Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both (28 page)

BOOK: Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both
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Chapter 8

Landro, Laura. “Hospitals Own Up to Errors.”
Wall Street Journal
, August 25, 2009.

“National Practitioner Data Bank 2006 Annual Report.” U.S. Department of Health and Human Services, 2006.
http://www.npdb.hrsa.gov/​resources/​reports/​2006NPDBAnnualReport.pdf.

“The Fall of Andersen.”
Chicago Tribune
, September 1, 2002.

Barbaro, Michael, and David W. Chen. “Spitzer Rejoins Politics, Asking for Forgiveness.”
New York Times
, July 7, 2013.

“Stewart Found Guilty on All Counts in Obstruction Trial.”
CNN Money
, March 10, 2004.

Hays, Constance, and Leslie Eaton. “Stewart Found Guilty of Lying in Sale of Stock.”
New York Times
, March 5, 2004.

Collins, Scott. “Letterman Blackmail Scandal Boosts Ratings 22%.”
Los Angeles Times
, October 2, 2009.

Hylen, Stacey. “Lessons from the Ritz.”
BusinessOptimizerCoach.com
, August 11, 2010.

Denove, Chris, and James D. Power IV. “How a Recall Earned Lexus a Top Reputation.”
Automotive News
, March 27, 2006.

Abeler, Johannes, Juljana Calaki, Kai Andree, and Christoph Basek. “The Power of Apology.”
Economics Letters
107, no. 2 (2010): 233–235.

Reed, Dan. “Southwest's ‘Goodwill' Should Keep Fliers.”
USA Today
, updated December 12, 2005.

Schmeltzer, John. “Southwest Response Called Swift, Caring.”
Chicago Tribune
, December 10, 2005.

Rothman, Wilson. “Apple Gives Free Bumpers to All iPhone 4 Owners.” NBC News, July 16, 2010.

Warren, Christina. “Apple Sells 3 Million iPhone 4 Units in Three Weeks.”
Mashable
, July 16, 2010.

Manjoo, Farhad. “Here's Your Free Case, Jerk.”
Slate
, July 16, 2010.

Oliver, Sam. “Apple's $15 Settlement Checks for iPhone 4 ‘Antennagate' Begin Arriving.”
Appleinsider
, April 23, 2013.

Helmore, Edward. “The Writer, the Accident, and a Lonely End.”
The Guardian
, September 30, 2000.

Schweitzer, Maurice E., John C. Hershey, and Eric T. Bradlow. “Promises and Lies: Restoring Violated Trust.”
Organizational Behavior and Human Decision Processes
101, no. 1 (2006): 1–19.

De Waal, Frans B. M.
Peacemaking Among Primates.
Cambridge, Massachusetts: Harvard University Press, 1989, 22.

Goffman, E.
The Presentation of Self in Everyday Life.
New York: Anchor, 1959.

Camerer, Colin. Negotiation Lecture at the Wharton School and Conversation with Maurice Schweitzer, Fall 1990.

Okimoto, Tyler G., Michael Wenzel, and Kyli Hedrick. “Refusing to Apologize Can Have Psychological Benefits (and We Issue No Mea Culpa for This Research Finding).”
European Journal of Social Psychology
43, no. 1 (2013): 22–31.

Chapter 9

Reiss, Diana, and Lori Marino. “Mirror Self-Recognition in the Bottlenose Dolphin: A Case of Cognitive Convergence.”
Proceedings of the National Academy of Sciences
98, no. 10 (2001): 5937–5942.

Piaget, Jean, and Bärbel Inhelder.
The Psychology of the Child
. New York: Basic Books, 1969.

Squires, Jennifer. “Man Claiming to Have a Bomb in Watsonville Bank Gets Talked into Filling Out Loan Paperwork, Then Arrested.”
Santa Cruz Sentinel
, September 9, 2010.

Galinsky, Adam D., William W. Maddux, Debra Gilin, and Judith B. White. “Why It Pays to Get Inside the Head of Your Opponent: The Differential Effects of Perspective Taking and Empathy in Negotiations.”
Psychological Science
19, no. 4 (2008): 378–384.

Sebenius, James K. “Six Habits of Merely Effective Negotiators.”
Harvard Business Review
79, no. 4 (2001): 87–97.

Coren, Stanley. “Do People Look Like Their Dogs?”
Anthrozoos: A Multidisciplinary Journal of the Interactions of People & Animals
12, no. 2 (1999): 111–114.

