August 2006

MURNIGHAN, J. KEITH

Citizenship U.S.A.

Addresses

Office - Kellogg /Northwestern
2001 Sheridan Road
Evanston IL 60208 USA

Home - 1350 Asbury Avenue
Winnetka IL 60093

phone - (847) 467-3566
fax - (847) 491-8896
email: keithm@kellogg.northwestern.edu

Experience

Permanent Positions

1996 - present Harold H. Hines Jr. Distinguished Professor of Risk Management, Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, Illinois

1993 - 1996 W. J. Van Dusen Distinguished Professor, Industrial
Relations Management Division, Faculty of
Commerce and Business Administration, University
of British Columbia, Vancouver, Canada

1974 - 1993 Assistant to Full Professor, Department of Business Administration, Organizational Behavior Group, University of Illinois, Urbana-Champaign.

Temporary/Visiting Positions

Summer, 2002 Visiting Professor, Beijing University, Guanghua
School of Business

Summers 1999-2002, Spring 2007 Visiting Professor, London Business School

Springs, 2002-2004 Visiting Professor, Indian School of Business

1994 - 1998 Associate Editor, Administrative Science Quarterly

Summer 1992 Director, Institute on Negotiation and Dispute
Resolution, Center for Advanced Study in
the Behavioral Sciences, Stanford, California

Spring 1991 Visiting Scholar, Dispute Resolution Research
Center, Kellogg School of Management,
Northwestern University, Evanston, Illinois

Spring/Summer 1990 Fellow, Center for Advanced Study in the
Behavioral Sciences, Stanford, California

1986 - 1988 Visiting Professor, Fuqua School of Business,
Duke University, Durham, North Carolina

Fall 1984 Visiting Professor, Ecole Superieure des
Sciences Economiques et Commerciales
(ESSEC), Cergy Pontoise, France

1983 - 1984 Research Professor, Bureau of Economic
and Business Research, University of
Illinois, Urbana-Champaign.

Spring/Summer 1981 Visiting Professor, Department of Business
Studies, Organisational Behaviour Group,
University of Warwick, Coventry, England.

1975 - 1976 Research Associate, Center for Advanced
Study, University of Illinois, Urbana-Champaign.

1970 - 1974 Graduate Research and Teaching Assistant,
Department of Psychological Sciences,
Purdue University, Lafayette, Indiana.

Education

Purdue University: Ph.D., 1974 (Social Psychology)

M.S., 1972 (Social Psychology)

B.A., 1970 (Psychology major; Mathematics minor)


Honors and Awards

Distinguished Educator, Academy of Management, 2006. A Career Achievement Award.

Outstanding Conference Paper, 2003, from the International Association for Conflict Management

Best Paper, Organizational Behavior, Administrative Science Association of Canada meetings, London, Ontario, 2001.

Outstanding Paper in Organizational Behavior, 1998, from the Academy of Management.

Teaching Excellence Award, 1995-96, Commerce Graduate Students, University of British Columbia.

Professor of the Year Award, 1993, MBA Association of the College of Commerce and Business
Administration, University of Illinois.

Graduate Excellence-in-Teaching Award, 1992, College of Commerce and Business Administration,
University of Illinois.

Best Paper, Intragroup Conflict. The International Association for Conflict Management meetings,
1991, Amsterdam.

Listed repeatedly among teachers ranked as excellent/outstanding by their students for the following courses (all at the University of Illinois):

The Dynamics of Negotiation (an MBA elective)

Introduction to Organizational Behavior (a required MBA course)

Foundations of Behavioral Science (a required Executive MBA course)

Research Methods (a PhD seminar)

Current Topics in Micro Organizational Behavior (a PhD seminar)

Books

Murnighan, J. K. The Dynamics of Bargaining Games. Prentice Hall, 1991.
-Translated into Japanese, 1993.

Murnighan, J. K. Bargaining Games: A New Approach to Strategic Thinking in Negotiations. William
Morrow & Sons, 1992.

Murnighan, J. K. (Ed.) Social Psychology in Organizations: Advances in Theory and Research. Prentice Hall, 1993.

