberg, W. C., 194
Dunning, D., 37, 90, 93, 95
Economic decision making, fairness
and, 114–116
Economics, resolving want/should
conflict with, 88
Egalitarianism, stereotypes and, 127
Egeth, H., 47
Egypt, Camp David Accords and,
156–158, 157f
Einhorn, H. J., 182, 185, 186
Electronic trading, 145–146
Elson, S. B., 134
Elyashiv, T., 123
Emotion
cognition and, 84–89
controls on, 99–100
decision making and, 96–99
fairness decided by, 116
mood-congruent recall and, 97–98
moral judgments and, 134
neutralizing effect on decisions,
99–100
regret avoidance and, 98–99
in ultimatum game, 118
Employment interviews, 184–186
Endowment effect, 73, 159
emotional state and, 97
Englich, B., 31, 33
Enron, 122–123, 131
Entrapment, 102
Entrepreneurs
base-rate insensitivity and, 22
positive illusions of, 93
Environment
decisions about, 10, 126–127
joint vs. separate preference
reversals and, 80
Epelbaum, M., 169
Epley, N., 31, 34, 37, 40, 78–79, 124,
125
Equality, in decision making,
116–117
Equality norms, perverse
consequences of, 121
Erev, I., 91
Escalation
of commitment, 101–113
Index 225
competitive escalation paradigm,
105–108
unilateral escalation paradigm,
103–105, 108
Ethics
bounded, 6, 122–134
codes of, 130
in decision making, 113–135
linear model uses and, 182–183
profits and, 135
training in, 135
Evaluability hypothesis, 81
Evaluation
joint vs. separate preferences in,
79–81
mental accounting for, 74
Evidence
biased perception of, 95
biased search for and interpretation
of, 30
Exchanges, endowment effect in, 73
Executive ethics, profits and, 135
Expectations, self-serving bias and, 94
Expected-utility theory, 71. See also
Utility
Expected value, 67
decision analysis and, 181
Expected-value decision rule, 62–63
Experience, in negotiations, 188
Expertise, for decision making, 186–
188
Exploitation, camouflaging
intentionality behind, 132–133
Exponential discounting, 87
Fairness
in decision making, 113–135
perceptions of, 113–122
punishment of unfair treatment,
121–122
standards of, 121
‘‘unfair’’ ultimatums and, 116–119
Fallacies, conjunction, 27–28
Favoritism, in-group, 125–126
Favors, bounded ethicality and, 125–
126
Fear, 96
Feder, B., 107, 108
Feedback, 189
Fehr, E., 119, 122, 126
Fidelity’s Magellan Fund, 8
Fiedler, K., 39
Fields, W. C., 101
Finance, behavioral, 137–138
Financial decisions
emotions and, 97
psychology of poor investments and,
138–145
Finucane, M., 9, 80, 85
Fischbacher, U., 122, 126
Fischer, D., 94
Fischhoff, B., 37, 38, 39, 68, 69, 91,
189
Fisher, R., 153
Fiske, S. T., 123
Fixed pie assumption, of negotiation,
168–169