Zajonc, Robert B., Pamela K. Adelmann, Sheila T. Murphy, and Paula M. Niedenthal. “Convergence in the Physical Appearance of Spouses.”
Motivation and Emotion
11, no. 4 (1987): 335–346.

Neal, David T., and Tanya L. Chartrand. “Embodied Emotion Perception: Amplifying and Dampening Facial Feedback Modulates Emotion Perception Accuracy.”
Social Psychological and Personality Science
2, no. 6 (2011): 673–678.

Chartrand, Tanya L., and John A. Bargh. “The Chameleon Effect: The Perception–Behavior Link and Social Interaction.”
Journal of Personality and Social Psychology
76, no. 6 (1999): 893.

Sanchez-Burks, Jeffrey, Caroline A. Bartel, and Sally Blount. “Performance in Intercultural Interactions at Work: Cross-Cultural Differences in Response to Behavioral Mirroring.”
Journal of Applied Psychology
94, no. 1 (2009): 216.

Maddux, William W., Elizabeth Mullen, and Adam D. Galinsky. “Chameleons Bake Bigger Pies and Take Bigger Pieces: Strategic Behavioral Mimicry Facilitates Negotiation Outcomes.”
Journal of Experimental Social Psychology
44, no. 2 (2008): 461–468.

Van Baaren, Rick B., Rob W. Holland, Kerry Kawakami, and Ad Van Knippenberg. “Mimicry and Prosocial Behavior.”
Psychological Science
15, no. 1 (2004): 71–74.

Swaab, Roderick I., William W. Maddux, and Marwan Sinaceur. “Early Words That Work: When and How Virtual Linguistic Mimicry Facilitates Negotiation Outcomes.”
Journal of Experimental Social Psychology
47, no. 3 (2011): 616–621.

Romero, Daniel, Brian Uzzi, Roderick I. Swaab, and Adam D. Galinsky. “Mimicry Is Presidential: Linguistic Style Matching and Improved Polling Numbers.”
Personality and Social Psychology Bulletin
(In press).

Wagner, Eric T. “Five Reasons 8 out of 10 Businesses Fail.”
Forbes
, September 12, 2013.

Moore, Don A., John M. Oesch, and Charlene Zietsma. “What Competition? Myopic Self-Focus in Market-Entry Decisions.”
Organization Science
18, no. 3 (2007): 440–454.

Jeffries, Stuart. “Flying High.”
The Guardian
, September 3, 2007.

Santoso, Alex. “5 Dubious Moments in Olympics History.”
Neatorama
, August 21, 2008.

Simonsohn, Uri. “eBay's Crowded Evenings: Competition Neglect in Market Entry Decisions.”
Management Science
56, no. 7 (2010): 1060–1073.

Liljenquist, Katie A., and Adam D. Galinsky. “Turn Your Adversary into Your Advocate.”
Negotiation Newsletter
10 (2007): 4–6.

Brooks, Alison Wood, Francesca Gino, and Maurice E. Schweitzer. “Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence.”
Management Science
(2015).

Baer, Markus, and Graham Brown. “Blind in One Eye: How Psychological Ownership of Ideas Affects the Types of Suggestions People Adopt.”
Organizational Behavior and Human Decision Processes
118, no. 1 (2012): 60–71.

Parker, Ryan. “Five Injured by Turbulence on Flight from Denver to Billings.”
Denver Post
, February 17, 2014.

Lublin, Joann S. “Bosses' Small Gestures Send Big Signals.”
Wall Street Journal
, December 2, 2010.

Ford, Dana. “Samuel L. Jackson Scolds Reporter: ‘I'm Not Laurence Fishburne!' ” CNN, updated February 10, 2014.

Ryland, Amber. “Paula Deen Admits Using the N-Word & Making Racial Jokes in Explosive Deposition.”
Radar Online
, June 18, 2013.

Norton, Michael I., Samuel R. Sommers, Evan P. Apfelbaum, Natassia Pura, and Dan Ariely.

Color Blindness and Interracial Interaction: Playing the Political Correctness Game.”
Psychological Science
17, no. 11 (2006): 949–953.

Apfelbaum, Evan P., Samuel R. Sommers, and Michael I. Norton. “Seeing Race and Seeming Racist? Evaluating Strategic Colorblindness in Social Interaction.”
Journal of Personality and Social Psychology
95, no. 4 (2008): 918.