Murnighan, J. K. and Mowen, J. C. The Art of High-Stakes Decision-Making: Tough Calls in a Speed-
Driven World. John Wiley & Sons, 2002.
-Translated into Dutch, 2004.

De Cremer, D., Zeelenberg, M., and Murnighan, J. K. (Eds.) Social Psychology and Economics.
Mahwah, NJ: Lawrence Erlbaum Associates, 2006.

Papers

Murnighan, J. K. and Castore, C. H. (1975). An experimental test of three choice shift hypotheses. Memory and Cognition, 3, 171-174.

Moskowitz, H. and Murnighan, J. K. (1975). Reports of exceptions: An experimental study of information centralization. Omega, The International Journal of Management Science, 3, 229-234.

Murnighan, J. K. and Leung, T. K. (1976). The effects of leadership involvement and the importance of the task on subordinates' performance. Organizational Behavior and Human Performance, 17, 229-310.

Moskowitz, H. and Murnighan, J. K. (1976). Information centralization of organizational information structures via reports of exceptions. Journal of Business Research, 4, 145-162.

Murnighan, J. K., Komorita, S. S., and Szwajkowski, E. (1977). Theories of coalition formation and the effects of reference groups. Journal of Experimental Social Psychology, 13, 166-181.

Murnighan, J. K. and Roth, A. E. (1977). The effects of communication and information availability in an experimental study of a three-person game. Management Science, 23, 1336-1348.

Roth, A. E. and Murnighan, J. K. (1978). Equilibrium behavior and repeated play in prisoners' dilemma games. Journal of Mathematical Psychology, 17, 189-198.

Murnighan, J. K. and Roth, A. E. (1978). Large group bargaining in a characteristic function game. Journal of Conflict Resolution, 22, 299-317.

Castore, C. H. and Murnighan, J. K. (1978). Determinants of individual support of group decisions. Organizational Behavior and Human Performance, 22, 75-92.

Murnighan, J. K. (1978). Models of coalition behavior: Game theoretic, social psychological and political perspectives. Psychological Bulletin, 85, 1130-1153.

*Reprinted in M. H. Bazerman (Ed.). 2005. Negotiation, Decision Making, and Conflict
Management. Cheltenham, UK: Edward Elgar.

Murnighan, J. K. (1978). Strength and weakness in four coalition situations. Behavioral Science, 23, 195-208.

Murnighan, J. K. and Szwajkowski, E. (1979). Coalition bargaining in four games that include a veto player. Journal of Personality and Social Psychology, 37, 1933-1946.

Murnighan, J. K. and Roth, A. E. (1980). The effects of group size and communication availability on coalition bargaining in a veto game. Journal of Personality and Social Psychology, 39, 92-103.

Murnighan, J. K. (1981). Group decision making: What strategies should you use? Management Review, 70, 55-62.

Murnighan, J. K. (1981). Defectors, vulnerability and relative power: Some causes and effects of leaving a stable coalition. Human Relations, 34, 589-609.

Murnighan, J. K. (1981). Training independent social scientists. Exchange, The Organizational Behavior Teaching Journal, 6, (No. 3), 9-11.

Roth, A. E., Malouf, M. W. K., and Murnighan, J. K. (1981). Sociological versus strategic variables in bargaining. Journal of Economic Behavior and Organization, 2, 153-178.

Murnighan, J. K. (1982). Game theory and the structure of decision making groups. In R. Guzzo (Ed.), Improving Group Decision Making in Organizations, New York: Academic Press, 73-95.

Murnighan, J. K. (1982). Evaluating theoretical predictions in the social sciences: Coalition theories and other models. Behavioral Science, 27, 125-130.

Boje, D. M. and Murnighan, J. K. (1982). Group confidence pressures in nominal and Delphi groups. Management Science, 28, 1187-1196.

Roth, A. E. and Murnighan, J. K. (1982). The role of information in bargaining: An experimental study. Econometrica, 50, 1123-1142.

Book Review. (1982). The Social Psychology of Power by Sik Hong Ng. British Journal of Social Psychology, 21, 73-74.

