Have a personal or library account? Click to login
Cognitive Biases in Negotiation - Literature Review Cover

Cognitive Biases in Negotiation - Literature Review

Open Access
|Jun 2020

References

  1. Alloy, L. B., & Abramson, L. Y. (1979). Judgment of contingency in depressed and nondepressed students: Sadder but wiser?. Journal of experimental psychology: General, 108(4), 441–485.10.1037/0096-3445.108.4.441
  2. Bazerman, M. H., Magliozzi, T., & Neale, M. A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294–313.10.1016/0749-5978(85)90026-3
  3. Bodenhausen, G. V., Sheppard, L. A., & Kramer, G. P. (1994). Negative affect and social judgment: The differential impact of anger and sadness. European Journal of Social Psychology, 24(1), 45–62.10.1002/ejsp.2420240104
  4. Bottom, W. P., & Studt, A. (1993). Framing effects and the distributive aspect of integrative bargaining. Organizational Behavior and Human Decision Processes, 56(3), 459–474.10.1006/obhd.1993.1064
  5. Caputo, A. (2013). A literature review of cognitive biases in negotiation processes. International Journal of Conflict Management, 24(4), 374–398.10.1108/IJCMA-08-2012-0064
  6. Chmielecki, M. (2013). Conceptual negotiation metaphors across cultures – research findings from Poland, China, The United States and Great Britain. Journal of Intercultural Management, 5(3), 103–118.10.2478/joim-2013-0022
  7. Chmielecki, M., & Sułkowski, Ł. (2017). Goal vs. relationship-based approach: a comparative study between American, Chinese, and Polish negotiators. In B. Lewandowska-Tomaszczyk, P. A. Wilson, & S. M. Croucher (Eds.), Approaches to conflict: theoretical, interpersonal, and discursive dynamics (pp. 93–110). Lanham: Lexington Books.
  8. Chugh, D., Bazerman, M. H., & Banaji, M. R. (2005).Bounded ethicality as a psychological barrier to recognizing conflicts of interest. ABC Research Group10.1017/CBO9780511610332.006
  9. Cyert, R. M., & March, J. G. (1963).A behavioral theory of the firm. Englewood Cliffs, NJ, 2(4), 169-187.
  10. Fisher, R., & Ury, W. (1981).Getting to yes: How to negotiate without giving in. London: Arrow.
  11. Gelfand, M. J., & Christakopoulou, S. (1999). Culture and negotiator cognition: Judgment accuracy and negotiation processes in individualistic and collectivistic cultures. Organizational Behavior and Human Decision Processes, 79(3), 248–269.10.1006/obhd.1999.2845
  12. Gelfand, M. J., Higgins, M., Nishii, L. H., Raver, J. L., Dominguez, A., Murakami, F., Yamaguchi, S., & Toyama, M. (2002). Culture and egocentric perceptions of fairness in conflict and negotiation. Journal of Applied Psychology, 87(5), 833–845.10.1037/0021-9010.87.5.833
  13. Gino, F., Moore, D. A., & Bazerman, M. H. (2009). See no evil: Why we fail to notice unethical behavior. In R. M. Kramer, A. E. Tenbrunsel, & M. H. Bazerman (Eds.), Social decision making: Social dilemmas, social values, and ethical judgments (pp. 241–263). New York: Psychology Press.
  14. Heifetz, A., & Segev, E. (2004). The evolutionary role of toughness in bargaining. Games and Economic Behavior, 49(1), 117–134.10.1016/j.geb.2003.11.001
  15. Kahneman, D. (2003). A perspective on judgment and choice: mapping bounded rationality. American psychologist, 58(9), 697–720.10.1037/0003-066X.58.9.697
  16. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263–292.10.2307/1914185
  17. Klayman, J., & Ha, Y. W. (1987). Confirmation, disconfirmation, and information in hypothesis testing. Psychological review, 94(2), 211–228.10.1037/0033-295X.94.2.211
  18. Korobkin, R. (1998). Inertia and preference in contract negotiation: The psychological power of default rules and form terms. Vanderbilt Law Review, 51, 1583–1651.
  19. Kramer, R. M., Pommerenke, P., & Newton, E. (1993). The social context of negotiation: Effects of social identity and interpersonal accountability on negotiator decision making. Journal of Conflict Resolution, 37(4), 633–654.10.1177/0022002793037004003
  20. Kristensen, H., & Gärling, T. (2000). Anchor points, reference points, and counter-offers in negotiations. Group decision and negotiation, 9(6), 493–505.10.1023/A:1008722223618
  21. Kumar, R., & Gladwin, T. N. (1987). The social psychology of crisis bargaining: Toward a contingency model. Journal of World Business, 20, 23–32.
  22. Lax, D. A., & Sebenius, J. K. (1987).Manager as negotiator. Simon and Schuster.
