BazermanMoore

230 Index
Strategic partnerships, overclaiming of
credit in, 125
Strategic settings, bounded awareness
in, 51–61
Straub, P. G., 118
Strikes, in baseball (1994), 171
Stroup, D. F., 18
Subjectivity utility scale, 82
Subsets, conjunction fallacy and, 28
Suesser, K., 96
Suls, J., 92, 93
Summer, H., 129
Sunk costs, 102–103
Sunstein, C. R., 10, 99–100, 180
Supply and demand, fairness and,
114–116
Supreme Court, bounded ethicality
and, 124
Surplus, rebate/bonus framing and,
78–79
Sustainability, environmental,
126–127
Sutton, R. I., 94
Swift, S. A., 184
System 1 thinking, 3–4, 129, 151
System 2 thinking, 3–4, 129, 151
System neglect, 58
Takeovers, corporate, 61
Taleb, N. N., 142
Tanlu, L., 96
Tanzer, T., 172–173
Tate, G., 37
Taxation, investments and, 144–145
Taxpayers, rebate/bonus framing and,
78–79
Taylor, S. E., 90, 92, 93, 97
Teger, A., 106
Television markets, ratings in, 159–
160
Temporal differences, and conflict
between ‘‘wants’’ and ‘‘shoulds,’’
87–88
Tenbrunsel, A. E., 48, 80, 81, 135, 160,
172, 175
Tesser, A., 92
Tetlock, P. E., 96, 99, 133, 134
Thaler, R. H., 6, 30, 71, 72, 73–74, 75,
76, 82, 88, 97, 114, 116, 119, 127,
142, 143, 148, 180, 197
Thinking, System 1 and System 2, 3–4,
129, 151
Thompson, L., 90, 91, 120, 153, 169,
174, 191–192
Tibetan Buddhism, value pluralism
and, 133
Tiedens, L. Z., 96, 97
Time preferences, in trade,
158–159
Titman, S., 142
Titus, W., 50, 51
Tobacman, J., 147
Tor, A., 55, 56, 192
Trabasso, T., 9
Tracking, mental accounting for, 74
Trading
active, 145–147
in financial markets, 138
types of, 158
Trading off issues, 158–159
Tragedy of the commons, 175
Training, overcoming bias through,
189
Tranel, D., 86
Transactional utility, 71–72
Trust, in value creation, 161
Turban, D. B., 33, 185
Tversky, A., 5–6, 7, 15, 18, 20, 21, 22,
23, 24, 26, 27, 28, 31, 34, 35, 49–
50, 61, 62, 63, 64, 65, 66, 68, 69,
70, 72, 77, 78, 82, 98, 99, 120,
170, 186, 187, 195, 196–197
Two-party negotiations, 152
Tyler, T. R., 93, 113
Ultimatums, fairness of, 116–119
Unethical behavior, detecting change
and, 48
Unfreezing, 189–190
Unger, L., 131
Unilateral escalation paradigm,
103–105, 108
United Airlines, 107
Ury, W., 153
USAir, 107
Utility, 63
Vaccination, benefits from, 77, 78
Valley, K. L., 57, 153
Vallone, R. P., 24
Value
claiming in negotiation, 155–156
creating in negotiation, 156–161
creating through bets, 159–160
determining, 71–72
endowment effect and, 73
fixed pie assumption and, 169
overestimating in negotiation,
172–174
placed by us on what we own,
72–74
trading on issues to, 158–159
Value creation
in Camp David Accords (1978),
156–158
in negotiation, 156–161
tools of, 161–166
Value pluralism, 133–134
Van Boven, L., 90
Vanguard Index 500 fund, 136
Van Knippenberg, A., 90
Vaslow, J. B., 129
Vaughn, D., 50
Vaughn, S. I., 51
Videos, inattentional blindness and,
46–47
Visual perception, of changes,
47–48
Vohs, K. D., 93
Von Hippel, W., 93
Vorauer, J. D., 127
Vos Savant, M., 53
Wade-Benzoni, K. A., 80, 81, 91, 127,
175
Wages, fairness of, 119–121
Wallsten, T. S., 91
Want/should conflict, 81, 85–86,
87–88
reconciling, 88–89
Warranties, framing of, 70
Washington, G., 34
Wason, P. C., 28
Weather, moods and, 98
Webb, A. P., 135
Webb, J., 110
Weber, E. U., 97
Weber, M., 39
Weber, R. A., 132–133
Wegner, D. M., 50, 123
Weick, K. E., 179
Weigelt, K., 57
Weinstein, N. D., 91
Welch, H. G., 91
Welch, N., 97
Wheatley, T., 48, 83
Wheeler, M., 171
White, S. B., 79, 120
Whitman, W., 88
Williams, J. E., 97
Williams, K. Y., 50
Willpower, bounded nature of, 6
Wilson, T. D., 48, 49, 83, 90
Windschitl, P. D., 91, 92
Winner’s curse, 60f, 186
Woloshin, S., 91
Women, and investment
overconfidence, 139–140
Woo, C. Y., 194
Wu, G., 58, 188
Yakura, E., 164
Yates, J. F., 28
Yellen, J. L., 119
Yovel, G., 179
Zander, A., 124
Zeckhauser, R. J., 143
Zheng, L., 144
Ziemba, S., 107
Ziemba, W. T., 82
Zietsma, C., 22, 57
Zweig, J., 138, 139