MLD-307M: TRUST, EMOTION, INTUITION, AND MORALITY IN DECISION MAKING AND NEGOTIATION FALL 2010 SYLLABUS

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1 MLD-307M: TRUST, EMOTION, INTUITION, AND MORALITY IN DECISION MAKING AND NEGOTIATION FALL 2010 SYLLABUS Date/Time: Tuesday, 4:10-6pm; August 31- October 12 Location: RG- 20 Instructor: Christopher Oveis, Ph.D. Phone: (617) Office: 124 Mt. Auburn St. #122 Recommended Text: Bazerman, M. H., & Moore, D. (2008). Judgment in managerial decision making. Hoboken, NJ: Wiley. Course Description This module addresses classic and contemporary research in trust, emotion, intuition, and morality as these factors shape negotiation and decision making. Each week, students will read and discuss several articles of background material relevant to the week's topic; examine relevant current events at the local, national, and global levels; and analyze one or more relevant problems faced by managers. Over the course of the module, students will write analyses that integrate current scientific literature with the students' own interests. These analyses will be supplemented with a presentation during the module. As a primary focus, students can expect to gain a deeper understanding of decision making processes, and develop specific plans for optimizing their own decision making. Objectives The instructor hopes to achieve two main objectives through a weekly examination and analysis of the most important scientific findings on each weekly topic: -Students will become better decision makers through an understanding of the forces that govern decision making outside of conscious awareness. -Students will become more effective negotiators by analyzing how trust, emotion, intuition, and morality shape negotiator behavior and success, and by considering how one s own actions and emotions evoke particular responses from others. Grading Weekly Thought Papers: 40 points Due the night before each class, ed to the instructor no later than 10pm Class Participation: 30 points Current Event Decision Analysis Presentation: 10 points Decision or Negotiation Analysis Final Paper: 20 points Due Tuesday, October 19 at 10pm, ed to the instructor

2 Weekly Thought Papers Each week you will be required to write a one-page, single-spaced response to the week s readings. This thought paper should pose 2 discussion questions related to the readings, and either a) apply principles from the week s readings to a short analysis of a current event; or b) contain a more general thoughtful response that touches on each of the week s readings. These are not expected to be polished papers but must reflect a clear effort on your part to understand and synthesize the broader points of the material. What are the biggest implications of the papers, in your opinion? And more importantly, how do they inform your own concerns regarding decision making and negotiation? Do you agree with the points that are being made? Will this information be useful to you outside of class, and if so, how? These papers will help to organize the class discussion around common points of interest, confusion, or concern. One late paper per student per semester will be accepted for full credit, as long as it is ed to the instructor before the week s meeting begins (i.e., 4:06pm on Tuesday). To the extent that a missed paper reflects a failure to do the week s readings, you will likely lose participation credit for the week as well. Class Participation The core of the class will revolve around learning about the latest and greatest scientific research on decision making and negotiation. In class, students will be charged with a) engaging with this work with a critical eye informed by individual experience and other expertise that you bring to the class, and b) applying this work to the types of decisions and negotiations that you face outside of class. Thus, please come to class prepared to discuss the week s topic and readings. Note that attendance is mandatory and critical for this portion of the grade. Also, please be mindful of giving everyone a chance to express their thoughts. Current Event Decision Analysis Presentation Beginning September 14, each week a student or team of students will be responsible for presenting a current event relevant to the week s topic, and explaining how the week s topic is involved in the event. These presentations can take any form, but should be limited to approximately 7-10 minutes. They are meant to be interesting and thoughtprovoking rather than extensive in their analysis. Decision or Negotiation Analysis Final Paper For your final assignment, you will write a 6-8 page (double-spaced) paper analyzing a decision or negotiation that have faced, currently face, or will face in the future. This paper should represent your final synthesis of the class material, and should cite sources that you have read during the semester. (You are also welcome, but not required, to incorporate outside sources.) Three deadlines are to be met for the paper:

3 October 4 (10pm): submit your idea via for approval. A few sentences should suffice October 10 (10pm): submit your introductory section (approximately 1-2 paragraphs) October 19 (10pm): submit your final paper APA format is preferred, but other formats will be considered. Topics and August 31: Trust, Emotion, Intuition, and Morality: An Introduction September 7: Bounded Rationality: Intuition vs. Reason in the Psychology of Choice Heuristics and biases that govern human reasoning The advantages and disadvantages of System 1 (intuitive, fast) and System 2 (effortful, slow) thinking How framing shapes choice Bazerman & Moore, Chapters 1-4 (pp. 1-82) Thaler, R. H. (Aug 21, 2010). The overconfidence problem in forecasting. The New York Times. Thaler, R. H., & Sunstein, C. R. (2008). Nudge. New Haven, CT: Yale University Press. "Introduction" Galinsky, A. D. (2004). Should you make the first offer? Negotiation Journal, 3-5. Frank, R. H. Of Hockey Players and Housing Prices New York Times, Oct 27, 2005, p Bazerman & Moore, Chapter 9: Making Rational Decisions in Negotiations Bazerman & Moore, Chapter 10: Negotiator Cognition Kahneman, D. (2003). A perspective on judgment and choice: Mapping bounded rationality. American Psychologist, 58, Johnson, E. J., & Goldstein, D. (2003). Medicine. Do defaults save lives? Science, 302, Kahneman, D., Fredrickson, B. L., Schreiber, C. A., & Redelmeier, D. A. (1993). When more pain is preferred to less: Adding a better end. Psychological Science, 4, Inbar, Y., Cone, J., & Gilovich, T. (2010). People's intuitions about intuitive insight and intuitive choice. Journal of Personality and Social Psychology, 99, Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211,

4 September 14: Emotion and Decision Making Hot and cold decision making: Advantages and disadvantages How specific emotions influence specific types of decisions Emotion and intertemporal choice: Making choices today that benefit you in the future Emotions about past decisions and the escalation of commitment Bazerman Chapter 5 Han, S., Lerner, J.S., & Keltner, D. (2007). Feelings and Consumer Decision Making: The Appraisal-Tendency Framework. Journal of Consumer Psychology. 17, DeSteno, D. (2009). Social emotions and intertemporal choice: Hot mechanisms for building social and economic capital. Current Directions in Psychological Science, 18, Cryder, C. E., Lerner, J. S., Gross, J. J., & Dahl, R. E. (2008). Misery is not miserly: Sad and self-focused individuals spend more. Psychological Science, 19, Lerner, J. S., Small, D. A., & Loewenstein, G. (2004). Heart strings and purse strings: Carry-over effects of emotions on economic decisions. Psychological Science, 15, Williams, L. A., & DeSteno, D. (2008). Pride and perseverance: The motivational role of pride. Journal of Personality and Social Psychology, 94, Williams, L. A., & DeSteno, D. (2009). Pride: Adaptive social emotion or seventh sin? Psychological Science, 20, Fredrickson, B. L. (2001). The role of positive emotions in positive psychology: The broaden-and-build theory of positive emotions. American Psychologist, 56, Oveis, C., Horberg, E. J., & Keltner, D. (2010). Compassion, pride, and social intuitions of self-other similarity. Journal of Personality and Social Psychology, 98, Bartlett, M. Y., & DeSteno, D. (2006). Gratitude and prosocial behavior: Helping when it costs you. Psychological Science, 17, Tiedens, L. Z., & Linton, S. (2001). Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. Journal of Personality & Social Psychology, 81, Lerner, J.S., Tiedens, L.Z. (2006). Portrait of the angry decision maker: How appraisal tendencies shape anger s influence on cognition. Journal of Behavioral Decision Making (Special Issue on Emotion and Decision Making), 19, September 21: Emotion, Perspective Taking, and Negotiation Emotion in social interaction: The impact of emotional expressions on others How can you create and claim value in negotiations through the expression and suppression of emotions?

