Decision making, negotiations, group dynamics, behavioral game theory, trust, fairness, team building, ethics, and emotions
Home Faculty and Research J. Keith Murnighan
J. Keith Murnighan
MANAGEMENT & ORGANIZATIONS
Harold H. Hines Jr. Professor of Risk Management
J. Keith Murnighan is the Harold H. Hines Jr. Professor of Risk Management at the Kellogg School of Management, Northwestern University. He earned his Ph.D. and MS degrees in social psychology and a BS in psychology from Purdue University. Prior to joining Kellogg in 1996, he taught at the Universities of Illinois and British Columbia. He has had visiting appointments at the London Business School, the Center for Advanced Study in the Behavioral Sciences at Stanford, the University of Warwick, Ecole Superieure des Sciences Economiques et Commerciales (ESSEC), and the Fuqua School of Business at Duke University. He teaches in Kellogg's Executive MBA programs here and in Hong Kong, Germany, Toronto, and Miami. His courses address leadership, negotiation, team building, decision-making, trust, and conflict.
Ethics
Group Decision-Making
Group Dynamics
Leadership
Leading High-Impact Teams
Negotiations
Psychology
Risk Management
Teams
Professor Murnighan has received numerous awards including the Top Faculty Member Award from the Kellogg-Hong Kong Executive MBA program, Teaching Excellence Awards from the University of Illinois and the University of British Columbia, and the Professor of the Year Award from the MBA Association at the University of Illinois. In 2006 he received the Distinguished Educator Award from the Academy of Management, a Career Achievement award.
His research has been published in many different journals, in organizational behavior, psychology, and economics. His recent books include The Art of High-Stakes Decision-Making: Tough Calls in a Speed-Driven World (with John Mowen; John Wiley & Sons, 2002) and Social Psychology and Economics (with David De Cremer and Marcel Zeelenberg: Lawrence Erlbaum, 2006).
Professor Murnighan teaches regularly in executive programs in the US, Canada, the Middle East, Asia, and Europe. He is an active consultant and trainer and has worked with several major corporations, including the American Dental Association, Aon, Caterpillar, CDW, Jefferson Wells, Kraft, the Metro Achievement Center, Motorola, National Wildlife Federation, Pfizer, and the Young Presidents Organization, among others.
Areas of Expertise
DiversityEthics
Group Decision-Making
Group Dynamics
Leadership
Leading High-Impact Teams
Negotiations
Psychology
Risk Management
Teams
- Recent Media Coverage
The Boston Globe: The lying game - 10/18/2009
South China Morning Post: Educator revels in his role as provocateur - 6/7/2009
The Globe and Mail: Thanks for sharing: You set a good example - 4/3/2009
The Economist: What's in the journals, January 2009: One born every day - 1/28/2009
See all Kellogg in the Media
- Recent Kellogg News
Full speed ahead - 10/2/2009
Change leadership - 1/19/2009
See all Kellogg News
Education
PhD, 1974, Social Psychology, Purdue UniversityMS, 1972, Social Pyschology, Purdue UniversityBA, 1970, Psychology, Purdue University
Academic Positions
Harold H. Hines Jr. Distinguished Professor of Risk Management, Kellogg School of Management, Northwestern University, 1996-presentVisiting Professor, Guanghua School of Business, Beijing University, 2002-2002Associate Editor, Administrative Science Quarterly, 1994-1998W. J. Van Dusen Distinguished Professor, Commerce and Business Adminstration, University of British Columbia, 1993-1996Assistant, Associate, and Full Professor, Business Administration, University of Illinois Urbana-Champaign, 1974-1993Director, Insitute on Negotiation and Dispute Resolution, Center for Advanced Study in the Behavioural Sciences, 1992-1992Visiting Scholar, Kellogg School of Management, Northwestern University, 1991-1991Fellow, Center for Advanced Study in the Behavioural Sciences, 1990-1990Visiting Professor, Fuqua School of Business, Duke University, 1986-1988Visiting Professor, Ecole Superieure des Sciences Economiques et Commerciales, 1984-1984Research Professor, Bureau of Economic and Business Research, University of Illinois Urbana-Champaign, 1983-1984Visiting Professor, Department of Business Studies, University of Warwick, 1981-1981Research Associate, Center for Advanced Study, University of Illinois Urbana-Champaign, 1975-1976Graduate Research and Teaching Assistant, Purdue University, 1970-1974
