Advertisement

Negotiation Journal

, Volume 4, Issue 3, pp 303–317 | Cite as

Judgmental limitations in diplomatic negotiations

  • Max H. Bazerman
  • Harris Sondak
In Theory
  • 7 Downloads

Keywords

Decision Maker Foreign Policy International Negotiation Rescue Mission American Leader 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. Afshar, H. (1985). “The Iranian theocracy.” InIran: A revolution in turmoil ed. H. Afshar. Albany, N.Y.: The State University of New York Press.Google Scholar
  2. Allison, G. T. (1971).Essence of decision. Boston: Little, Brown and Company.Google Scholar
  3. Bazerman, M. H. (1983). “Negotiator judgment: A critical look at the rationality assumption.”American Behavioral Scientist 27: 618–634.CrossRefGoogle Scholar
  4. —— (1986).Judgment in managerial decision making. New York: John Wiley & Sons.Google Scholar
  5. Bazerman, M. H., andCarroll, J. S. (1987). “Negotiator cognition.”Research in Organizational Behavior, vol. 9, ed. B. Staw and L. L. Cummings. Greenwich. Conn: JAI Press.Google Scholar
  6. Bazerman, M. H., Giuliano, T., andAppleman, A. (1984). “Escalation in individual and group decision making.”Organizational Behavior and Human Performance 33: 141–152.CrossRefGoogle Scholar
  7. Bazerman, M. H., andNeale, M. A. (1982). “Improving negotiation effectiveness under final offer arbitration: The role of selection and training.”Journal of Applied Psychology 67: 543–548.CrossRefGoogle Scholar
  8. Bies, R.J. (under review). “The justification of bad news: A managerial strategy for liability reduction.”Google Scholar
  9. Brams, S.J. (1985).Superpower games. New Haven: Yale University Press.Google Scholar
  10. Brockner, J., andRubin, J. Z. (1985).Entrapment in escalating conflicts: A social psychological analysis. New York: Springer-Verlag.CrossRefGoogle Scholar
  11. Carroll, J. C., Bazerman, M. H., andMaury, R. (in press). “Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents.”Organizational Behavior and Human Decision Processes.Google Scholar
  12. Einhorn, H. J., andHogarth, R. M. (1978). “Confidence in judgment: Persistence in the illusion of validity.”Psychological Review 85: 395–416.CrossRefGoogle Scholar
  13. Fischhoff, B. (1981). “Debiasing.” InJudgment Under Uncertainty: Heuristics and Biases eds. D. Kahneman, P. Slovic, and A. Tversky. New York: Cambridge University Press.Google Scholar
  14. Holsti, O. (1976). “Foreign policy viewed cognitively.” InStructure of decision ed. R. Axelrod. Princeton: Princeton University Press.Google Scholar
  15. Janis, I. L. (1976).Groupthink: Psychological studies in international politics. Princeton: Princeton University Press.Google Scholar
  16. Jervis, R. (1976).Perception and misperception in international politics. Princeton: Princeton University Press.Google Scholar
  17. ——. (1982/83). “Deterrence and perception.”International Security 7 (winter): 3–30.CrossRefGoogle Scholar
  18. Kahneman, D., Slovic, P. andTversky, A. eds. (1982).Judgment under uncertainty: Heuristics and biases. New York: Cambridge University Press.Google Scholar
  19. Kahneman, D., andTversky, A. (1979). “Prospect theory: An analysis of decision under risk.”Econometrica 47: 263–291.CrossRefGoogle Scholar
  20. Kahneman, D., andTversky, A. (1984). “Choices, values, and frames.”American Psychologist 39: 341–350.CrossRefGoogle Scholar
  21. Kifner, J. (1981). “How a sit-in turned into a siege.”New York Times Magazine 17 May 1981, p. 63.Google Scholar
  22. Lebow, R. N. (1981).Between peace and war: The nature of international crisis. Baltimore: Johns Hopkins University Press.Google Scholar
  23. —— (1985). “Miscalculation in the South Atlantic: Origins of the Falklands war.” InPsychology and Deterrence eds. R. Jervis, R. N. Lebow, and J. G. Stein. Baltimore. Johns Hopkins University Press, 1985.Google Scholar
