J. Keith Murnighan
J. Keith Murnighan

MANAGEMENT & ORGANIZATIONS
Harold H. Hines Jr. Professor of Risk Management
Professor of Management & Organizations

Print Overview

J. Keith Murnighan is the Harold H. Hines Jr. Distinguished 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 also had visiting appointments at the London Business School, the Center for Advanced Study in the Behavioral Sciences at Stanford, the University of Warwick, Coventry, England, Ecole Superieure des Sciences Economiques et Commerciales (ESSEC) outside Paris, and the Fuqua School of Business at Duke University. He teaches in Kellogg’s Executive MBA programs around the world, including Hong Kong, Germany, Toronto, and Miami (the Latin American program). His courses address leadership, negotiation, team building, decision-making, trust, and conflict.

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. In 2010 he received an Honorary Doctor of Science in Economics, in recognition of distinguished contributions to the field of Management and Organization Studies, from the London Business School, and the Clarence L. Ver Steeg Graduate Faculty Award from Northwestern University, recognizing outstanding graduate student mentoring.

His research has been published in many different academic journals, primarily in organizational behavior, psychology, and economics. His latest book, Do Nothing! How to Stop Overmanaging and Become a Great Leader (Portfolio/Penguin, 2012) has been translated into Spanish, Dutch, Portuguese, Chinese (simple and complex), and Korean. His previous books include The Dynamics of Bargaining Games (Prentice Hall, 1991), Bargaining Games: A New Approach to Strategic Thinking in Negotiations (William Morrow, 1992), Social Psychology in Organizations: Advances in Theory and Research (Prentice Hall, 1993), The Art of High-Stakes Decision-Making: Tough Calls in a Speed-Driven World (with John Mowen; John Wiley & Sons, 2002), Social Psychology and Economics (with David De Cremer and Marcel Zeelenberg: Lawrence Erlbaum, 2006), and Social Psychology and Organizations (with David De Cremer and Rolf van Dick: Psychology Press, 2010).

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, Allscripts, Aon, British Petroleum, Careerbuilder, CDW, Ernst & Young, Hong Kong Broadband Network, Kraft, McGladrey, Motorola, the National Roofing Contractors’ Association, the National Wildlife Federation, Navigant,  Pfizer, Sanofi-Pasteur, Syngenta, Takeda, Topcoder, ToysRUs, the United States Olympic Committee, and the Young Presidents Organization, among others. 



Areas of Expertise
Diversity
Ethics
Group Decision-Making
Group Dynamics
Leadership
Leading High-Impact Teams
Negotiations
Psychology
Risk Management
Teams
Print Vita
Education
PhD, 1974, Social Psychology, Purdue University
MS, 1972, Social Psychology, Purdue University
BA, 1970, Psychology, Purdue University

Academic Positions
Harold H. Hines Jr. Distinguished Professor of Risk Management, Kellogg School of Management, Northwestern University, 1996-present
Visiting Professor, Guanghua School of Business, Beijing University, 2002-2002
Associate Editor, Administrative Science Quarterly, 1994-1998
W. J. Van Dusen Distinguished Professor, Commerce and Business Adminstration, University of British Columbia, 1993-1996
Assistant, Associate, and Full Professor, Business Administration, University of Illinois Urbana-Champaign, 1974-1993
Director, Insitute on Negotiation and Dispute Resolution, Center for Advanced Study in the Behavioural Sciences, 1992-1992
Visiting Scholar, Kellogg School of Management, Northwestern University, 1991-1991
Fellow, Center for Advanced Study in the Behavioural Sciences, 1990-1990
Visiting Professor, Fuqua School of Business, Duke University, 1986-1988
Visiting Professor, Ecole Superieure des Sciences Economiques et Commerciales, 1984-1984
Research Professor, Bureau of Economic and Business Research, University of Illinois Urbana-Champaign, 1983-1984
Visiting Professor, Department of Business Studies, University of Warwick, 1981-1981
Research Associate, Center for Advanced Study, University of Illinois Urbana-Champaign, 1975-1976
Graduate Research and Teaching Assistant, Purdue University, 1970-1974

Grants and Awards
Clarence L. Ver Steeg Graduate Faculty Award, Northwestern University, 2009-2010
Honorary Doctor of Science (Economics), London Business School, 2010
Best Professor, Executive MBA Program, Kellogg-Hong Kong University of Science and Technology, 2009