Editorial Positions
Editorial Board, Social Influence, 2009-presentEditorial Board, Academy of Mgmt Learning and Education, 2008-2010Editorial Board, Administrative Science Quarterly, 1998-2010Editorial Board, Journal of Conflict Resolution, 2007-2010Editorial Board, Journal of Management Inquiry, 1994-2010Editorial Board, Management and Organization Review, 2003-2010Editorial Board, Negotiations and Conflict Management Research, 2006-2010Editorial Board, Organizational Behavior and Human Decision Processes, 2004-2010Associate Editor, Social Justice Research, 2007-2010Editorial Board, International Journal of Conflict Management, 1990-2001Guest Editor, Journal of Economic BEhavior and Organization, 1999Associate Editor, Administrative Science Quarterly, 1994-1998Editorial Board, Administrative Science Quarterly, 1991-1994
Research Interests
Articles
Wang, Cynthia, Adam D. Galinsky and J. Keith Murnighan. Forthcoming. Bad Drives Evaluations but Good Propels Behavior: Reactions to Honesty and Deception. Phychological Science.
Cohen, Taya, Brian Gunia, Sun Young Kim-Jun and J. Keith Murnighan. 2009. Do groups lie more than individuals? Honesty & deception as a function of strategic self-interest. Journal of Experimental Social Psychology.
Sivanathan, Niro, Robert B. Lount, Chen-Bo Zhong and J. Keith Murnighan. 2008. Getting Off on the Wrong Foot: Restoring Trust and the Timing of a Breach.
Sivanathan, Niro, Madan M. Pillutla and J. Keith Murnighan. 2008. Power Gained, Power Lost. Organizational Behavior and Human Decision Processes. 105(2): 135-146.
Malhotra, Deepak, Gillian Ku and J. Keith Murnighan. 2008. When winning is everything. Harvard Business Review. 86(5): 78-86.
Weber, J. Mark and J. Keith Murnighan. 2008. Suckers or Saviors? Consistent Contributors in Social Dilemmas. Journal of Personality and Social Psychology. 95: 1340-1353.
Zhong, Chen-Bo, Jeffrey Loewenstein and J. Keith Murnighan. 2007. Speaking the Same Language: The Cooperative Effects of Labeling in the Prisoners' Dilemma. Journal of Conflict Resolution. 51(3): 431-456.
Ku, Gillian, Adam D. Galinsky and J. Keith Murnighan. 2006. Starting Low but Ending High: A Reversal of the Anchoring Effect in Auctions. Journal of Personality and Social Psychology. 90(6): 975-986.
Lau, Dora C. and J. Keith Murnighan. 2005. Interactions within Groups and Subgroups: The Effects of Demographic Faultlines. Academy of Management Journal. 48(4): 645-659.
Ku, Gillian, Deepak Malhotra and J. Keith Murnighan. 2005. Towards a competitive arousal model of decision making: a study of auction fever in live and internet auctions. Organizational Behavior and Human Decision Processes. 96(2): 89-103.
Pillutla, Madan M., Deepak Malhotra and J. Keith Murnighan. 2003. Attributions of Trust and the Calculus of Reciprocity. Journal of Experimental Social Psychology. 39(5): 448-455.
Croson, Rachel T.A., Terry L. Boles and J. Keith Murnighan. 2003. Cheap Talk in Bargaining Experiments: Lying and Threats in Ultimatum Games. Journal of Economic Behavior & Organization. 51(2): 143-159.
Oesch, John M. and J. Keith Murnighan. 2003. Egocentric Perceptions of Relationship, Competence, and Trustworthiness on Salary Allocation Choices. Social Justice Research. 16(1): 53-78.
Pillutla, Madan M. and J. Keith Murnighan. 2003. Fairness in Bargaining. Social Justice Research. 16(3): 241-262.