  24. —— (1987).Nuclear crisis management: A dangerous illusion. Ithaca, N.Y.: Cornell University Press.Google Scholar
  25. Lebow, R. N., andStein, J. G. (1987). “Beyond deterrence.”Journal of Social Issues 43: 5–72.CrossRefGoogle Scholar
  26. Neale, M. A. (1984). “The effect of negotiation and arbitration cost salience on bargainer behavior: The role of the arbitrator and constituency on negotiator judgment.”Organizational Behavior and Human Performance 34: 97–111.CrossRefGoogle Scholar
  27. Raiffa, H. (1982).The art and science of negotiation. Cambridge, Mass.: Harvard University Press.Google Scholar
  28. Rubin, J. (1980). “Experimental research on third party intervention in conflict: Toward some generalizations.”Psychological Bulletin 87: 379–391.CrossRefGoogle Scholar
  29. Rubin, J., andBrown, B. (1975).The social psychology of bargaining and negotiation. New York: Academic Press.Google Scholar
  30. Samuelson, W. F., andBazerman, M. H. (1985). “Negotiating under the winner's curse.” InResearch in Experimental Economics, vol. 3, ed V. Smith. Greenwich, Conn.: JAI Press.Google Scholar
  31. Schelling, T. C. (1960).The strategy of conflict. Cambridge, Mass.: Harvard University Press.Google Scholar
  32. Shubik, M. (1971). “The dollar auction game: A paradox in noncooperative behavior and escalation.”Journal of Conflict Resolution 15: 109–111.CrossRefGoogle Scholar
  33. Shubik, M. (1982).Game theory in the social sciences. Cambridge, Mass.: The MIT Press.Google Scholar
  34. Sick, G. (1985).All fall down. New York: Penguin Books.Google Scholar
  35. Siegal, S., andFouraker, L. E. (1960).Bargaining and group decision making: Experiments in bilateral monopoly New York: McGraw-Hill.Google Scholar
  36. Smith, V. (1982). “Microeconomic systems and an experimental science.”American Economic Review 72: 923–955.Google Scholar
  37. Snyder, G. H., andDiesing, P. (1977).Conflict among nations. Princeton: Princeton University Press.Google Scholar
  38. Staw, B. M. (1976). “Knee-deep in the big muddy: A study of escalating commitment to a chosen course of action.”Organizational Behavior and Human Performance 16: 27–44.CrossRefGoogle Scholar
  39. —— (1981). “The escalation of commitment to a course of action.”Academy of Management Review 6: 577–587.Google Scholar
  40. Staw, B. M. andRoss, J. (1980). “Commitment in an experimenting society: An experiment on the attribution of leadership from administrative scenarios.”Journal of Applied Psychology 65: 249–260.CrossRefGoogle Scholar
  41. Sullivan, W. H. (1981).Mission to Iran. New York: Norton and Company.Google Scholar
  42. Teger, A. I. (1980).Too much invested to quit: The psychology of the escalation of conflict. New York: Pergamon Press.Google Scholar
  43. Tversky, A., andKahneman, D. (1974). “Judgment under uncertainty: Heuristics and biases.”Science 185: 1124–1131.CrossRefGoogle Scholar
  44. —— (1986). “Rational choice and the framing of decisions.”Journal of Business 59: 251–278.CrossRefGoogle Scholar
  45. Ury, W. L., andSmoke, R. (1984). “Beyond the hotline: Controlling a nuclear crisis.” Washington, D. C.: U. S. Arms Control and Disarmament Agency.Google Scholar
  46. Vance, C. (1983).Hard choices. New York: Simon and Schuster.Google Scholar
  47. Weiner, S. B., Bazerman, M. H., andCarroll, J. C. (1988). “An evaluation of learning in the bilateral winner's curse.” Evanston, Ill.: Working paper, Dispute Resolution Research Center, Northwestern University, 1988.Google Scholar

Copyright information

© Plenum Publishing Corporation 1988

Authors and Affiliations

  • Max H. Bazerman
  • Harris Sondak

There are no affiliations available

Personalised recommendations