Contents: Volume I Acknowledgements Introduction: A Decision Perspective to Negotiation and Conflict Resolution Max H. Bazerman PART I REVIEWS 1. Leigh Thompson (1990), Negotiation Behavior and Outcomes: Empirical Evidence and Theoretical Issues 2. James K. Sebenius (1992), Negotiation Analysis: A Characterization and Review 3. Lee Ross and Andrew Ward (1995), Psychological Barriers to Dispute Resolution 4. Robert H. Mnookin and Lee Ross (1995), Introduction 5. Daniel Kahneman and Amos Tversky (1995), Conflict Resolution: A Cognitive Perspective 6. Colin F. Camerer (1997), Progress in Behavioral Game Theory 7. Max H. Bazerman, Jared R. Curhan and Don A. Moore (2000), The Death and Rebirth of the Social Psychology of Negotiation PART II CLASSICS 8. John F. Nash, Jr. (1950), The Bargaining Problem 9. James G. March and Herbert A. Simon (1958), Cognitive Limits on Rationality 10. George A. Akerlof (1970), The Market for Lemons: Quality Uncertainty and the Market Mechanism 11. Amos Tversky and Daniel Kahneman (1974), Judgment under Uncertainty: Heuristics and Biases 12. Daniel Kahneman and Amos Tversky (1979), Prospect Theory: An Analysis of Decision Under Risk 13. Howard Raiffa (1982), Some Organizing Questions and excerpt from Research Perspectives 14. Amartya K. Sen (1990), Rational Fools: A Critique of the Behavioral Foundations of Economic Theory PART III INDIVIDUAL BIASES 15. Amos Tversky and Daniel Kahneman (1986), Rational Choice and the Framing of Decisions 16. William Samuelson and Richard Zeckhauser (1988), Status Quo Bias in Decision Making 17. Shelley E. Taylor and Jonathon D. Brown (1988), Illusion and Well-Being: A Social Psychological Perspective on Mental Health 18. George Loewenstein and Richard H. Thaler (1989), Anomalies: Intertemporal Choice 19. Amos Tversky, Paul Slovic and Daniel Kahneman (1990), The Causes of Preference Reversal 20. Timothy D. Wilson and Jonathan W. Schooler (1991), Thinking Too Much: Introspection Can Reduce the Quality of Preferences and Decisions 21. Max H. Bazerman, Don A. Moore, Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni and Sally Blount (1999), 'Explaining How Preferences Change Across Joint Versus Separate Evaluation 22. Boaz Keysar (1994), The Illusory Transparency of Intention: Linguistic Perspective Taking in Text 23. Daniel T. Gilbert, Elizabeth C. Pinel, Timothy D. Wilson, Stephen J. Blumberg and Thalia P. Wheatley (1998), Immune Neglect: A Source of Durability Bias in Affective Forecasting 24. Lorraine Chen Idson, Nira Liberman and E. Tory Higgins (2000), Distinguishing Gains from Nonlosses and Losses from Nongains: A Regulatory Focus Perspective on Hedonic Intensity PART IV INTRAPERSONAL CONFLICT 25. Richard H. Thaler and H.M. Shefrin (1981), An Economic Theory of Self-Control Thomas C. Schelling (1984), The Intimate Contest for Self-Command 27. George Loewenstein (1996), Out of Control: Visceral Influences on Behavior 28. Max H. Bazerman, Ann E. Tenbrunsel and Kimberly Wade-Benzoni (1998), Negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences Name Index Volume II Acknowledgements An introduction by the editor to all three volumes appears in Volume I PART I COGNITIVE BIASES IN NEGOTIATION AND CONFLICT RESOLUTION 1. Max H. Bazerman, Thomas Magliozzi and Margaret A. Neale (1985), Integrative Bargaining in a Competitive Market 2. Margaret A. Neale and Max H. Bazerman (1985), The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes 3. William F. Samuelson and Max H. Bazerman (1985), The Winners Curse in Bilateral Negotiations 4. Henry S. Farber and Max H. Bazerman (1987), Why is there Disagreement in Bargaining? 