Wegner, Daniel M., David J. Schneider, Samuel R. Carter, and Teri L. White. “Paradoxical Effects of Thought Suppression.”
Journal of Personality and Social Psychology
53, no. 1 (1987): 5.

Galinsky, Adam D., and Gordon B. Moskowitz. “Perspective-Taking: Decreasing Stereotype Expression, Stereotype Accessibility, and In-Group Favoritism.”
Journal of Personality and Social Psychology
78, no. 4 (2000): 708.

Todd, Andrew R., Galen V. Bodenhausen, Jennifer A. Richeson, and Adam D. Galinsky. “Perspective Taking Combats Automatic Expressions of Racial Bias.”
Journal of Personality and Social Psychology
100, no. 6 (2011): 1027.

Blatt, Benjamin, Susan F. LeLacheur, Adam D. Galinsky, Samuel J. Simmens, and Larrie Greenberg. “Does Perspective-Taking Increase Patient Satisfaction in Medical Encounters?”
Academic Medicine
85, no. 9 (2010): 1445–1452.

Long, Edgar, and David W. Andrews. “Perspective Taking as a Predictor of Marital Adjustment.”
Journal of Personality and Social Psychology
59, no. 1 (1990): 126.

Long, Edgar. “Maintaining a Stable Marriage: Perspective Taking as a Predictor of a Propensity to Divorce.”
Journal of Divorce & Remarriage
21, no. 1–2 (1994): 121–138.

Pierce, Jason R., Gavin J. Kilduff, Adam D. Galinsky, and Niro Sivanathan. “From Glue to Gasoline: How Competition Turns Perspective Takers Unethical.”
Psychological Science
(2013): 0956797613482144.

Glad, Betty, and Olin D. Johnston. “Carter's Greatest Legacy: The Camp David Negotiations.” PBS, updated November 11, 2002.

Swaab, Roderick I., Adam D. Galinsky, Victoria Medvec, and Daniel A. Diermeier. “The Communication Orientation Model: Explaining the Diverse Effects of Sight, Sound, and Synchronicity on Negotiation and Group Decision-Making Outcomes.”
Personality and Social Psychology Review
16, no. 1 (2012): 25–53.

Chapter 10

Seelye, Katharine. “Enigmatic Jobless Man Prepares Senate Campaign.”
New York Times
, July 10, 2010.

Krosnick, Jon A., Joanne M. Miller, and Michael P. Tichy. “An Unrecognized Need for Ballot Reform: Effects of Candidate Name Order.”
Rethinking the Vote: The Politics and Prospects of American Election Reform
, edited by Ann N. Crigler, Marion R. Just, and Edward J. McCaffery. New York: Oxford University Press, 2004.

“Bush Claims Victory; Gore Fights On.” ABC News, November 26, 2000.

Danziger, Shai, Jonathan Levav, and Liora Avnaim-Pesso. “Extraneous Factors in Judicial Decisions.”
Proceedings of the National Academy of Sciences
108, no. 17 (2011): 6889–6892.

Bruine de Bruin, Wändi. “Save the Last Dance for Me: Unwanted Serial Position Effects in Jury Evaluations.”
Acta Psychologica
118, no. 3 (2005): 245–260.

Page, Lionel, and Katie Page. “Last Shall Be First: A Field Study of Biases in Sequential Performance Evaluation on the Idol Series.”
Journal of Economic Behavior & Organization
73, no. 2 (2010): 186–198.

“Lysacek Wins Gold, but Debate Rages.” ESPN, February 19, 2010.

Carney, Dana R., and Mahzarin R. Banaji. “First Is Best.”
PlOS One
7, no. 6 (2012): e35088.

Mantonakis, Antonia, Pauline Rodero, Isabelle Lesschaeve, and Reid Hastie. “Order in Choice Effects of Serial Position on Preferences.”
Psychological Science
20, no. 11 (2009): 1309–1312.

Krueger, D. “And the Last Shall Be First: Zero Position Effect in Martial Arts Competition.” Working paper (2008).

Tversky, Amos, and Daniel Kahneman. “Judgment Under Uncertainty: Heuristics and Biases.”
Science
185, no. 4157 (1974): 1124–1131.

Loschelder, David D., Roderick I. Swaab, Roman Trötschel, and Adam D. Galinsky. “The First-Mover
Dis
advantage: The Folly of Revealing Compatible Preferences.”
Psychological Science
(2014): 0956797613520168.

Strack, Fritz, and Thomas Mussweiler. “Explaining the Enigmatic Anchoring Effect: Mechanisms of Selective Accessibility.”
Journal of Personality and Social Psychology
73, no. 3 (1997): 437.