Editorial Positions
Advisory Board, International Journal of Trust, 2008-present
Editorial Board, Negotiations and Conflict Management Research, 2006-present
Editorial Board, Academy of Management Learning & Education, 2009-2011
Editorial Board, Management and Organization Review, 2003-2010
Editorial Board, Organizational Behavior and Human Decision Processes, 2004-2010
Editorial Board, Administrative Science Quarterly, 1998-2009
Editorial Board, Journal of Conflict Resolution, 2007-2009
Editorial Board, Journal of Management Inquiry, 1994-2009
Associate Editor, Social Justice Research, 2007-2008
Editorial Board, International Journal of Conflict Management, 1990-2001
Guest Editor, Psychology and Economics special issue, Journal of Economic BEhavior and Organization, 1999
Associate Editor, Administrative Science Quarterly, 1994-1998
Editorial Board, Administrative Science Quarterly, 1991-1994

 
Print Research
Research Interests
Decision making, negotiations, group dynamics, behavioral game theory, trust, fairness, team building, ethics, and emotions

Articles
Chou, Eileen and J. Keith Murnighan. 2013. Life or Death Decisions: Framing the Call for Help. PLoS ONE.: 10.1371/journal.pone.0057351.
Wang, Long and J. Keith Murnighan. 2013. The Generalist Bias. Organizational Behavior and Human Decision Processes. 120(1): 47-61.
Gunia, Brian, Long Wang, Li Huang, Jiunwen Wang and J. Keith Murnighan. 2012. Contemplation and Conversation: Subtle Influences on Moral Decision Making. Academy of Management Journal. 55(1): 13-33.
Halevy, Nir, Eileen Chou and J. Keith Murnighan. 2012. Mind Games: The Mental Representation of Conflict. Journal of Personality and Social Psychology. 102: 132-148.
Halevy, Nir, Eileen Chou, Adam Galinsky and J. Keith Murnighan. 2012. When Hierarchy Wins: Evidence from the National Basketball Association. Social Psychological and Personality Science. 3: 398-406.
Wang, Long, Deepak Malhotra and J. Keith Murnighan. 2011. Economics Education and Greed. Academy of Management Learning and Education. 10(4): 643-660.
Wang, Cynthia, N Sivanathan, Jayanth Narayanan, Deshani Ganegoda, Monika Bauer, G.B. Bodenhausen and J. Keith Murnighan. 2011. Retribution and Emotional Regulation: The Effect of Time Delay in Angry Economic Interactions. Organizational Behavior and Human Decision Processes. 116(1): 46-54.
Levin, Daniel Z., Jorge Walter and J. Keith Murnighan. 2011. Dormant Ties: The Value of Reconnecting. Organization Science. 22: 923-939.
De Cremer, D., Ann Tenbrunsel, M. Pillutla and J. Keith Murnighan. 2011. Understanding Ethical Behavior and Decision Making in Management: A Behavioral Business Ethics Approach. Introduction to a Special Issue on Ethical Behavior and Decision Making. British Journal of Management. 22: 1-4.
Jordan, Joanne M., Elizabeth Mullen and J. Keith Murnighan. 2011. Striving for the Moral Self: The Effects of Recalling Past Moral Actions on Future Moral Behavior. Personality and Social Psychology Bulletin. 37: 701-713.
Levin, Daniel Z., Jorge Walter and J. Keith Murnighan. 2011. The Power of Reconnecting. MIT Sloan Management Review. 52: 45-50.
Beest, Ilja van, Wolfgang Steinel and J. Keith Murnighan. 2011. Honesty Pays: On the Benefits of Having and Disclosing Information in Coalition Bargaining. Journal of Experimental Social Psychology. 47: 738-747.
Huang, Li and J. Keith Murnighan. 2010. What’s In a Name? Subliminally Activating Trusting Behavior. Organizational Behavior and Human Decision Processes. 111: 62-70.
Cohen, Taya, Brian Gunia, Sun Young Kim-Jun and J. Keith Murnighan. 2009. Do Groups Lie More than Individuals? Honesty and Deception as a Function of Strategic Self-interest. Journal of Experimental Social Psychology. 45: 1321-1324.
Zhong, Chen-Bo, Gillian Ku, Robert B. Lount and J. Keith Murnighan. 2009. Compensatory Ethics. Journal of Business Ethics. 92: 323-339.
Wang, Cynthia, Adam Galinsky and J. Keith Murnighan. 2009. Bad Drives Psychological Reactions but Good Propels Behavior: Responses to Honesty and Deception. Psychological Science. 20: 634-644.
Malhotra, Deepak, Gillian Ku and J. Keith Murnighan. 2008. When Winning Is Everything. Harvard Business Review. 86(5): 78-86.
Sivanathan, Niro, Madan M. Pillutla and J. Keith Murnighan. 2008. Power Gained, Power Lost. Organizational Behavior and Human Decision Processes. 105(2): 135-146.
Lount, Robert B., Chen-Bo Zhong, Niro Sivanathan and J. Keith Murnighan. 2008. Getting Off on the Wrong Foot: Restoring Trust and the Timing of a Breach. 34: 1601-1612.
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 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.
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.
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.
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.
Pillutla, Madan M. and J. Keith Murnighan. 2003. Fairness in Bargaining. Social Justice Research. 16(3): 241-262.
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.
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.
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. 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.
Murnighan, J. Keith. 2002. A Very Extreme Case of the Dollar Auction. Journal of Management Education. 26(1): 56-69.
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.
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.
