Course : Psychology and Negotiations

Alfredson Cungu 2008 Negotiation Theory and Practice A Review of the Literature

Azpiri GeorgiaStraight 2011 Capilano Suspension Bridge is a perfect love laboratory

Bazerman Beware Your Counterpart's Biases - Program on Negotiation at Harvard Law School

Bazerman Essential Negotiation Skills Limiting Cognitive Bias in Negotiation - Program on Negotiation at Harvard Law School

Bazerman et al. 2000 Negotiation ARP

Bazerman NOBA Judgment and Decision Making

Burger NOBA Conformity and Obedience

Burger-&-Caputo-2015-SI The low-ball compliance procedure: a meta-analysis

Cherry 2019 Introduction to Psychology Research Methods

Cherry 2019 Social Psychology Research Topics

Cialdini Goldstein 2002 The Science and Practice of Persuasion

Danziger Levav Avnaim-Pessoa 2011 Extraneous factors in judicial decisions

DeWall Bushman 2011 Social Acceptance and Rejection: The Sweet and the Bitter

Dovidio Gaertner 1999 Reducing Prejudice: Combating Intergroup Biases

Dunning Balcetis 2013 Wishful Seeing: How Preferences Shape Visual Perception

Elfenbein Curhan The Effects of Subjective Value on Future Consequences Implications for Negotiation Strategies (book chapter)

Fiske Harris Cuddy 2004 Why Ordinary People Torture Enemy Prisoners

Franklin Zebrowitz NOBA Attraction and Beauty

Gilbert 2011 Buried by bad decisions

Gourville 2006 Eager Sellers and Stony Buyers Understanding the Psychology of New-Product Adoption HBR

Jonnson 1983 A Cognitive Approach to International Negotiation

Jonnson 1991 Cognitive Theory (chapter 16, International Negotiation book)

Kahneman Lovallo Sibony 2011 Before You Make That Big Decision

Leary 1999 Making Sense of Self-Esteem

Malhotra Bazerman 2008 Psychological Influence in Negotiation

Rubin 1991 Psychological Approach (chapter 15, Intenational Negotiation book)

Schwardmann Tripodi van der Weele 2019 Self-Persuasion: Evidence from Field Experiments at Two International Debating Competitions

Todorov etal 2005 Inferences of Competence from Faces Predict Election Outcomes Science

VanVugt 2015 The Many Faces of Leadership: An Evolutionary-Psychology Approach

Velasquez Do our names push us towards certain jobs - BBC Worklife

Walton 2014 The New Science of Wise Psychological Interventions

Zebrowitz 2005 Appearance DOES Matter