Author Page for Max H. Bazerman

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

Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman

University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia University - Columbia Business School, Management and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 2,356 (12,908)

Citation 33

Abstract:

2.

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 1,757 (20,601)

Citation 5

Abstract:

3.

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 University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 1,494 (26,341)

Citation 1

Abstract:

4.

Economics Wins, Psychology Loses, and Society Pays

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 1,384 (29,523)

Citation 2

Abstract:

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 University - Business School (HBS), University of California, Berkeley - Haas School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 1,122 (40,035)

Citation 9

Abstract:

6.

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 871 (57,119)

Citation 4

Abstract:

7.

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 864 (57,767)

Citation 1

Abstract:

8.

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 727 (72,697)

Citation 5

Abstract:

9.

Enlarging the Societal Pie - a Cognitive Perspective

Number of pages: 38 Posted: 05 May 2002

Jonathan Baron, Katie Shonk and Max H. Bazerman

University of Pennsylvania - Department of Psychology, Harvard University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 724 (73,088)

Citation 3

Abstract:

10.

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

Ann E. Tenbrunsel, Kristina A. Diekmann, Kimberly A. Wade-Benzoni and Max H. Bazerman

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 665 (81,440)

Citation 18

Abstract:

11.

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 University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 620 (89,017)

Citation 2

Abstract:

12.

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 619 (89,210)

Citation 6

Abstract:

13.

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

Christopher K. Hsee, George Loewenstein, Sally Blount and Max H. Bazerman

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 597 (93,472)

Citation 78

Abstract:

14.

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 University - Business School (HBS), Harvard University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 590 (94,882)

Citation 29

Abstract:

15.

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 576 (97,820)

Abstract:

16.

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 534 (107,528)

Citation 14

Abstract:

17.

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 444 (134,303)

Citation 55

Abstract:

18.

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 442 (134,994)

Citation 30

Abstract:

19.

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 438 (136,499)

Citation 5

Abstract:

20.

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

Number of pages: 29 Posted: 16 Feb 2005

Stephen M. Garcia, Avishalom Tor, Max H. Bazerman and Dale T. Miller

University of Michigan, Notre Dame Law School, Harvard Business School - Negotiations, Organizations and Markets Unit and Stanford Graduate School of Business

Downloads 390 (155,889)

Abstract:

21.

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

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 371 (164,831)

Citation 1

Abstract:

22.

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 367 (166,898)

Citation 1

Abstract:

23.

On the Robustness of the Winner's Curse Phenomenon

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 337 (183,119)

Citation 7

Abstract:

24.

Behavioral Decision Research, Legislation, and Society: Three Cases

Downloads 326 (189,738)

2

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 218 (283,810)

Abstract:

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 108 (516,644)

Abstract:

25.

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 306 (202,955)

Citation 5

Abstract:

26.

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 University - Business School (HBS), Harvard University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 297 (209,542)

Citation 17

Abstract:

27.

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 286 (217,927)

Citation 5

Abstract:

28.

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

Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman

University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia University - Columbia Business School, Management and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 285 (218,747)

Citation 1

Abstract:

29.

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 268 (232,838)

Citation 4

Abstract:

30.

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 264 (236,443)

Abstract:

31.

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 University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 250 (249,777)

Abstract:

32.

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 249 (250,813)

Abstract:

33.

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

Neeru Paharia, Karim S. Kassam, Joshua D. Greene and Max H. Bazerman

Harvard University - Business School (HBS), Harvard University - Department of Psychology, Harvard University - Department of Psychology and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 235 (265,325)

Citation 87

Abstract:

34.

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 215 (288,972)

Citation 20

Abstract:

35.

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

Katherine L. Milkman, Mary Carol Mazza, Lisa L. Shu, Chia-Jung Tsay and Max H. Bazerman

University of Pennsylvania - The Wharton School, Harvard University - Business School (HBS), Harvard University - Business School (HBS), Harvard Business School, Negotiation, Organizations and Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 206 (300,693)

Citation 7

Abstract:

36.

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 170 (357,784)

Citation 25

Abstract:

37.

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

Stephen M. Garcia, Max H. Bazerman, Shirli Kopelman, Avishalom Tor and Dale T. Miller

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 165 (367,105)

Abstract:

38.

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

Jolie Mae Martin, John Beshears, Katherine L. Milkman, Max H. Bazerman and Lisa Sutherland

Harvard University - Business School (HBS), Harvard University - Business School (HBS), University of Pennsylvania - The Wharton School, Harvard Business School - Negotiations, Organizations and Markets Unit and Dartmouth College - Dartmouth Medical School

Downloads 140 (420,365)

Abstract:

39.

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

Kimberly A. Wade-Benzoni, Andrew John Hoffman, Leigh Thompson, Don A. Moore, James Gillespie and Max H. Bazerman

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 78 (629,883)

Citation 1

Abstract:

40.

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: 28 Jul 2022

Henry S. Farber and Max H. Bazerman

Princeton University and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 71 (662,489)

Citation 3

Abstract:

41.

Arbitrator Decision Making: When are Final Offers Important?

NBER Working Paper No. w1183

Number of pages: 41 Posted: 04 Apr 2004 Last Revised: 26 Sep 2022

Henry S. Farber and Max H. Bazerman

Princeton University and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 63 (703,719)

Abstract:

42.

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 Last Revised: 08 May 2022

Henry S. Farber and Max H. Bazerman

Princeton University and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 54 (756,404)

Citation 2

Abstract:

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

Andrew John Hoffman, Hannah Riley Bowles, Jack Troast and Max H. Bazerman

University of Michigan, Stephen M. Ross School of Business, Harvard University - Harvard Kennedy School (HKS), Harvard University - Business School (HBS) and Harvard Business School - Negotiations, Organizations and Markets Unit

Downloads 47 (803,378)

Citation 1

Abstract:

44.

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 University - Business School (HBS)

Abstract:

45.

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

Lisa L. Shu, Nina Mazar, Francesca Gino, Dan Ariely and Max H. Bazerman

Harvard University - Business School (HBS), Boston University - Questrom School of Business, Harvard University - Business School (HBS), Duke University - Fuqua School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit

Max H. Bazerman

Harvard Business School - Negotiations, Organizations and Markets Unit

Jessie Isidor Straus Professor of Business Administration

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Scholarly Papers (45)

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