  23. Lax, D. A., & Sebenius, J. K. (1986). Interests: The measure of negotiation. Negotiation Journal, 2(1), 73–92.10.1111/j.1571-9979.1986.tb00339.x
  24. Larrick, R. P., & Wu, G. (2007). Claiming a large slice of a small pie: Asymmetric disconfirmation in negotiation. Journal of Personality and Social Psychology, 93(2), 212–233.10.1037/0022-3514.93.2.212
  25. Messick, D. M., & Sentis, K. P. (1979). Fairness and preference. Journal of Experimental Social Psychology, 15(4), 418–434.10.1016/0022-1031(79)90047-7
  26. Messick, D. M., & Sentis, K. (1983). Fairness, preference, and fairness biases. In Messick, D. M., and Cook, K. S. (Eds.), Equity Theory: Psychological and Sociological Perspectives (pp. 61–94). New York: Praeger.
  27. Mumpower, J. L., Sheffield, J., Darling, T. A., & Milter, R. G. (2004). The accuracy of post-negotiation estimates of the other negotiator’s payoff. Group Decision and Negotiation, 13(3), 259–290.10.1023/B:GRUP.0000031089.91654.26
  28. Neale, M. A., & Bazerman, M. H. (1985). The effects of framing and negotiator over-confidence on bargaining behaviors and outcomes. Academy of Management Journal, 28(1), 34–49.10.2307/256060
  29. Neale, M. A., Huber, V. L., & Northcraft, G. B. (1987). The framing of negotiations: Contextual versus task frames. Organizational Behavior and Human Decision Processes, 39(2), 228–241.10.1016/0749-5978(87)90039-2
  30. Newell, A., & Simon, H. A. (1972).Human problem solving. Englewood Cliffs, NJ: Prentice-Hall.
  31. Nisbett, R. E., & Ross, L. (1980).Human inference: Strategies and shortcomings of social judgment. Prentice-Hall.
  32. Park, J., & Banaji, M. R. (2000). Mood and heuristics: The influence of happy and sad states on sensitivity and bias in stereotyping. Journal of Personality and Social Psychology, 78(6), 1005–1023.10.1037/0022-3514.78.6.1005
  33. Raiffa, H. (1982).The Art and Science of Negotiation. Harvard University Press, Cambridge.10.2307/1340912
  34. Ritov, I. (1996). Probability of regret: Anticipation of uncertainty resolution in choice. Organizational Behavior and Human Decision Processes, 66(2), 228–236.10.1006/obhd.1996.0051
  35. Stanovich, K. E., & West, R. F. (2000). Individual differences in reasoning: Implications for the rationality debate?. Behavioral and brain sciences, 23(5), 645–665.10.1017/S0140525X00003435
  36. Sułkowski, Ł. (2009). The problems of epistemology of corporate culture. Journal of Intercultural Management, 1(1), 5–20.
  37. Sułkowski, Ł. (2012). Elements of Organizational Culture–theoretical and methodological problems. Management, 16(2), 63–71.10.2478/v10286-012-0056-y
  38. Thaler, R., & Sunstein, C. (2008).Nudge: The gentle power of choice architecture. New Haven, Conn.: Yale.10.1037/e722852011-067
  39. Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational behavior and human decision processes, 47(1), 98–123.10.1016/0749-5978(90)90048-E
  40. Thompson, L., & Loewenstein, G. (1992). Egocentric interpretations of fairness and interpersonal conflict. Organizational Behavior and Human Decision Processes, 51(2), 176–197.10.1016/0749-5978(92)90010-5
  41. Thompson, L. L. (2006). Negotiation theory and research. Psychology Press.10.4324/9780203943243
  42. Traavik, L. E. (2011). Is bigger better? Dyadic and multiparty integrative negotiations. International Journal of Conflict Management, 22(2), 190–210.10.1108/10444061111126701
  43. Tversky, A., & Kahneman, D. (1974). Judgement under uncertainty: Heuristics and biases. Science, 185, 1124–1131.10.1126/science.185.4157.1124
  44. Whyte, G., & Sebenius, J. K. (1997). The effect of multiple anchors on anchoring in individual and group judgment. Organizational behavior and human decision processes, 69(1), 75–85.10.1006/obhd.1996.2674
  45. Wickham, P. A. (2003). The representativeness heuristic in judgements involving entrepreneurial success and failure. Management Decision, 41(2), 156–167.10.1108/00251740310457605
DOI: https://doi.org/10.2478/joim-2019-0037 | Journal eISSN: 2543-831X | Journal ISSN: 2080-0150
Language: English
Page range: 31 - 52
Published on: Jun 25, 2020
Published by: SAN University
In partnership with: Paradigm Publishing Services
Publication frequency: 4 issues per year

© 2020 Michał Chmielecki, published by SAN University
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.