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.
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.
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.
Murnighan, J. Keith. 1999. Fair Division: From Cake-Cutting to Dispute Resolution. Review Essay. Social Justice Research. 12(2): 149-162.
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.
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.
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.
Murnighan, J. Keith and Michael Scott Saxon. 1998. Ultimatum bargaining by children and adults. Journal of Economic Psychology. 19(4): 415-445.
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.
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.
Foreman, Peter and J. Keith Murnighan. 1996. Learning to avoid the winner's curse. Organizational Behavior and Human Decision Processes. 67(2): 170-180.
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.
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 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. 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 Max H. Bazerman. 1990. A perspective on negotiation research in accounting and auditing. Accounting Review. 65(3): 642-657.
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. 1988. Risk Aversion in bargaining: An experimental study. Journal of Risk and Uncertainty. 1(1): 101-124.
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.
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.
Bettenhausen, Kenneth and J. Keith Murnighan. 1985. The emergence of norms in competitive decision making groups. Administrative Science Quarterly. 30(3): 350-372.
Murnighan, J. Keith. 1985. Coalitions in decision-making groups: Organizational analogs. Organizational Behavior and Human Decision Processes. 35(1): 1-26.
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.
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. 1982. Evaluating theoretical predictions in the social sciences: Coalition theories and other models. Behavioral Science. 27(2): 125-130.
Murnighan, J. Keith. 1982. Book Review of "The Social Psychology of Power" by Sik Hong Ng. British Journal of Social Psychology. 21: 73-74.
Boje, David M. and J. Keith Murnighan. 1982. Group Confidence Pressures in Iterative Decisions. Management Science. 28(10): 1187-1196.
Murnighan, J. Keith. 1981. Group decision making: What strategies should you use?. Management Review. 70(2): 55-62.
Murnighan, J. Keith. 1981. Training independent social scientist. Exchange, The Organizational Behavior Teaching Journal. 6(3): 9-11.
Murnighan, J. Keith. 1981. Defectors, vulnerability and relative power: Some causes and effects of leaving a stable coalition. Human Relations. 34(7): 589-609.
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 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.
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.
Castore, Carl H. and J. Keith Murnighan. 1978. Determinants of support for group decisions. Organizational Behavior and Human Performance. 22(1): 75-92.
Murnighan, J. Keith. 1978. Strength and weakness in four coalition situations. Behavioral Science. 23(3): 195-208.
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.
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 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. 1976. Information centralization of organizational information structures via reports of exceptions. Journal of Business Research. 4(2): 145-162.
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
Wang, Long, Chen-Bo Zhong and J. Keith Murnighan. 2014. The Social and Ethical Consequences of a Calculative Mindset.
Wang, Long and J. Keith Murnighan. 2014. Long-term Contracts and the Motivational Force of a Noteworthy Award.
Walter, Jorge, Daniel Z. Levin and J. Keith Murnighan. 2014. The Uncertainty of Getting Help: Reconnection Choices and the Dominance of the Irrelevant Past.
Wang, Long and J. Keith Murnighan. 2014. Money, Emotions, and Ethics across Individuals and Countries.
Whitson, Jennifer, Cynthia Wang, M. See, W. Baker and J. Keith Murnighan. 2014. Punishing More and Rewarding Less: Recipients' and Observers’ Responses to Deception and Honesty.
Wang, Long and J. Keith Murnighan. 2014. Mirror, Mirror: The Social and Moral Consequences of Self-perceived Physical Attractiveness.
Levin, Daniel Z., Jorge Walter and J. Keith Murnighan. 2010. Dormant Ties: The Value of Reconnecting.
Halevy, Nir, Eileen Chou and J. Keith Murnighan. 2010. Goals, Games, and the Perception of Conflict.
Wang, Long and J. Keith Murnighan. 2009. The Generalist Bias: Preferences for Jacks-of-All-Trades while Needing a Master of One.
Jordan, Jennifer, Elizabeth Mullen and J. Keith Murnighan. 2010. On the Pendulum of Moral Action: Contrasting Effects of Own and Others' Past Moral Actions on Future Moral Behavior.
Ku, Gillian, Adam Galinsky and J. Keith Murnighan. 2010. Arousal and Auction Fever: The Effects of Competition, Attributions, and Dominant Responses.
Molden, Daniel C., Gale M. Lucas, Samantha Topper and J. Keith Murnighan. 2010. Motivating Cooperation and Equality: Promotion- or Prevention-focused Choices in Mixed-motive Interactions.
Zhong, Chen-Bo, Gillian Ku, Robert B. Lount and J. Keith Murnighan. 2009. Compensatory Ethics.
Huang, Li and J. Keith Murnighan. 2009. Automatic Trust.