Roth, A. E. and Murnighan, J. K. (1983). Information and aspirations in two-person bargaining. In R. Tietz (Ed.), Aspiration Levels in Bargaining and Economic Decision Making, New York: Springer, 91-103.

Murnighan, J. K. and Roth, A. E. (1983). Expecting continued play in prisoner's dilemma games: A test of several models. Journal of Conflict Resolution, 27, 279-300.

Murnighan, J. K. (1983). Discussions with British string quartets: A preliminary report. American Ensemble, 6, No. 3, 10-11.

Murnighan, J. K. and Vollrath, D. A. (1984). Hierarchies, coalitions, and organizations. In S. B. Bacharach and E. J. Lawler (Eds.), Research in the Sociology of Organizations, Vol. 3, 157-187. Greenwich, Conn.: JAI Press.

Bartunek, J. M. and Murnighan, J. K. (1984). Reflecting on the Nominal Group Technique: Altering the basic procedure and its underlying assumptions. Group and Organization Studies, 9, 417-432.

Albers, W., Crott, H., and Murnighan, J. K. (1985). The formation of blocs in an experimental study of coalition formation. Journal of Occupational Behavior, 6, 33-48.

Murnighan, J. K. (1985). Coalitions in decision-making groups: Organizational analogs. Organizational Behavior and Human Decision Processes, 35, 1-26. (Lead article)

Bettenhausen, K. and Murnighan, J. K. (1985). The emergence of norms in competitive decision making groups. Administrative Science Quarterly, 30, 350-372.

Murnighan, J. K. (1986). Organizational coalitions: Structural contingencies and the formation process. In Lewicki, R., Sheppard, B., and Bazerman, M. (Eds.), Research on Negotiations in Organizations, Volume 1.

Murnighan, J. K. (1986). The structure of mediation and intravention: Comments on Carnevale's strategic choice model. Negotiation Journal, 4, 351-356.

Wagner, J. A. and Murnighan, J. K. (1986). Nuts and dilemmas: A research note. Behavioral Science, 31, 254-259.

Murnighan, J. K., Roth, A. E., and Schoumaker, F. (1987). Risk aversion and bargaining: Some preliminary experimental results. European Economic Review, 31, 265-271.

Murnighan, J. K., Roth, A. E., and Schoumaker, F. (1988). Risk aversion in bargaining: An experimental study. Journal of Risk and Uncertainty, 1, 101-124.

King, T. R. and Murnighan, J. K. (1988). Stability and outcome tradeoffs in asymmetric dilemmas: Conditions promoting the discovery of alternating solutions. In R. Tietz, W. Albers and R. Selten (Eds.), Bounded Rational Behavior in Experimental Games and Markets. NewYork: Springer, 85-94.

Roth, A. E., Murnighan, J. K., and Schoumaker, F. (1988). The deadline effect in bargaining: Some experimental evidence. American Economic Review, 78, 806-823.

Murnighan, J. K. and Bazerman, M. H. (1990). A perspective on negotiation research in accounting and auditing. The Accounting Review, 65, 642-657.

Murnighan, J.K., King, T. R., and Schoumaker, F. (1990). The dynamics of cooperation in asymmetric dilemmas. In E. Lawler, B. Markovsky, C. Ridgeway, and H. Walker (Eds.), Advances in Group Processes, Vol. 7, 179-202. Greenwich, Conn.: JAI Press.

Murnighan, J. K. and Brass, D. J. (1991). Intraorganizational coalitions. In M. Bazerman, R. Lewicki, and B. Sheppard (Eds.), The Handbook of Negotiation Research, 283-306. Greenwich, Conn.: JAI Press.

Bettenhausen, K. and Murnighan, J. K. (1991). Developing and challenging a group norm: Interpersonal cooperation and structural competition. Administrative Science Quarterly, 36, 20-35.

*Murnighan, J. K. and Conlon, D. J. (1991). The dynamics of intense work groups: A study of British string quartets. Administrative Science Quarterly, 36, 165-186. (Lead article)

*Reprinted in Gersick, C. J. G. (Ed.). 1994. Group Management: Current Issues in
Practice and Research. New York: Dartmouth Publishing Company.

