Max H. Bazerman

Harvard Business School - Negotiations, Organizations and Markets Unit

Jessie Isidor Straus Professor of Business Administration

Soldiers Field

Boston, MA 02163

United States

http://www.people.hbs.edu/mbazerman

SCHOLARLY PAPERS

46

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CITATIONS
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245

Scholarly Papers (46)

1.

Bounded Awareness: Focusing Failures in Negotiation

FRONTIERS OF SOCIAL PSYCHOLOGY: NEGOTIATIONS, L. Thompson, ed., Psychological Press, 2005, Harvard PON Working Paper No. 04-124; HBS Working Paper 04-062
Number of pages: 38 Posted: 30 Nov 2004
Dolly Chugh and Max H. Bazerman
New York University (NYU) - Leonard N. Stern School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 1,122 (10,882)
Citation 8

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negotiation, focusing, decision making, judgment, cognition

2.

Morality Rebooted: Exploring Simple Fixes to Our Moral Bugs

Harvard Business School NOM Unit Working Paper No. 14-105
Number of pages: 55 Posted: 23 Apr 2014
Ting Zhang, Francesca Gino and Max H. Bazerman
Harvard Business School, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 1,115 (12,885)

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corruption, dishonesty, unethical behavior, interventions, structure, values

3.

Economics Wins, Psychology Loses, and Society Pays

Harvard NOM Working Paper No. 05-07
Number of pages: 28 Posted: 10 Mar 2005
Deepak K. Malhotra and Max H. Bazerman
Harvard Business School - Negotiation, Organizations & Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 988 (17,477)
Citation 4

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4.

Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting

Harvard Business School NOM Unit Working Paper No. 09-083
Number of pages: 28 Posted: 23 Jan 2009 Last Revised: 08 May 2012
University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia Business School - Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 969 (9,942)
Citation 5

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5.

See No Evil: When We Overlook Other People's Unethical Behavior

Harvard Business School NOM Working Paper No. 08-045
Number of pages: 29 Posted: 03 Jan 2008 Last Revised: 05 Aug 2009
Francesca Gino, Don A. Moore and Max H. Bazerman
Harvard Business School, University of California, Berkeley - Haas School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 674 (23,880)
Citation 4

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6.

Enlarging the Societal Pie - a Cognitive Perspective

Harvard NOM Working Paper No. 02-17; Harvard Business School Working Paper No. 02-081
Number of pages: 38 Posted: 05 May 2002
Jonathan Baron, Katie Shonk and Max H. Bazerman
University of Pennsylvania - Department of Psychology, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 615 (36,725)
Citation 1

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7.

The Good, the Bad, and the Ugly of Perspective Taking in Groups

Harvard NOM Working Paper No. 05-08; Harvard PON Working Paper No. 04-123; HBS Working Paper 05-036
Number of pages: 40 Posted: 30 Nov 2004
Eugene M. Caruso, Nicholas Epley and Max H. Bazerman
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 517 (42,805)
Citation 1

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8.

No Harm, No Foul: The Outcome Bias in Ethical Judgments

Harvard Business School NOM Working Paper No. 08-080
Number of pages: 52 Posted: 03 Mar 2008 Last Revised: 05 Aug 2009
Francesca Gino, Don A. Moore and Max H. Bazerman
Harvard Business School, University of California, Berkeley - Haas School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 499 (34,241)
Citation 5

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outcome bias, unethical behavior, judgment, ethical decision making

9.

Changing Environmental Practice: Understanding and Overcoming the Organizational and Psychological Barriers

ORGANIZATIONS AND THE SUSTAINABILITY MOSAIC: NEW PERSPECTIVES IN RESEARCH ON CORPORATE SUSTAINABILITY. Sharma, M. Starik and B. Husted, eds., 2007, Harvard NOM Working Paper No. 05-04; Harvard Business School Working Paper No. 05-043, Ross School of Business Paper No. 923
Number of pages: 38 Posted: 07 Feb 2005 Last Revised: 10 Jan 2009
Andrew John Hoffman and Max H. Bazerman
University of Michigan, Stephen M. Ross School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 499 (41,969)
Citation 4

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10.