Murnighan, J. Keith. 2002. A Very Extreme Case of the Dollar Auction. Journal of Management Education. 26(1): 56-69.
Murnighan, J. Keith. 2002. The Delights of History, the Thrill of the Present, and Hopes for the Future: Looking at a New Millennium for the Field of Organizational Behavior-Observations, Reflections, and Anticipation. Journal of Management Inquiry. 11: 13-15.
Malhotra, Deepak and J. Keith Murnighan. 2002. The effects of formal and informal contracts on interpersonal trust. Administrative Science Quarterly. 47(3): 534-559.
Bottom, William P., Kevin W. Gibson, Steven E. Daniels and J. Keith Murnighan. 2002. When talk is not cheap: Substantive penance and expressions of intent in the reestablishment of cooperation. Organization Science. 13(5): 497-513.
Murnighan, J. Keith. 2001. Guest Introduction: Images of a New Time, 2000. Journal of Management Inquiry. 10(2): 128.
Murnighan, J. Keith, John M. Oesch and Madan M. Pillutla. 2001. Player Types and Self Impression Management In Dictatorship Games: Two Experiments. Games and Economic Behavior. 37(2): 388-414.
Lee, Julie Anne and J. Keith Murnighan. 2001. The empathy-prospect model and the choice to help. Journal of Applied Social Psychology. 31(4): 816-839.
Boles, Terry L., Rachel T.A. Croson and J. Keith Murnighan. 2000. Deception and Retribution in Repeated Ultimatum Bargaining. Organizational Behavior and Human Decision Processes. 83(2): 235-259.
Ventresca, Marc J. and J. Keith Murnighan. 1999. A Review Essay: Non-Rational Aspects of Organizational Decision Making. Administrative Science Quarterly. 44(4): 832-837.
Moore, Don A. and J. Keith Murnighan. 1999. Alternative Models of the Future of the Social Psychology of Negotiations. Negotiation Journal. 15(4): 347-353.
Ventresca, Marc J. and J. Keith Murnighan. 1999. Book Review of "Debating Rationality: Non-rational Aspects of Organizational Decision Making" edited by Jennifer Halpern and Robert Stern. Administrative Science Quarterly. 44(4): 832-837.
Murnighan, J. Keith and Thomas W. Ross. 1999. Editorial: On the Collaborative Potential of Psychology and Economics. Journal of Economic Behavior & Organization. 39(1): 1-10.
Murnighan, J. Keith. 1999. Fair Division: From Cake-Cutting to Dispute Resolution. Review Essay. Social Justice Research. 12(2): 149-162.
Gibson, Kevin W., William P. Bottom and J. Keith Murnighan. 1999. Once Bitten: Defection and Reconciliation in a Cooperative Enterprise. Business Ethics Quarterly. 9(1): 69-85.
Murnighan, J. Keith, Linda Babcock, Leigh Thompson and Madan M. Pillutla. 1999. The Information Dilemma in Negotiations: Effects of Experience, Incentives, and Integrative Potential. International Journal of Conflict Management. 10(4): 313-339.
Lau, Dora C. and J. Keith Murnighan. 1998. Demographic Diversity and Faultlines: The Compositional Dynamics of Organizational Groups. Academy of Management Review. 23(2): 325-340.
Murnighan, J. Keith and Michael Scott Saxon. 1998. Ultimatum bargaining by children and adults. Journal of Economic Psychology. 19(4): 415-445.
Kim, Jae Wook and J. Keith Murnighan. 1997. The effects of connectedness and self interest in the organizational volunteer dilemma. International Journal of Conflict Management. 8(1): 32-51.
Parks, Judi McLean, Terry L. Boles, Donald E. Conlon, Eros DeSouza, Wallace Gatewood, Kevin W. Gibson, Jennifer J. Halpern, Don C. Locke, Jamie C. Nekich, Paul G. Straub, George Wilson and J. Keith Murnighan. 1996. Distributing adventitious outcomes: Social norms, egocentric martyrs, and the effects on future relationships. Organizational Behavior and Human Decision Processes. 67(2): 181-200.
Foreman, Peter and J. Keith Murnighan. 1996. Learning to avoid the winner's curse. Organizational Behavior and Human Decision Processes. 67(2): 170-180.
