BazermanMoore

228 Index
National Basketball Association. See
Basketball
Natural resources, tragedy of the
commons and, 175
Neale, M. A., 50, 153, 159, 169, 170,
173, 174, 176, 187
Negative frame, of negotiator, 170
Negotiated agreement, alternatives to,
153
Negotiation(s)
anchoring in, 176–177
bounded awareness in, 61
claiming value in, 155–156
creating value in, 156–161
decision-analytic approach to,
152–154
descriptive models in, 178
escalation of conflict and,
171–172
experience in, 188
first offer in, 177
fixed pie assumption of, 168–169
framing in, 169–171
identifying parties’ interests and,
153–154
making multiple offers
simultaneously, 164
overestimating value in, 172–174
pool of resources in, 160–161
post-settlement settlements in,
164–165
primary tasks of, 154
rational decision making in,
151–167
self-serving biases in, 174–176
simultaneous, of multiple issues,
163–164
teaching principles of, 193
Negotiation research, resolving want/
should conflict with, 89
Negotiator cognition, 168–178
Negotiator judgment, framing of,
169–171
Neisser, U., 46
Neuroscience, multiple selves theory
and, 85–86
Ng, Z.-W., 40
Nickerson, R. S., 9
Nisbett, R. E., 8, 10, 34
Nissan, warranty at, 70–71
Nonrational escalation, elimination of,
108–109
Northcraft, G. B., 159, 176, 187
Nosek, B. A., 128
Number sequences, confirmation trap
and, 28–29
Nuttin, J. M., 90
Oakland Athletics, transformation of,
179–180
Objectivity, conflicts of interest and,
129–130
Ochs, J., 117–118
O’Connor, K. M., 81
Odean, T., 37, 138, 139–140, 144, 145,
146
O’Donoghue, T., 87
Odyssey, The (Homer), 84–85
Oesch, J. M., 22, 57, 177
Omission bias, 77, 123
Online trading, 145–146
Optimism
comparative, 91
insider, 194
about investments, 140–141
Opt-in vs. opt-out programs, 76–77
O’Reilly, C. A., 109
Organ donations, availability of, 76–77
Organization, mental accounting for,
74
Outrage heuristic, 10
Outsiders, taking view of, 193–195
Ovation Pharmaceuticals, ethics of,
132
Overconfidence, 35–37
financial trading and, 138–140
in negotiations, 173
from positive hypothesis testing, 9
Overestimation, self-enhancement
and, 91–92, 92f
Overplacement, self-enhancement
and, 91–92
Overvaluation, 159
Paharia, N., 132
Palaro, H. P., 137
Palm, R., 20
Pareto-superior agreement, in
negotiations, 164, 165
Park, J., 96
Parker, J., 40
Pashler, H., 47
Patton, B., 153
PECOTA (linear model), 181–182
Peles, N., 141
Pelham, B. W., 90
Perceptions
of changes, 48
self-serving bias and, 94–96
Perceptual biases, 109
Performance, overestimation of,
91–92, 92f
Performance appraisals, availability
heuristic in, 19
Perrow, C., 179
Perry, R. W., 20
Persistence, misdirected, 102
Perspective-taking skills, 125
Peters, E., 9, 80, 85, 97
Petersen, T., 21
Peterson, R. S., 134
Pfeiffer, T., 189
Pinel, E. C., 83
Plous, S., 37
Politics
impression management in,
110–111
joint vs. separate preference
reversals and, 80
Pollan, S. M., 147
Pollution. See also Environment
tragedy of the commons and, 175
Positive bargaining zone, 155
Positive frame, of negotiator, 170
Positive hypothesis testing, 7, 8–9
Positive illusions, 90–94
adaptive role of, 93–94
negative aspects of, 93
value of, 92–94
Post-settlement settlements, 164–165
Predictions
linear models for, 182
regression to the mean and, 25–27
Preferences
joint vs. separate reversals, 79–81
reversals of, 62–83, 86
Prejudice, testing of, 128
Premium, insurance, 70–71
Prescriptive decision making models,
5
Preston, E., 191
Price increases, fairness and, 115–116
Price offers, distribution of, 56f
Prisoner dilemma game, 58–59
Probability
conjunction fallacy and, 28
representativeness heuristic and,
23–24
of risk, 91
weighting of events and, 68
Procrastination, 144
Professional associations, codes of
ethics of, 130
Professions, conflicts of interest and,
129–130
Profiles in Courage (Kennedy), 111
Pronin, E., 95
Prospect theory, 82, 144–145
Pruitt, D. G., 156
Pseudocertainty, 67–70
Pugh, S., 129
Punishment
misconceptions about regression
and, 27
of unfair treatment, 122
Questioning, in value creation, 162
Rabin, M., 87
Radzevick, J. R., 58
Raiffa, H., 3, 36, 88, 89, 152, 153, 156,
164, 165, 178, 181, 182, 198
Rakow, K., 171n
Random events, denying random
nature of, 141–142
Random Walk Down Wall Street, A
(Malkiel), 150
Rational choice, fairness
considerations and, 114–116
Rational decision making, 2–3, 82
assumptions of, 5
brain injuries and, 86
competitive escalation paradigm
and, 105–108
framing and irrationality of sum of
choices, 65–67
in negotiations, 151–167
unilateral escalation paradigm and,
103–105
Rationalization, escalation of
commitment and, 104