Psychological Influence in Negotiation: An Introduction Long Overdue

Harvard Business School NOM Working Paper No. 08-058
Number of pages: 48 Posted: 29 Jan 2008 Last Revised: 21 Feb 2008
Deepak K. Malhotra and Max H. Bazerman
Harvard Business School - Negotiation, Organizations & Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 496 (42,244)
Citation 3

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Negotiation, Influence, Social Influence, Psychological Influence, Persuasion, Attitude Change, Information Processing, Communication

11.

Climate Change as a Predictable Surprise

Harvard NOM Working Paper No. 06-03
Number of pages: 28 Posted: 23 Aug 2005
Max H. Bazerman
Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 438 (55,610)
Citation 4

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12.

Preference Reversals between Joint and Separate Evaluations of Options: A Review and Theoretical Analysis

Psychological Bulletin, Vol. 125, No. 5, 1999, Harvard NOM Working Paper No. 06-14
Number of pages: 16 Posted: 11 Oct 2006
University of Chicago - Booth School of Business, Carnegie Mellon University - Department of Social and Decision Sciences, New York University (NYU) - Department of Management and Organizational Behavior and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 413 (54,888)
Citation 54

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evaluability, joint evaluation, separate evaluation, preference reversal, utility function

13.

A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future

Harvard Business School NOM Unit Working Paper No. 10-002
Number of pages: 29 Posted: 11 Jul 2009 Last Revised: 06 Aug 2009
Chia-Jung Tsay and Max H. Bazerman
Harvard Business School, Negotiation, Organizations and Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 412 (55,175)
Citation 4

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negotiation, bargaining, biases, ethics, affect, intuition, negotiation training

14.

Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How that Knowledge Can Help Us Reduce Short-Sighted Decision Making

Harvard NOM Working Paper No. 08-020
Number of pages: 50 Posted: 21 Sep 2007
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
University of Pennsylvania - The Wharton School, Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 412 (59,251)
Citation 8

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15.

The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are

Harvard NOM Working Paper No. 08-012
Number of pages: 64 Posted: 03 Sep 2007 Last Revised: 05 Aug 2009
University of Notre Dame, University of Utah - Department of Management, Duke University - Fuqua School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 385 (55,461)
Citation 3

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16.

Dishonest Deed, Clear Conscience: Self-Preservation Through Moral Disengagement and Motivated Forgetting

Harvard Business School NOM Unit Working Paper No. 09-078
Number of pages: 53 Posted: 08 Jan 2009 Last Revised: 14 Apr 2013
Lisa L. Shu, Francesca Gino and Max H. Bazerman
Harvard Business School, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 372 (66,182)
Citation 4

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dishonesty, ethics, ethics codes, moral disengagement, unethical behavior

17.

Getting More Out of Analogical Training in Negotiations: Learning Core Principles for Creating Value

Harvard NOM Working Paper No. 05-10
Number of pages: 72 Posted: 08 Apr 2005
Simone Moran, Yoella Bereby-Meyer and Max H. Bazerman
Ben-Gurion University of the Negev - Department of Management, Ben-Gurion University of the Negev - Department of Education and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 304 (84,658)

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18.

On the Robustness of the Winner's Curse Phenomenon

Harvard Business School Working Paper No. 03119; Harvard PON Working Paper
Number of pages: 39 Posted: 16 Feb 2005
Brit Grosskopf, Yoella Bereby-Meyer and Max H. Bazerman
University of Exeter Business School - Department of Economics, Ben-Gurion University of the Negev - Department of Education and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 277 (94,121)
Citation 7

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Winner's Curse, Asymmetric Information, Cognitive Learning

19.