Pillutla, Madan M. and J. Keith Murnighan. 1996. Unfairness, anger, and spite: Emotional rejections of ultimatum offers. Organizational Behavior and Human Decision Processes. 68(3): 208-224.
Straub, Paul G. and J. Keith Murnighan. 1995. An experimental investigation of ultimatums: Common knowledge, fairness, expectations, and lowest acceptable offers. Journal of Economic Behavior and Organization. 27(3): 345-364.
Pillutla, Madan M. and J. Keith Murnighan. 1995. Being fair or appearing fair: Strategic behavior in ultimatum bargaining. Academy of Management Journal. 38(5): 1408-1426.
Conlon, Donald E., Peter J. Carnevale and J. Keith Murnighan. 1994. Intravention: Third party intervention with clout. Organizational Behavior and Human Decision Processes. 57(3): 387-410.
Lim, Stephen Ghee-Soon and J. Keith Murnighan. 1994. Phases, deadlines, and the bargaining process. Organizational Behavior and Human Decision Processes. 58(2): 153-171.
Kahn, Lawrence M. and J. Keith Murnighan. 1993. A general experiment on bargaining in demand games with outside options. American Economic Review. 83(5): 1260-1280.
Kahn, Lawrence M. and J. Keith Murnighan. 1993. Conjecture, uncertainty, and cooperation in prisoner's dilemma games: Some experimental evidence. Journal of Economic Behavior and Organization. 22(1): 91-117.
Murnighan, J. Keith, Jae Wook Kim and A. Richard Metzger. 1993. The volunteer dilemma. Administrative Science Quarterly. 38(4): 515-538.
Murnighan, J. Keith. 1991. Cooperating when you know your outcomes will differ. Simulation and Gaming. 22(4): 463-475.
Bettenhausen, Kenneth and J. Keith Murnighan. 1991. Developing and challenging a group norm: Interpersonal cooperation and structural competition. Administrative Science Quarterly. 36(1): 20-35.
Murnighan, J. Keith and Donald E. Conlon. 1991. The dynamics of intense work groups: A study of British string quartets. Administrative Science Quarterly. 36(2): 165-186.
Murnighan, J. Keith and Max H. Bazerman. 1990. A perspective on negotiation research in accounting and auditing. Accounting Review. 65(3): 642-657.
Murnighan, J. Keith, Alvin E. Roth and Francoise Schoumaker. 1988. Risk Aversion in bargaining: An experimental study. Journal of Risk and Uncertainty. 1(1): 101-124.
Roth, Alvin E., J. Keith Murnighan and Francoise Schoumaker. 1988. The deadline effect in bargaining: Some experimental evidence. American Economic Review. 78(4): 806-823.
Murnighan, J. Keith, Alvin E. Roth and Francoise Schoumaker. 1987. Risk Aversion and Bargaining: Some Preliminary Experimental Results. European Economic Review. 31(1-2): 265-271.
Wagner, John A. and J. Keith Murnighan. 1986. Nuts and dilemmas: A research note. Behavioral Science. 31(4): 254-259.
Murnighan, J. Keith. 1986. The structure of mediation and intravention: Comments on Carnevale's strategic choice model. Negotiation Journal. 2(4): 351-356.
Murnighan, J. Keith. 1985. Coalitions in decision-making groups: Organizational analogs. Organizational Behavior and Human Decision Processes. 35(1): 1-26.
Bettenhausen, Kenneth and J. Keith Murnighan. 1985. The emergence of norms in competitive decision making groups. Administrative Science Quarterly. 30(3): 350-372.
Albers, Wulf, Helmut Crott and J. Keith Murnighan. 1985. The formation of blocs in an experimental study of coalition formation. Journal of Occupational Behavior. 6(1): 33-48.
Bartunek, Jean M. and J. Keith Murnighan. 1984. Reflecting on the Nominal Group Technique: Altering the basic procedure and its underlying assumptions. Group and Organization Studies. 9(3): 417-432.
Murnighan, J. Keith. 1983. Discussions with British string quartets: A preliminary report. American Ensemble. 6(3): 10-11.