5. Gregory B. Northcraft and Margaret A. Neale (1987), Expert, Amateurs, and Real Estate: An Anchoring-and-Adjustment Perspective on Property Pricing Decisions 6. Daniel Kahneman, Jack L. Knetsch and Richard H. Thaler (1990), Experimental Tests of the Endowment Effect and the Coase Theorem 7. Carsten K.W. de Dreu, Peter J.D. Carnevale, Ben J.M. Emans and Evert van de Vliert (1994), Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption 8. Ilana Ritov (1996), Anchoring in Simulated Competitive Market Negotiation PART II MOTIVATED BIASES IN NEGOTIATION AND CONFLICT RESOLUTION [159 pp] 9. George Loewenstein, Leigh Thompson and Max H. Bazerman (1989), Social Utility and Decision Making in Interpersonal Contexts 10. Roderick M. Kramer (1994), The Sinister Attribution Error: Paranoid Cognition and Collective Distrust in Organizations 11. Leigh Thompson (1995), They Saw a Negotiation: Partisanship and Involvement 12. David M. Messick (1995), Equality, Fairness, and Social Conflict 13. Linda Babcock and George Loewenstein (1997), Explaining Bargaining Impasse: The Role of Self-Serving Biases 14. Kristina A. Diekmann, Steven M. Samuels, Lee Ross and Max H. Bazerman (1997), Self-Interest and Fairness in Problems of Resource Allocation: Allocators Versus Recipients 15. Robert J. Robinson, Dacher Keltner, Andrew Ward and Lee Ross (1995), Actual Versus Assumed Differences in Construal: Naive Realism in Intergroup Perception and Conflict 16. Lee Ross (1995), Reactive Devaluation in Negotiation and Conflict Resolution 17. Keith G. Allred, John S. Mallozzi, Fusako Matsui and Christopher P. Raia (1997), The Influence of Anger and Compassion on Negotiation Performance 18. Michael W. Morris, Richard P. Larrick and Steven K. Su (1999), Misperceiving Negotiation Counterparts: When Situationally Determined Bargaining Behaviors Are Attributed to Personality Traits PART III FAIRNESS AND JUSTICE 19. David M. Messick and Keith P. Sentis (1979), Fairness and Preference 20. Werner Guth, Rolf Schmittberger and Bernd Schwarze (1982), An Experimental Analysis of Ultimatum Bargaining 21. David M. Messick, Suzanne Bloom, Janet P. Boldizar and Charles D. Samuelson (1985), Why We Are Fairer Than Others 22. Daniel Kahneman, Jack L. Knetsch and Richard Thaler (1986), Fairness as a Constraint on Profit Seeking: Entitlements in the Market 23. Robert J. Bies (1987), The Predicament of Injustice: The Management of Moral Outrage 24. Tom R. Tyler (1988), What is Procedural Justice? Criteria Used by Citizens to Assess the Fairness of Legal Procedures 25. Mark Spranca, Elisa Minsk and Jonathan Baron (1991), Omission and Commission in Judgment and Choice 26. Colin F. Camerer and George Loewenstein (1993), Information, Fairness, and Efficiency in Bargaining 27. Jonathan Baron and Mark Spranca (1994), Protected Values 28. Sally Blount (1995), When Social Outcomes Arent Fair: The Effect of Causal Attributions on Preferences 29. Joel Brockner and Batia M. Wiesenfeld (1996), An Integrative Framework for Explaining Reactions to Decisions: Interactive Effects of Outcomes and Procedures 30. Alan Page Fiske and Philip E. Tetlock (1997), Taboo Trade-offs: Reactions to Transactions That Transgress the Spheres of Justice 31. Ann E. Tenbrunsel and David M. Messick (1999), Sanctioning Systems, Decision Frames, and Cooperation Name Index Volume III Acknowledgements An introduction by the editor to all three volumes appears in Volume I PART I PRISONER AND SOCIAL DILEMMAS 1. Robyn M. Dawes, Jeanne