Focusing Failures in Competitive Environments: Explaining Decision Errors in the Monty Hall Game, the Acquiring a Company Problem, and Multi-Party Ultimatums

16 Journal of Behavioral Decision Making 353-374 (2003), Harvard PON Working Paper No. 02-15, Harvard NOM Working Paper No. 02-15; , Harvard Business School Working Paper No. 02-080
Number of pages: 47 Posted: 17 Aug 2003 Last Revised: 14 Mar 2015
Avishalom Tor and Max H. Bazerman
Notre Dame Law School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 273 (93,730)
Citation 12

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perspective taking, rules of the game, focusing, bounded rationality, Monty Hall, Acquiring a Company, ultimatums

20.

When Perspective Taking Increases Taking: Reactive Egoism in Social Interaction

Harvard NOM Working Paper No. 06-02
Number of pages: 65 Posted: 23 Aug 2005
Nicholas Epley, Eugene M. Caruso and Max H. Bazerman
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 271 (92,013)
Citation 9

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Reactive Egoism, Egocentrism, Perspective Taking, Negotiation, Conflict

21.

Profit Maximization Versus Disadvantageous Inequality: The Impact of Self-Categorization

Harvard PON Working Paper
Number of pages: 29 Posted: 16 Feb 2005
University of Michigan, Notre Dame Law School, Harvard Business School - Negotiations, Organizations and Markets Unit and Stanford Graduate School of Business
Downloads 259 (100,442)
Citation 9

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Preference Reversals, Decision Making, Social Categories

Behavioral Decision Research, Legislation, and Society: Three Cases

Harvard NOM Working Paper No. 07-049
Number of pages: 18 Posted: 31 Jan 2007
Max H. Bazerman
Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 179 (152,375)

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Behavioral Decision Research, Legislation, and Society: Three Cases

Capitalism and Society, Vol. 2, Issue 1, Article 3, 2007
Number of pages: 20 Posted: 24 Jan 2013
Max H. Bazerman
Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 65 (316,442)

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23.

Maximizing Joint Gains: Transaction Utility within and between Groups

Harvard PON Working Paper No. 05-113, HBS Working Paper No. 05-082
Number of pages: 21 Posted: 08 Jun 2005
Stephen M. Garcia, Dale T. Miller and Max H. Bazerman
University of Michigan, Stanford Graduate School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 220 (118,717)

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Choice, Decision Making, Social Categories, Transaction Utility

24.

Nameless Harmless = Blameless: When Seemingly Irrelevant Factors Influence Judgment of (Un)ethical Behavior

Harvard Business School NOM Working Paper No. 09-020
Number of pages: 39 Posted: 20 Aug 2008 Last Revised: 14 Apr 2013
Francesca Gino, Lisa L. Shu and Max H. Bazerman
Harvard Business School, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 215 (121,277)
Citation 7

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ethics, identifiability, judgment, outcome bias, unethical behavior

25.

In Favor of Clear Thinking: Incorporating Moral Rules into a Wise Cost-Benefit Analysis

Harvard Business School NOM Unit Working Paper No. 10-001
Number of pages: 11 Posted: 11 Jul 2009 Last Revised: 06 Aug 2009
Max H. Bazerman and Joshua D. Greene
Harvard Business School - Negotiations, Organizations and Markets Unit and Harvard University - Department of Psychology
Downloads 204 (129,677)
Citation 2

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26.

Future Lock-In: Future Implementation Increases Selection of 'Should' Choices

Harvard PON Working Paper No. 983148, Harvard NOM Working Paper No. 07-038
Number of pages: 63 Posted: 30 Apr 2007
Todd Rogers and Max H. Bazerman
Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 178 (142,252)
Citation 6

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Decision-making, construal level theory, wise policy, intertemporal choice, want/should conflict, multiple selves

27.

Cognitive Barriers to Environmental Action: Problems and Solutions

Harvard Business School NOM Unit Working Paper No. 11-046
Number of pages: 27 Posted: 03 Nov 2010
Lisa L. Shu and Max H. Bazerman
Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 170 (132,616)
Citation 2

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28.