5 Using perspective taking to enhance negotiation success [Video] Malhotra Negotiation Van Kleef, G. A. (2009). How emotions regulate social life: The emotions as social information (EASI) model. Current Directions in Psychological Science, 18, Neale, M. A. (2005). Emotional strategy. Negotiation Journal, 3-5. Lerner, J. S. (2005). Negotiating under the influence. Negotiation Journal, 3-5. Galinsky, A. D. (2006). The view from the other side of the table. Negotiation Journal, 3-5. Frank, R. H. (1988). Passions within reason. New York: W.W. Norton & Co. Chapter 1 ( Beyond Self-Interest, pp. 1-19). Bazerman, M. H. (2003). When self-interest is sabotage. Negotiation Journal, 3-5. Klein, K. J. K., & Hodges, S. D. (2001). Gender differences, motivation, and empathic accuracy: When it pays to understand. Personality and Social Psychology Bulletin, 27, Van Dijk, E., Van Kleef, G. A., Steinel, W., & Van Beest, I. (2008). A social functional approach to emotions in bargaining:when communicating anger pays and when it backfires. Journal of Personality and Social Psychology, 94, Steinel, W., Van Kleef, G. A., & Harinck, F. (2008). Are you talking to me?! Separating the people from the problem when expressing emotionsin negotiation. Journal of Experimental Social Psychology, 44, Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87, September 28: Power How do positions of high and low power influence decision making for better and for worse? How does power influence action? Keltner, D., Van Kleef, G. A., Chen, S., & Kraus, M. W. (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. Advances in Experimental Social Psychology, 40, Galinsky, A. D. et al. (2006). Power and perspectives not taken. Psychological Science, 17, Fast, N. J., & Chen, S. (2009). When the boss feels inadequate: Power, incompetence, and aggression. Psychological Science, Galinsky, A. D., & Magee, J. C. (2006). Power plays. Negotiation Journal, 1-4.

6 Van Kleef, G. A. et al. (2008). Power, distress, and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19, Magee, J. C. & Galinsky, A. D. (2008). Social hierarchy: The self-reinforcing nature of power and status. Academy of Management Annals, 2, Kraus, M. W., & Keltner, D. (2009). Signs of socioeconomic status: A thin-slicing approach. Psychological Science, 20, Van Kleef, G. A., De Dreu, C. K. W., Pietroni, D., & Manstead, A. S. R. (2006). Power and emotion in negotiation: Power moderates the interpersonal effects ofanger andhappiness on concession making.european Journal of Social Psychology [Thematic Issue on Social Power], 36, due Monday October 10pm: Submit your final paper idea via for approval. A few sentences should suffice. October 5: Morality in Decision Making Differences in the moral values of Conservatives and Liberals How emotions influence our sense of right and wrong Unethical actions by ethical individuals: Bounded ethicality [Video] Haidt TED Talk: Bazerman & Moore, Chapter 7 Haidt, J. (2007). The new synthesis in moral psychology. Science, 316, Horberg, E. J., Oveis, C., & Keltner, D. (forthcoming). Emotions as moral amplifiers: An appraisal-tendency approach to the influences of distinct emotions upon moral judgment. Emotion Review. Greene, J., & Haidt, J. (2002). How (and where) does moral judgment work? Trends in Cognitive Sciences, 6, Haidt, J. (2001). The emotional dog and its rational tail: A social intuitionist approach to moral judgment. Psychological Review. 108, due Sunday October 10pm: Submit your introductory section (approximately 1-2 paragraphs)

7 October 12: Trust and Deception The importance of trust in negotiations and decisions about others Detecting deception in others The role of emotion in creating trust Madoff and His Models. The New Yorker, March 23, 2009, p Ekman, P. (2007). Lies and emotions. In Emotions revealed (pp ). New York: Holt. Malhotra, D. (2004). Risky business: Trust in negotiations. Negotiation Journal, 3-5. Allred, K. G. (2004). The high cost of low trust. Negotiation Journal, 3-5. Schweitzer, M. E. (2007). Call their bluff! Detecting deception in negotiation. Negotiation Journal, 7-9. Frank, R. H. There s a Hidden Price for Being a Cheat New York Times, August 4, 2005, p Dunn, J. & Schweitzer, M. (2005), Feeling and believing: The influence of emotion on trust, Journal of Personality and Social Psychology, 88(6), Pillutla, M. M., Malhotra, D., & Murnighan, J. K. (2003). Attributions of trust and the calculus of reciprocity. Journal of Experimental Social Psychology, 39, DePaulo, B. et al. (2003). Cues to deception. Psychological Bulletin, 129, Frank, R. H. (1988). Passions within reason. New York: WW. Norton & Co. Read Chapter 3 ( A Theory of Moral Sentiments, pp ). Frank, R. H. (1988). Passions within reason. New York: W.W. Norton & Co. Read Chapter 4 ( Reputation, pp ). due Tuesday October 10pm: Submit your final paper