Beest, Ilja van, Wolfgang Steinel and J. Keith Murnighan. 2009. Honesty Pays: The Strategic Dynamics of Coalition Bargaining.
Wang, Long and J. Keith Murnighan. 2009. On the Duality of Greed.
Murnighan, J. Keith. 2009. Amazing Outcomes of the $20 Auction.
Kennedy, Mark and J. Keith Murnighan. 2009. Should I Stay or Should I Go? Competence and Identity in Strategic Decisions..
Kern, Mary C., Gillian Ku and J. Keith Murnighan. 2009. Cross-cultural Norms and Values in Competitive Decision Making.
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.
Weber, J. Mark and J. Keith Murnighan. 2004. The consistent contribution solution to the cooperation problem.
Kennedy, Mark and J. Keith Murnighan. 2004. Identity and Competence in Risky Decisions: Using What You Know to Protect Who You Are.
Pillutla, Madan M. and J. Keith Murnighan. 2004. Power Lost or Power Gained: Egocentric Action and Inconsistent Perceptions.
Kern, Mary C., Gillian Ku and J. Keith Murnighan. 2004. Cross-Cultural and Normative Forces in Norm Formation.
Oesch, John M. and J. Keith Murnighan. 2004. Managing Prima Donnas.
Malhotra, Deepak and J. Keith Murnighan. 2004. Strategies, trust, and consequences in repeated, finite prisoners' dilemma games.
Book Chapters
Murnighan, J. Keith. 2013. "A General Model for Experimental Inquiry in Economics and Social Psychology." In Methods of Modern Experimental Economics, edited by Guillaume Frechette and Andrew Schotter, New York: Oxford University Press.
Wang, Long and J. Keith Murnighan. 2013. "On Greed." In The Academy of Management Annals, vol. 5, edited by James Walsh and Arthur Brief, 279-316. New York: Routledge/Taylor & Francis Group.
Beest, Ilja van and J. Keith Murnighan. 2012. "Coalitions." In The Palgrave Encyclopedia of Strategic Management, edited by Mie Augier and David Teece, New York: Palgrave Macmillan.
Murnighan, J. Keith. 2012. "Game Theory." In The Palgrave Encyclopedia of Strategic Management, edited by Mie Augier and David Teece, New York: Palgrave Macmillan.
Murnighan, J. Keith. 2012. "A General Model for Experimental Inquiry in Economics and Social Psychology." In Modern Experimental Economics, edited by A. Caplin, G. Frechette and A. Schotter, New York: Oxford University Press.
Halevy, Nir, Eileen Chou and J. Keith Murnighan. 2011. "Games Groups Play: Mental Models in Intergroup Conflict and Negotiation and the Perception of Conflict." In Research on Managing Groups and Teams: Negotiation and Groups, edited by Mannix, E., Neale, M. & Overbeck, J. , vol. 14, 79-107. London, England: Emerald.
De Cremer, D. and J. Keith Murnighan. 2010. "On Social Beings and Organizational Animals: A Social Psychological Approach to Organizations." In Social Psychology and Organizations, edited by De Cremer, D., Van Dick, R., & Murnighan, J. K., New York: Psychology Press.
Murnighan, J. Keith and Kevin W. Gibson. 2009. "From Theory to Practice: Messick and Morality." In Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments, edited by R. Kramer, A. Tenbrunsel and M. Bazerman, 265-290. New York: Routledge.
Lau, Dora C. and J. Keith Murnighan. 2009. "Faultlines." In Encyclopedia of Group Processes and Intergroup Relations, edited by J. Levine and M. Hogg, Thousand Oaks, CA: Sage Publications.
Murnighan, J. Keith. 2008. "The Fairness in Ultimatum Bargaining." In Handbook of Experimental Economic Results, edited by Charles Plott and Vernon Smith, 436-453. Amsterdam: North Holland: Elsevier.
Kahn, Lawrence M. and J. Keith Murnighan. 2008. "The Payoff Uncertainty and Cooperation in Finitely-repeated Prisoner's Dilemma Games." In Handbook of Experimental Economic Results, edited by Charles Plott and Vernon Smith, vol. 1, 598-606. Amsterdam: North Holland: Elsevier.
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." In Social Psychology and Economics, edited by David De Cremer, Marcel Zeelenberg and J. Keith Murnighan, 321-333. Mahwah, NJ: Lawrence Erlbaum Associates.
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 D. De Cremer, D. Zeelenberg and J. K. Murnighan, 3-16. Mahwah, NJ: Lawrence Erlbaum Associates.
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.
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, Deepak Malhotra and J. Mark Weber. 2004. "Paradoxes of trust: empirical and theoretical departures from the traditional model." In Trust and Distrust in Organizations: Emerging Perspectives, edited by Roderick Kramer and Karen Cook, New York, NY: Russell Sage Foundation.
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 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. 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 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. 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. 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.
Other
Galinsky, Adam and J. Keith Murnighan. "Arousal Interest and Auction Bidders." Journal of Experimental Social Psychology.
Books
Murnighan, J. Keith. 2012. Do Nothing! How to Stop Overmanaging and Become a Great Leader. New York, NY: Portfolio/Penguin.
De Cremer, David and J. Keith Murnighan. 2010. Social Psychology and Organizations. New York: Psychology Press.
De Cremer, David, Marcel Zeelenberg and J. Keith Murnighan. 2006. Social Psychology and Economics. Mahwah, NJ: Lawrence Erlbaum Associates.
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.
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.