When Performance Trumps Gender Bias: Joint Versus Separate Evaluation

HKS Working Paper No. RWP12-009
Number of pages: 37 Posted: 19 Jun 2012
Iris Bohnet, Max H. Bazerman and Alexandra van Geen
Harvard University - Harvard Kennedy School (HKS), Harvard Business School - Negotiations, Organizations and Markets Unit and Harvard University - Harvard Kennedy School (HKS)
Downloads 165 (86,787)

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gender bias, decision science

29.

On Good Scholarship, Goal Setting, and Scholars Gone Wild

Harvard Business School NOM Unit Working Paper No. 09-122
Number of pages: 12 Posted: 16 Apr 2009 Last Revised: 08 May 2012
University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia Business School - Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 164 (134,397)

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30.

Dirty Work, Clean Hands: The Moral Psychology of Indirect Agency

Harvard Business School NOM Working Paper No. 09-012
Number of pages: 35 Posted: 06 Aug 2008 Last Revised: 14 Jan 2009
Harvard Business School, Harvard University - Department of Psychology, Harvard University - Department of Psychology and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 148 (160,322)
Citation 2

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ethics, indirect agency, moral psychology, decision-making

31.

I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time

Harvard NOM Working Paper No. 07-078
Number of pages: 22 Posted: 29 Apr 2007 Last Revised: 28 Oct 2009
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
University of Pennsylvania - The Wharton School, Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 143 (171,779)
Citation 4

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lead time, intertemporal choice, want/should, e-commerce, intrapersonal conflict

32.

Naiveté and Cynicism in Negotiations and Other Competitive Contexts

Harvard Business School NOM Unit Working Paper No. 11-066
Number of pages: 42 Posted: 16 Jan 2011 Last Revised: 14 Apr 2013
Chia-Jung Tsay, Lisa L. Shu and Max H. Bazerman
Harvard Business School, Negotiation, Organizations and Markets Unit, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 139 (175,594)

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33.

The Costs and Benefits of Undoing Egocentric Responsibility Assessments in Groups

Harvard NOM Working Paper No. 05-035
Number of pages: 61 Posted: 08 Jun 2005
Eugene M. Caruso, Nicholas Epley and Max H. Bazerman
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 131 (169,003)
Citation 4

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Judgment and Decision Making, Egocentrism, Perspective Taking, Group Satisfaction, Heuristics, Biases

34.

Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes

Harvard Business School NOM Unit Working Paper No. 09-147
Number of pages: 20 Posted: 24 Jun 2009 Last Revised: 14 Apr 2013
University of Pennsylvania - The Wharton School, Harvard Business School, Harvard Business School, Harvard Business School, Negotiation, Organizations and Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 126 (177,592)
Citation 3

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35.

Highbrow Films Gather Dust: Time-Inconsistent Preferences and Online DVD Rentals

Harvard NOM Working Paper No. 07-099
Number of pages: 36 Posted: 13 Jun 2007 Last Revised: 08 May 2012
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
University of Pennsylvania - The Wharton School, Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 116 (206,853)
Citation 6

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want/should, intrapersonal conflict, time-inconsistent preferences, present bias, learning

36.

Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism

Judgment and Decision Making, 9, 191-198
Number of pages: 9 Posted: 21 May 2010 Last Revised: 15 Aug 2014
Eyal Ert, Stephanie Creary and Max H. Bazerman
The Hebrew University of Jerusalem, Dept. of Environmental Economics and Management, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 103 (190,088)
Citation 1

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37.

Modeling Expert Opinions on Food Healthiness: A Nutrition Metric

Harvard Business School NOM Working Paper No. 08-082
Number of pages: 27 Posted: 06 Mar 2008 Last Revised: 20 Jan 2014
Harvard Business School, Harvard Business School, University of Pennsylvania - The Wharton School, Harvard Business School - Negotiations, Organizations and Markets Unit and Dartmouth College - Dartmouth Medical School
Downloads 96 (236,610)

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38.

