Browsing HBS Scholarly Articles by Author "Ert, Eyal"
Now showing items 1-2 of 2
-
Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism
Ert, Eyal; Creary, Stephanie; Bazerman, Max (Cambridge University Press (CUP), 2014-05)The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can ... -
The Emergence of 'Us and Them' in 80 Lines of Code: Modeling Group Genesis in Homogeneous Populations
Gray, Kurt; Rand, David G.; Ert, Eyal; Lewis, Kevin; Hershman, Steve; Norton, Michael Irwin (SAGE Publications, 2014)Psychological explanations of group genesis often require population heterogeneity in identity or other characteristics, whether deep (e.g., religion) or superficial (e.g., eye color). We use game-theoretical agent-based ...