Murnighan, J. Keith and Alvin E. Roth. 1983. Expecting continued play in prisoner's dilemma games: A test of several models. Journal of Conflict Resolution. 27(2): 297-300.
Murnighan, J. Keith. 1982. Book Review of "The Social Psychology of Power" by Sik Hong Ng. British Journal of Social Psychology. 21: 73-74.
Murnighan, J. Keith. 1982. Evaluating theoretical predictions in the social sciences: Coalition theories and other models. Behavioral Science. 27(2): 125-130.
Boje, David M. and J. Keith Murnighan. 1982. Group Confidence Pressures in Iterative Decisions. Management Science. 28(10): 1187-1196.
Roth, Alvin E. and J. Keith Murnighan. 1982. The Role of Information in Bargaining: An Experimental Study. Econometrica. 50(5): 1123-1142.
Murnighan, J. Keith. 1981. Defectors, vulnerability and relative power: Some causes and effects of leaving a stable coalition. Human Relations. 34(7): 589-609.
Murnighan, J. Keith. 1981. Group decision making: What strategies should you use?. Management Review. 70(2): 55-62.
Roth, Alvin E., Michael W.K. Malouf and J. Keith Murnighan. 1981. Sociological versus strategic variables in bargaining. Journal of Economic Behavior and Organization. 2(2): 153-178.
Murnighan, J. Keith. 1981. Training independent social scientist. Exchange, The Organizational Behavior Teaching Journal. 6(3): 9-11.
Murnighan, J. Keith and Alvin E. Roth. 1980. The effects of group size and communication availability on coalition bargaining in a veto game. Journal of Personality and Social Psychology. 39(1): 92-103.
Murnighan, J. Keith and Eugene Szwajkowski. 1979. Coalition bargaining in four games that include a veto player. Journal of Personality and Social Psychology. 37(11): 1933-1946.
Castore, Carl H. and J. Keith Murnighan. 1978. Determinants of support for group decisions. Organizational Behavior and Human Performance. 22(1): 75-92.
Roth, Alvin E. and J. Keith Murnighan. 1978. Equilibrium behavior and repeated play in prisoners' dilemma games. Journal of Mathematical Psychology. 17(2): 189-198.
Murnighan, J. Keith and Alvin E. Roth. 1978. Large group bargaining in a characteristic function game. Journal of Conflict Resolution. 22(2): 299-317.
Murnighan, J. Keith. 1978. Models coalition behavior: Game theoretic, social psychological and political perspectives. Pyschological Bulletin. 85(5): 1130-1153.
Murnighan, J. Keith. 1978. Strength and weakness in four coalition situations. Behavioral Science. 23(3): 195-208.
Murnighan, J. Keith and Alvin E. Roth. 1977. The effects of communication and information availability in an experimental study of a three-person game. Management Science. 23(12): 1336-1348.
Murnighan, J. Keith, Samuel S. Komorita and Eugene Szwajkowski. 1977. Theories of Coalition Formation and the Effects of Reference Groups. Journal of Experimental Social Psychology. 13(2): 166-181.
Moskowitz, Herbert and J. Keith Murnighan. 1976. Information centralization of organizational information structures via reports of exceptions. Journal of Business Research. 4(2): 145-162.
Murnighan, J. Keith and Thomas K. Leung. 1976. The effects of leadership involvement and the importance of the task on subordinates' performance. Organizational Behavior and Human Performance. 17(2): 229-310.
Moskowitz, Herbert and J. Keith Murnighan. 1975. An experimental study of centralized information in a financial organization. Omega. 3(2): 229-233.
Murnighan, J. Keith and Carl H. Castore. 1975. An experimental test of three choice shift hypotheses. Memory and Cognition. 3: 171-174.
Working Papers
Zhong, Chen-Bo, Gillian Ku, Robert B. Lount and J. Keith Murnighan. 2009. Compensatory Ethics.
Ku, Gillian, Adam D. Galinsky and J. Keith Murnighan. 2009. Arousal, Interest and Auction Bidders.
Wang, Long and J. Keith Murnighan. 2009. On the Folly of Rewarding A+, While Only Needing A: The Tredeoff between Jacks of All Trades and Masters of One.