The Price of Equality: Suboptimal Resource Allocations Across Social Categories

Harvard PON Working Paper No. 1442078
Number of pages: 26 Posted: 31 Jul 2009 Last Revised: 29 Sep 2011
University of Michigan, Harvard Business School - Negotiations, Organizations and Markets Unit, University of Michigan, Stephen M. Ross School of Business, Notre Dame Law School and Stanford Graduate School of Business
Downloads 47 (333,809)

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Profit Maximization, Choice, Decision Making, Social Categories, Transaction Utility, Ethical Dilemmas

39.

The General Basis of Arbitrator Behavior: an Empirical Analysis of Conventional and Final-Offer Arbitration

NBER Working Paper No. w1488
Number of pages: 47 Posted: 15 Jul 2004 Last Revised: 04 Apr 2015
Henry S. Farber and Max H. Bazerman
Princeton University and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 34 (410,936)
Citation 30

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40.

Arbitrator Decision Making: When are Final Offers Important?

NBER Working Paper No. w1183
Number of pages: 41 Posted: 04 Apr 2004 Last Revised: 27 Sep 2010
Henry S. Farber and Max H. Bazerman
Princeton University and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 30 (391,503)
Citation 2

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41.

Divergent Expectations as a Cause of Disagreement in Bargaining: Evidence from a Comparison of Arbitration Schemes."

NBER Working Paper No. w2139
Number of pages: 40 Posted: 03 Jan 2007
Henry S. Farber and Max H. Bazerman
Princeton University and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 14 (472,403)
Citation 5

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42.

Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions

Academy of Management Review, 27 (1): 41-57 Date: March 1, 2001, Ross School of Business Paper No. 1357
Number of pages: 40 Posted: 31 Mar 2017
Duke University - Fuqua School of Business, University of Michigan, Stephen M. Ross School of Business, Northwestern University - Kellogg School of Management, University of California, Berkeley - Haas School of Business, Northwestern University - Kellogg School of Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 0 (531,516)
Citation 7

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Negotiations, Dispute resolution, Ideologically based disputes, values

43.

Cognitive and Institutional Barriers to New Forms of Cooperation on Environmental Protection: Insights from Project XL and Habitat Conservation Plans

American Behavioral Scientist, 45 (5): 820-845, Ross School of Business Paper No. 1356
Number of pages: 37 Posted: 31 Mar 2017
University of Michigan, Stephen M. Ross School of Business, Harvard University - Harvard Kennedy School (HKS), Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 0 (552,019)
Citation 3

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Institutional barriers, Cognitive barriers, Habitat conservation plans, Environmental management

44.

Sources of Environmentally Destructive Behavior: Individual, Organizational and Institutional Perspectives

Ross School of Business Paper No. 1350, Research in Organizational Behavior, 21: 39-79.
Number of pages: 40 Posted: 25 Mar 2017 Last Revised: 02 Apr 2017
Max H. Bazerman and Andrew John Hoffman
Harvard Business School - Negotiations, Organizations and Markets Unit and University of Michigan, Stephen M. Ross School of Business
Downloads 0 (406,997)
Citation 12

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Institutional change, Organizational change, Biases, Heuristics, environmental protection

45.

Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty

Annual Review of Law and Social Science, Vol. 8, pp. 85-104, 2012
Posted: 31 Oct 2012
Max H. Bazerman and Francesca Gino
Harvard Business School - Negotiations, Organizations and Markets Unit and Harvard Business School

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46.

Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-Reports in Comparison to Signing at the End

Shu, Lisa L., Nina Mazar, Francesca Gino, Dan Ariely, and Max H. Bazerman (2012), Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end, Proceedings of the National Academy of Sciences, 109 (38), 15197-15200.
Posted: 30 Aug 2012 Last Revised: 28 May 2013
Harvard Business School, Boston University - Questrom School of Business, Harvard Business School, Duke University - Fuqua School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit

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ethics, signature, honesty, cheating, morality, nudge, policy-making, fraud