Seminar on Interdependent Decision Making, G89.3405 001

Fall 2004

Monday, 4-5:50pm, Meyer Room 771

 

Revised Seminar Schedule and Reading List

 

 

October 25: Cognition; Information Processes; Biases & Heuristics (7)

 

Kahneman, D., & Tversky, A. (1995). Conflict resolution: A cognitive perspective. In K. Arrow et al. (Eds.), Barriers to Conflict Resolution, Chapter 3. New York: Norton.

 

Carnevale, P.J., & Probst, T. (1998). Social values and social conflict in creative problem solving and categorization. Journal of Personality and Social Psychology, 74, 1300-1309.

 

Schul, Y., Mayo, R., Burnstein, E. (2004). Encoding under trust and distrust: the spontaneous activation of incongruent cognitions. Journal of Personality and Social Psychology, 86, 668–679.

 

Galinsky, A., & Mussweiler, T. (2001). First offers as anchors: The role of perspective_taking and negotiator focus. Journal of Personality and Social Psychology, 81, 657-669.

 

Bazerman, M. H., Magliozzi, T., & Neale, M. A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294_313.

 

 

 

November 1: Endowment effects, loss aversion, risk (8)

 

Kahneman, D. (1992). Reference points, anchors, and mixed feelings. Organizational Behavior and Human Decision Processes, 51, 296-312.

 

Kahneman, D., Knetsch, J., & Thaler, R. (1990). Experimental tests of the endowment effect and the Coase theorem. Journal of Political Economy, 98, 1325_1348.

 

Bottom, W.P. (1998). Negotiator risk: Sources of uncertainty and the impact of reference points on negotiated agreements. Organizational Behavior and Human Decision Processes, 76, 89-112.

 

Lerner, J. S., Small, D. A., and Loewenstein, G. (2004). Heart strings and purse strings: Effects of specific emotions on economic transactions. Psychological Science, 15(5), 337-341.

 

Novemsky, N. & Kahneman, D. (in press). The boundaries of loss aversion.

 

 

November 8: Priming cooperation (9)

 

Kay, A. C., & Ross, L. (2003). The perceptual push: The interplay of implicit cues and explicit situational construals on behavioral intentions in the Prisoner’s Dilemma. Journal of Experimental Social Psychology, 39, 634-643.

 

Liberman, V., Samuels, S.M., Ross, L. (2004). The name of the game: Predictive power of reputations versus situational labels in determining prisoner’s dilemma game moves. Personality and Social Psychology Bulletin, 30, 1175-1185.

 

Kay, A.C., Bargh, J.A., Wheeler, J.S., & Ross, L. (2004).Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice. Organizational Behavior and Human Decision Processes, 95, 83-96.

 

Smeesters, D., Warlop, L., Van Avermaet, E., Corneille, O., & Yzerbyt, V. (2003). Do not prime hawks with doves: The impact of dispositions and situation-specific features on the emergence of cooperative behavior in mixed-motive situations. Journal of Personality and Social Psychology, 84, 972–987.

 

Utz, S. (2004). Self-activation is a two-edged sword: The effects of I primes on cooperation. Journal of Experimental Social Psychology, 40, 769-776.

 


 

November 15: Illusions of Self-Interest and Cooperation (10)

 

Baron, J. (1997). The illusion of morality as self-interest: A reason to cooperate in social dilemmas. Psychological Science, 8, 330-35.

 

Baron, J. (2001). Confusion of group interest and self-interest in parochial cooperation on behalf of a group. Journal of Conflict Resolution, 45, 283-296.

 

Schwartz-Shea, P., & R. T. Simmons. 1991. Egoism, parochialism, and universalism. Rationality and Society 3:106-32.

 

Probst, T., Carnevale, P.J., & Triandis, H.C. (1999). Cultural values in intergroup and single-group social dilemmas. Organizational Behavior and Human Decision Processes, 77, 171-191.

 

 

November 22: Systems of cooperation (11)

 

Kramer, R.M., & Carnevale, P.J. (2001). Trust and intergroup negotiation. In R. Brown & S. Gaertner (Eds.), Blackwell Handbook of Social Psychology, Vol 4: Intergroup Relations (pp. 431-450). Oxford, UK: Blackwell Publishers.

 

Kollock, P. (1999). The production of trust in online markets. In E. J. Lawler, M. Macy, S. Thyne, and H. A. Walker(Eds.), Advances in Group Processes (Vol. 16), Greenwich, CT: JAI Press.

 

McCusker, C., & Carnevale, P.J. (1995). Framing in resource dilemmas: Loss aversion and the moderating effects of sanctions. Organizational Behavior and Human Decision Processes, 61, 190_201.

 

Tenbrunsel, A. E., & Messick, D. M. (1999). Sanctioning systems, decision frames, and cooperation. Administrative Science Quarterly, 44, 684-707.

 

Lansing, J.S., & Millery, J.H. (2003). Cooperation in Balinese rice farming.

 

November 29: Affect and Emotion (12)

Carnevale, P.J., & Isen, A. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13.

 

Lanzetta, J.T., & Englis, B.G. (1989). Expectations of cooperation and competition and their effects on observers' vicarious emotional responses. Journal of Personality and Social Psychology, 56, 543-554.

 

Forgas, J.P. (1998). On feeling good and getting your way: Mood effects on negotiating strategies and outcomes. J. Personality and Social Psychology, 74, 565_577.

 

Pillutla, M.M., & Murnighan, J. K. (1996). Unfairness, anger, and spite: Emotional rejections of ultimatum offers. Organizational Behavior and Human Decision Processes, 68, 208_224.

 

Friedman, R., Anderson, C., Brett, J., Olekalns, M., Goates, N., & Lisco, C.C. (2004). The positive and negative effects of anger on dispute resolution: Evidence from electronically-mediated disputes. Journal of Applied Psychology, 89, 369-376.

 

 

December 6: Groups, computers (13)

 

Robert, C., & Carnevale, P.J. (1997). Group choice in ultimatum bargaining. Organizational Behavior and Human Decision Processes, 72, 256-279.

 

Mikolic, J.M., Parker, J.C., & Pruitt, D.G., (1997). Escalation in response to persistent annoyance: Groups versus individuals and gender effects. Journal of Personality and Social Psychology, 72, 151-163.

 

Morgan, P.M., & Tindale, R.S. (2002). Group vs. individual performance in mixed-motive situations: Exploring an inconsistency. Organizational Behavior and Human Decision Processes, 87, 44–65.

 

Kiesler, S., Sproull, L., & Waters, K. (1996). A prisoner’s dilemma experiment on cooperation with people and human like computers. Journal of Personality and Social Psychology, 70, 47-65.