 
Print Teaching
Teaching Interests
Leadership, decision making, negotiations, team building, and ethics
Executive MBA
Ethics and Executive Leadership (KPPIX-472-0)
Ethics and Executive Leadership examines the anatomy of leadership in modern organizations, highlighting the ethical challenges facing corporate leaders in the rapidly changing business environment.

Leadership and Organizations (MORSX-431-0)
This course provides students with the social science tools needed to solve organizational problems and influence the actions of individuals, groups and organizations. It prepares managers to understand how to best organize and motivate the human capital of the firm, manage social networks and alliances, and execute strategic change. This is accomplished through knowledge of competitive decision making, reward system design, team building, strategic negotiation, political dynamics, corporate culture and strategic organizational design.

Doctoral
Micro-Organizational Research Methods (MORS-426-1)
This course provides an introduction to research designs and methods for “micro” research in organizations. The purpose to develop students’ skill at designing, executing, interpreting, and evaluating micro-organizational and social psychological research. The course addresses both theoretical and practical considerations of research methods, with a special focus on the role of laboratory experiments and other common methods in social psychology for organizational research. The class covers fundamental theoretical considerations, such as utility and limitations of experimentation, what constitutes a sufficient test of a theory, the meaning and significance of effects, statistical interpretation, and the social contextualization of the research process. A large proportion of the class is spent on practical considerations in generating testable hypotheses, designing experiments, and evaluating empirical research.

Economics, Social Psychology and their Experiments (MORS-522-0)
Although researchers in social psychology and economics share many interests and address many of the same topics, they do so from different points of view. This seminar focuses on how these two fields overlap and how they differ in their approach. Thus, the course pushes an appreciation of both fields as we read some of the best experimental research in both fields and how they have addressed the same set of topics. Typical topics include altruism, money, emotions, physiology, auctions, fairness, decision making, trust, gender, bargaining, cheating, social norms, prisoners’ dilemmas, social dilemmas, public goods, ultimatum, and dictatorship games.

Full-Time / Part-Time MBA
Bargaining (formerly MORS-914-0) (MORS-476-0)

This course counts toward the following majors: Management and 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