Galinsky, Adam D., and Thomas Mussweiler. “First Offers as Anchors: The Role of Perspective-Taking and Negotiator Focus.”
Journal of Personality and Social Psychology
81, no. 4 (2001): 657.

Gunia, Brian C., Roderick I. Swaab, Niro Sivanathan, and Adam D. Galinsky. “The Remarkable Robustness of the First-Offer Effect: Across Cultures, Power, and Issues.”
Personality and Social Psychology Bulletin
39 (2013): 1547–1558.

Dell, Donald, and John Boswell.
Never Make the First Offer (Except When You Should): Wisdom from a Master Dealmaker
. New York: Portfolio/Penguin, 2009.

McCannon, Bryan C., and John B. Stevens. “Deal Making in
Pawn Stars
: Testing Theories of Bargaining.”
JNABET
2 (2013): 62.

Wiley, Elizabeth A., Malia F. Mason, and Adam D. Galinsky. “When Going First Leaves You with Less.” Working paper (2015).

Loschelder, David D., Roderick I. Swaab, Roman Trötschel, and Adam D. Galinsky. “The First-Mover
Dis
advantage: The Folly of Revealing Compatible Preferences.”
Psychological Science
25, no. 4 (2014): 954–962.

Sinaceur, Marwan, William W. Maddux, Dimitri Vasiljevic, Ricardo Perez Nückel, and Adam D. Galinsky. “Good Things Come to Those Who Wait: Late First Offers Facilitate Creative Agreements in Negotiation.”
Personality and Social Psychology Bulletin
39, no. 6 (2013): 814–825.

Bowles, Hannah Riley, Linda Babcock, and Lei Lai. “Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask.”
Organizational Behavior and Human Decision Processes
103, no. 1 (2007): 84–103.

Northcraft, Gregory B., and Margaret A. Neale. “Experts, Amateurs, and Real Estate: An Anchoring-and-Adjustment Perspective on Property Pricing Decisions.”
Organizational Behavior and Human Decision Processes
39, no. 1 (1987): 84–97.

Mussweiler, Thomas, Fritz Strack, and Tim Pfeiffer. “Overcoming the Inevitable Anchoring Effect: Considering the Opposite Compensates for Selective Accessibility.”
Personality and Social Psychology Bulletin
26, no. 9 (2000): 1142–1150.

Galinsky, Adam D. “Should You Make the First Offer?”
Negotiation
7 (2004): 1–4.

“Debt Ceiling: Timeline of Deal's Development.” CNN, August 2, 2011.

Chait, Jonathan. “Obama's Dangerous Credibility Problem.”
The New Republic
, July 6, 2011.

Mason, Malia F., Alice J. Lee, Elizabeth A. Wiley, and Daniel R. Ames. “Precise Offers Are Potent Anchors: Conciliatory Counteroffers and Attributions of Knowledge in Negotiations.”
Journal of Experimental Social Psychology
49, no. 4 (2013): 759–63.

Jerez-Fernandez, Alexandra, Ashley N. Angulo, and Daniel M. Oppenheimer. “Show Me the Numbers: Precision as a Cue to Others' Confidence.”
Psychological Science
25, no. 2 (2014): 633–635.

Loschelder, David D., Johannes Stuppi, and Roman Trötschel. “ ‘
€
14,875?!': Precision Boosts the Anchoring Potency of First Offers.”
Social Psychological and Personality Science
5, no. 4 (2014): 491–499.

Lee, Alice, David D. Loschelder, Malia F. Mason, Martin Schweinsberg, and Adam. D. Galinsky. “Precise First Offers Create Barriers to Entry.” Working paper (2015).

Ames, Daniel R., and Malia F. Mason. “Tandem Anchoring: Informational and Politeness Effects of Range Offers in Social Exchange.”
Journal of Personality and Social Psychology
108.2 (2015): 254.

Leonardelli, Geoffrey, Jun Gu, Geordie McRuer, Adam D. Galinsky, Victoria Husted Medvec. “Negotiating with a Velvet Hammer: Multiple Equivalent Simultaneous Offers.” Working paper (2015).

Schweinsberg, Martin, Gillian Ku, Cynthia S. Wang, and Madan M. Pillutla. “Starting High and Ending with Nothing: The Role of Anchors and Power in Negotiations.”
Journal of Experimental Social Psychology
48, no. 1 (2012): 226–231.

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