decision-making

Dishonestly increasing the likelihood of winning

People not only seek to avoid losses or secure gains; they also attempt to create opportunities for obtaining positive outcomes. When distributing money between gambles with equal probabilities, people often invest in turning negative gambles into …

People avoid situations that enable them to deceive others

Information advantage enables people to benefit themselves by deceiving their counterparts. Using a modified ultimatum bargaining game with an exit option, we find that people are more likely to avoid settings enabling them to privately deceive their …

Overcoming Initial Anchors: The Effect of Negotiators' Dispositional Control Beliefs

In negotiation, opening offers affect negotiated agreements. Across various negotiation settings, negotiators' outcomes are monotonically related to initial offer values (Chertk-Abstract Applying a multi-issue integrative negotiation scenario, we …