Details

Autor(en) / Beteiligte

• Tsay, Chia-Jung
• Shu, Lisa L.
• Bazerman, Max H.

Titel

Naïveté and Cynicism in Negotiations and Other Competitive Contexts

Ist Teil von

• The Academy of Management annals, 2011-01, Vol.5 (1), p.495-518

Ort / Verlag

Briarcliff Manor: Academy of Management

Erscheinungsjahr

2011

Link zum Volltext

Quelle

Taylor & Francis Journals Auto-Holdings Collection

Beschreibungen/Notizen

• A wealth of literature documents how the common failure to think about the self-interests of others contributes to suboptimal outcomes. Yet sometimes, an excess of cynicism appears to lead us to over-think the actions of others and make negative attributions about their motivations without sufficient cause. In the process, we may miss opportunities that greater trust might capture. We review the research on when people expect too little or too much self-interest in the intentions of others, as contrasted with rational behavior. We also discuss the antecedents and consequences of these naive and cynical errors, as well as some potential strategies to buffer against their effects and achieve better outcomes in competitive contexts. [PUBLICATION ABSTRACT]