Explaining Preferences from Behavior: A Cognitive Dissonance Approach
The standard approach in positive political theory posits that action choices are the consequences of preferences.
Research
Bounded Ethicality and Ethical Fading in Negotiations: Understanding Unintended Unethical Behavior
The business scandals in the past several decades led to the rising importance of ethics as a topic central to management scholarship.
Business Leaders Can Reverse the ‘Implosion of Trust’
With Congress fractured by hyperpartisanship and the media hindered by accusations of bias and “fake news,” it appears unlikely that these two traditional sources of leadership can fully regain the tr
Raiffa Transformed the Field of Negotiation–and Me
Howard Raiffa was a role model, friend, and inspiration. He transformed the field of negotiation, and he transformed my career.
Some Middle School Students Want Behavior Commitment Devices (but Take-Up Does Not Affect Their Behavior)
Commitment devices impose costs on one's future self for failing to follow through on one's intentions, offer no additional benefit to one's future self for following through on the intention, and peo
Cognitive Maelstroms, Nested Negotiation Networks, and Cascading Decision Effects: Modeling and Teaching Negotiation Complexity with Systemic Multi-Constituency Exercises
Negotiation practitioners today struggle to manage complex political, economic, and cultural disputes that often involve an array of intertwined issues, parties, process choices, and consequences – bo
Cognitive Maelstroms, Nested Negotiation Networks, and Cascading Decision Effects: Modeling and Teaching Negotiation Complexity with Systemic Multi-Constituency Exercises
Negotiation practitioners today struggle to manage complex political, economic, and cultural disputes that often involve an array of intertwined issues, parties, process choices, and consequences – bo
Social Mobilization
This article reviews research from several behavioral disciplines to derive strategies for prompting people to perform behaviors that are individually costly and provide negligible individual or socia
New Prospects for Organizational Democracy? How the Joint Pursuit of Social and Financial Goals Challenges Traditional Organizational Designs
The joint pursuit of commercial and societal objectives will likely require non-traditional (non-hierarchical) ways of organizing.
Prescriptions Based on a Realistic View of Human Behavior
In 1983-1985, while on the faculty at the Massachusetts Institute of Technology (MIT), I regularly attended the monthly faculty dinner meetings of the Program on Negotiation at Harvard Law School.
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