McTavish and Harriet Shaklee (1977), Behavior, Communication, and Assumptions About Other Peoples Behavior in A Commons Dilemma Situation 2. Robyn M. Dawes (1980), Social Dilemmas 3. Robert Axelrod (1984), The Success of TIT FOR TAT in Computer Tournaments 4. Jonathan Bendor, Roderick M. Kramer and Suzanne Stout (1991), When in Doubt . . . Cooperation in a Noisy Prisoner's Dilemma 5. David M. Messick and Marilynn B. Brewer (1983), Solving Social Dilemmas: A Review 6. J. Keith Murnighan, Jae Wook Kim and A. Richard Metzger (1993), The Volunteer Dilemma 7. Elizabeth A. Mannix (1991), Resource Dilemmas and Discount Rates in Decision Making Groups 8. Richard P. Larrick and Sally Blount (1997), The Claiming Effect: Why Players Are More Generous in Social Dilemmas Than in Ultimatum Games 9. Robyn M. Dawes and David M. Messick (2000), Social Dilemmas PART II THIRD PARTY INTERVENTION 10. Henry S. Farber (1981), Splitting-the-difference in Interest Arbitration 11. Max H. Bazerman (1985), Norms of Distributive Justice in Interest Arbitration 12. Max H. Bazerman and Henry S. Farber (1985), Analyzing the Decision-Making Processes of Third Parties 13. Margaret A. Neale (1984), The Effects of Negotiation and Arbitration Cost Salience on Bargainer Behavior: The Role of the Arbitrator and Constituency on Negotiator Judgment 14. William L. Ury, Jeanne M. Brett and Stephen B. Goldberg (1988), Three Approaches to Resolving Disputes: Interests, Rights, and Power PART III MULTI-PARTY COMPETITIVE CONTEXTS 15. J. Keith Murnighan (1978), Models of Coalition Behavior: Game Theoretic, Social Psychological, and Political Perspectives 16. Max H. Bazerman and William F. Samuelson (1983), I Won the Auction But Don't Want the Prize 17. John H. Kagel and Dan Levin (1986), The Winners Curse and Public Information in Common Value Auctions 18. Roderick M. Kramer (1991), The More the Merrier? Social Psychological Aspects of Multiparty Negotiations in Organizations 19. Alvin E. Roth and Xiaolin Xing (1994), Jumping the Gun: Imperfections and Institutions Related to the Timing of Market Transactions 20. Harris Sondak and Max H. Bazerman (1991), Power Balance and the Rationality of Outcomes in Matching Markets 21. Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni, Joseph Moag and Max H. Bazerman (1999), The Negotiation Matching Process: Relationships and Partner Selection 22. Alvin E. Roth (2002), The Economist as Engineer: Game Theory, Experimentation, and Computation as Tools for Design Economics PART IV LEARNING AND DEBIASING 23. Robyn M. Dawes (1979), The Robust Beauty of Improper Linear Models in Decision Making 24. Margaret A. Neale and Gregory B. Northcraft (1990), Experience, Expertise, and Decision Bias in Negotiation: The Role of Strategic Conceptualization 25. Sheryl B. Ball, Max H. Bazerman and John S. Carroll (1991), An Evaluation of Learning in the Bilateral Winners Curse 26. Daniel Kahneman and Dan Lovallo (1993), Timid Choices and Bold Forecasts: A Cognitive Perspective on Risk Taking 27. Colin F. Camerer (2000), Prospect Theory in the Wild: Evidence from the Field 28. Philip E. Tetlock (2000), Cognitive Biases and Organizational Correctives: Do Both Disease and Cure Depend on the Politics of the Beholder? 29. Leigh Thompson, Dedre Gentner and Jeffrey Loewenstein (2000), Avoiding Missed Opportunities in Managerial Life: Analogical Training More Powerful Than Individual Case Training 30. Kathleen Valley, Leigh Thompson, Robert Gibbons and Max H. Bazerman (2002), How Communication Improves Efficiency in Bargaining Games Name Index