Huang, Li and J. Keith Murnighan. 2009. Automatic Trust.
Jordan, Jennifer, Elizabeth Mullen and J. Keith Murnighan. 2009. Moral Miscreants and Immoral Angels: A Model of Moral Equilibrium.
Levin, Daniel Z., Jorge Walter and J. Keith Murnighan. 2009. Dormant Ties: The Value of Reconnecting.
Molden, Daniel C., Gale M. Lucas, Samantha Topper and J. Keith Murnighan. 2009. Motivating Sacrifice: Promotion-or-Prevention-focused Interpersonal Choices.
Murnighan, J. Keith. 2009. Amazing Outcomes of the $20 Auction.
Wang, Long and J. Keith Murnighan. 2009. On the Duality of Greed.
Kern, Mary C., Gillian Ku and J. Keith Murnighan. 2009. Cross-cultural Norms and Values in Competitive Decision Making.
Halevy, Nir, J. Keith Murnighan. 2009. Making Sense of Contentious Interdependence: The Conflict Templates Model.
Murnighan, J. Keith. 2009. Honesty Pays: The Strategic Dynamics of Coalition Bargaining.
Kennedy, Mark and J. Keith Murnighan. 2007. Should I Stay or Should I Go? Competence and Identity in Strategic Decisions..
Weber, J. Mark and J. Keith Murnighan. 2007. The consistent contributor effect: A solution to the cooperation problem in groups..
Zhong, Chen-Bo, Gillian Ku, Robert B. Lount and J. Keith Murnighan. 2005. Contemplation and the Effects of Sequential Ethical Decision Making.
Kern, Mary C., Gillian Ku and J. Keith Murnighan. 2004. Cross-Cultural and Normative Forces in Norm Formation.
Kennedy, Mark and J. Keith Murnighan. 2004. Identity and Competence in Risky Decisions: Using What You Know to Protect Who You Are.
Oesch, John M. and J. Keith Murnighan. 2004. Managing Prima Donnas.
Pillutla, Madan M. and J. Keith Murnighan. 2004. Power Lost or Power Gained: Egocentric Action and Inconsistent Perceptions.
Malhotra, Deepak and J. Keith Murnighan. 2004. Strategies, trust, and consequences in repeated, finite prisoners' dilemma games.
Weber, J. Mark and J. Keith Murnighan. 2004. The consistent contribution solution to the cooperation problem.
Book Chapters
Murnighan, J. Keith. "A General Model for Experimental Inquiry in Economics and Social Psychology." edited by A. Caplin, G. Frechette and A. Schotter.
Gibson, Kevin W. and J. Keith Murnighan. "From Theory to Practice: Messick and Morality." edited by R. Kramer, A. Tenbrunsel and M Bazerman, Psychology Press.
Murnighan, J. Keith. 2008. "Fairness in ultimatum bargaining." In Handbook of Experimental Economic Results, edited by Charles Plott, Vernon Smith, Elsevier.
Kahn, Lawrence M. and J. Keith Murnighan. 2008. "Payoff uncertainty and cooperation in finitely-repeated prisoner's dilemma games." In Handbook of Experimental Economic Results, edited by Charles Plott, Vernon Smith, Elsevier.
De Cremer, David, Marcel Zeelenberg and J. Keith Murnighan. 2006. "Social animals and economic beings: On unifying social psychology and economics." In Social Psychology and Economics, edited by DeCreemer, D.Zeelenberg, Murnighan, J.K., 3-16. Mahwah, NJ: Lawrence Erlbaum Associates.
Murnighan, J. Keith. 2005. "Models of coalition behavior: Game theoretic, social psychological and political perspectives." In Negotiation, Decision Making, and Conflict Management, edited by M.H. Bazerman, vol. 3, Cheltenham Glos, UK: Edward Elgar Publishers.
Murnighan, J. Keith, Jae Wook Kim and A. Richard Metzger. 2005. "The volunteer dilemma." In Negotiation, Decision Making, and Conflict Management, edited by M.H. Bazerman, vol. 3, Cheltenham Glos, UK: Edward Elgar Publishers.
Weber, J. Mark, Deepak Malhotra and J. Keith Murnighan. 2004. "Normal acts of irrational trust, motivated attributions, and the process of trust development.." In Research in Organizational Behavior, edited by Roderick M. Kramer and Barry Staw, vol. 26, 75-102. Elsevier/JAI.
Cantelon, Debra A., Tal Elyashiv and J. Keith Murnighan. 2001. "Bounded personal ethics and the tap dance of real estate agency." In Advances in Qualitative Organizational Research, edited by J. Wagner III, J. M. Bartunek, and K. D. Elsbach, vol. 3, New York: Elsevier/JAI.
Murnighan, J. Keith. 1996. "Revising and resubmitting: Author emotions, editor roles, and the value of dialogue." In Rhythms of Academic Life, edited by P.J. Frost and S. Taylor, 135-142. Thousand Oaks, CA: Sage.
Murnighan, J. Keith. 1995. "Coalition formation. Consense. Exchange relations. Game Theory. Group cohesiveness. Prisoners' dilemma. Reciprocity.." In A Dictionary of Organizational Behavior, edited by Nigel Nicholson, 63-64, 100, 170, 187-189, 199, 443-444, 470. Oxford, UK: Blackwell.
Murnighan, J. Keith. 1995. "Coalition formation. Reciprocity.." In Encyclopedia of Management, edited by C.L. Cooper and C. Argyris, 81, 545. Oxford, UK: Blackwell.
Murnighan, J. Keith and Madan M. Pillutla. 1995. "Fairness and self-interest: Asymmetric moral imperatives in ultimatum bargaining." In Negotiation as a Social Process, edited by R. Kramer and D. Messick, 240-267. Thousand Oaks, CA: Sage.
Murnighan, J. Keith. 1994. "Game theory and organizational behavior." In Research in Organizational Behavior, edited by B.M. Staw and L.L. Cummings, vol. 16, 83-123. Greenwich, CN: JAI Press.
Murnighan, J. Keith and Kenneth Bettenhausen. 1994. "The emergence of norms in competitive decision-making groups." In Group Management: Current Issues in Practice and Research, edited by C.J.G. Gersick, 463-487. New York, NY: Dartmouth Publishing Company.
Murnighan, J. Keith. 1993. "Theory and research in social psychology and organizations." In Social Psychology in Organizations: Advances in Theory and Research, edited by J.K. Murnighan, Englewood Cliffs, NJ: Prentice-Hall.
Murnighan, J. Keith and Thomas R. King. 1993. "Using leverage in asymmetric dilemmas: Alternation and cooperation in complex mixed motive conflict." In A Social Psychological Approach to Social Dilemmas, edited by W. Liebrand, D. Messick, and H. Wile, 163-182. Oxford, UK: Pergamon Press.
Murnighan, J. Keith and Daniel J. Brass. 1991. "Intraorganizational coalitions." In The Handbook of Negotiation Research, edited by M. Bazerman, R. Lewicki, and B. Sheppard, 283-306. Greenwich, CT: JAI Press.
Murnighan, J. Keith, Thomas R. King and Francoise Schoumaker. 1990. "The dynamics of cooperation in asymmetric dilemmas." In Advances in Group Processes, edited by E. Lawler, B. Markovsky, C. Ridgeway, and H. Walker, vol. 7, 179-202. Greenwich, CT: JAI Press.
King, Thomas R. and J. Keith Murnighan. 1988. "Stability and outcome tradeoffs in asymmetric dilemmas: Conditions promoting the discovery of alternating solutions." In Bounded Rational Behavior in Experimental Games and Markets, edited by R. Tietz, W. Albers, and R. Selten, 85-94. New York, NY: Springer.
Murnighan, J. Keith. 1986. "Organizational coalitions: Structural contingencies and the formation process." In Research on Negotiations in Organizations, edited by R. Lewicki, B. Sheppard, and M. Bazerman, vol. 1, Greenwich, CT: JAI Press.
Murnighan, J. Keith and David A. Vollrath. 1984. "Hierarchies, coalitions, and organizations." In Research in the Sociology of Organizations, edited by S.B. Bacharach and E.J. Lawlwer, 157-187. Greenwich, CT: JAI Press.
Roth, Alvin E. and J. Keith Murnighan. 1983. "Information and aspirations in two-person bargaining." In Aspiration Levels in Bargaining and Economic Decision Making, edited by R. Tietz, 91-103. New York, NY: Springer.
Murnighan, J. Keith. 1982. "Game theory and the structure of decision making groups." In Improving Group Decision Making in Organizations, edited by R. Guzzo, 73-95. New York, NY: Academic Press.
Murnighan, J. Keith. "Faultlines." In Encyclopedia of Group Processes and Intergroup Relations, edited by John Levine, Michael Hogg, Thousand Oaks, CA.: SAGE Publications.
Books
Zhong, Chen-Bo, Gillian Ku, Robert B. Lount and J. Keith Murnighan. 2006. Self-interest and morality in ethical decision-making: Implications in a group context and a preliminary test. London, UK: Elsevier.
De Cremer, David, Marcel Zeelenberg and J. Keith Murnighan. 2006. Social Psychology and Economics. Mahwah, NJ: Lawrence Erlbaum Associates.
Murnighan, J. Keith and Alvin E. Roth. 2006. Some of the ancient history of experimental economics and social psychology: Reminiscences and analysis of a fruitful collaboration.. Mahwah, NJ: Lawrence Erlbaum Associates, Inc..
Murnighan, J. Keith. 2004. Coalition formation. Consensus. Exchange relations. Game theory. Group cohesiveness. Prisoner's dilemma. Reciprocal altruism. Reciprocity.. Oxford University Press.
Murnighan, J. Keith and John C. Mowen. 2002. The Art of High-Stakes Decision-Making: Tough Calls in a Speed-Driven World. New York, NY: John Wiley & Sons.
Murnighan, J. Keith. 1993. Social Psychology in Organizations: Advances in Theory and Research. Prentice-Hall.
Murnighan, J. Keith. 1992. Bargaining Games: A New Approach to Strategic Thinking in Negotiations. William Morrow & Sons.
Murnighan, J. Keith and J. Keith Murnighan. 1991. The Dynamics of Bargaining Games. Prentice-Hall.
Teaching Interests
Leadership, decision making, negotiations, team building, and ethics-
Teaching Materials
426-1 Economics, Social Psychology, and their Experiments Fall 2009
Doctoral
The Individual and the Organization (MORS-424-1)This course focuses on individual behavior in organizational settings. Topics for analysis include social cognition, decision making, negotiation groups, social influence, norms, fairness and equity theory. Recent empirical research will be evaluated in each of these areas, and implications will be studied in terms of theoretical advancement, empirical study and practical applications.
Special Topics in Management and Organizations: Economics, Social, Psychology and their Experiments (MORS-530-0)
Doctoral-level course offered on a one-time basis dealing with a special topic in the Management and Organizations field. Addresses a specific need within the program’s curriculum and/or a trend in the field.
Full-Time / Part-Time MBA
Bargaining (formerly MORS-914-0) (MORS-476-0)This course counts toward the following majors: Management & Organizations.
This course combines the approaches of game theory, organization behavior and negotiations to improve students' strategy formation and implementation in a variety of bargaining games. Using hands-on exercises, students are taught to construct and enact immediate strategies, learn how well they have bargained and analyze their actions in depth. The course provides experiences in competitive and cooperative negotiations and culminates in an extended, complex bargaining simulation
Executive MBA
Individual and Group Behavior in the Organization (MORSX-430-0)This course focuses on individual behavior in organizational settings. Topics for analysis include social cognition, decision making, negotiation groups, social influence, norms, fairness and equity theory.
Ethics and Leadership (MORSX-472-0)
Ethics and Leadership examines the anatomy of leadership in modern organizations, highlighting the ethical challenges facing corporate leaders in the rapidly changing business environment.
CONTACT INFO:
PHONE: 847-467-3566
FAX: 847-491-8896
PHONE: 847-467-3566
FAX: 847-491-8896
OFFICE:
Jacobs Center Room 360
Jacobs Center Room 360