Murnighan, J. K. (1991). Cooperating when you know your outcomes will differ. Simulation and Gaming, 22, 463-475.

Murnighan, J. K. and King, T. R. (1992). Using leverage in asymmetric dilemmas: Alternation and cooperation in complex mixed motive conflict. In W. Liebrand, D. Messick, and H. Wilke (Eds.), A Social Psychological Approach to Social Dilemmas, 163-182. Oxford: Pergamon Press.

Murnighan, J. K. (1993). Theory and research in social psychology and organizations. In Murnighan, J. K. (Ed.) Social Psychology in Organizations: Advances in Theory and Research. Prentice Hall: Englewood Cliffs, NJ.

Kahn, L. M. and Murnighan, J. K. (1993). A general experiment on bargaining in demand games with outside options. American Economic Review, 83: 1260-1280.

Kahn, L. M. and Murnighan, J. K. (1993). Conjecture, uncertainty, and cooperation in prisoner's dilemma games: Some experimental evidence. Journal of Economic Behavior and Organization, 22: 91-117.

*Murnighan, J. K., Kim, J. W., and Metzger, A. R. (1993). The volunteer dilemma. Administrative Science Quarterly, 38: 515-538. (Lead article)

*Reprinted in M. H. Bazerman (Ed.). 2005. Negotiation, Decision Making, and Conflict
Management. Cheltenham, UK: Edward Elgar.

Conlon, D. J., Carnevale, P., and Murnighan, J. K. (1994). Intravention: Third party intervention with clout. Organizational Behavior and Human Decision Processes, 57: 387-410.

Murnighan, J. K. (1994). Game theory and organizational behavior. In B. M. Staw and L. L. Cummings (Eds.), Research in Organizational Behavior, 16: 83-123. Greenwich, Conn.: JAI Press.

Lim, S. G. and Murnighan, J. K. (1994). Phases, deadlines, and the bargaining process. Organizational Behavior and Human Decision Processes, 58: 153-171. (Lead article.)

Murnighan, J. K., and Pillutla, M. M. (1995). Fairness and self-interest: Asymmetric moral imperatives in ultimatum bargaining. In Kramer, R., and Messick, D. (Eds.), Negotiation as a Social Process, pages 240-267. Thousand Oaks, CA: Sage.

Pillutla, M. M., and Murnighan, J. K. (1995). Being fair or appearing fair: Strategic behavior in ultimatum bargaining. Academy of Management Journal, 38: 1408-1426.

Murnighan, J. K. (1995). Coalition formation. Consensus. Exchange relations. Game theory. Group cohesiveness. Prisoners' dilemma. Reciprocity. Entries in Nicholson, Nigel (Ed.), A Dictionary of Organizational Behavior, pages 63-64, 100, 170, 187-189, 199, 443-444, 470. Blackwell: Oxford.

Straub, P. G. and Murnighan, J. K. (1995). An experimental investigation of ultimatums: Common knowledge, fairness, expectations, and lowest acceptable offers. Journal of Economic Behavior and Organization, 27, 345-364.

Murnighan, J. K. (1995). Coalition formation. Reciprocity. Entries in C. L. Cooper and C. Argyris (Eds.), Encyclopedia of Management, pages 81, 545. Blackwell: Oxford.

Murnighan, J. K. (1996). Revising and resubmitting: Author emotions, editor roles, and the value of dialogue. In Frost, P. J., and Taylor, S. (Eds.), Rhythms of Academic Life, pages 135-142. Thousand Oaks CA: Sage.

Foreman, P. and Murnighan, J. K. (1996). Learning to avoid the winner's curse. Organizational Behavior and Human Decision Processes, 67: 170-180.

McLean Parks, J., Boles, T. L., Conlon, D. J., DeSouza E., Gatewood, W., Gibson, K. L., Halpern J., Locke D., Nekich, J., Straub P. G., Wilson G., and Murnighan, J. K. (1996). Distributing adventitious outcomes: Social norms, egocentric martyrs, and the effects on future relationships. Organizational Behavior and Human Decision Processes, 67: 181-200.

Pillutla, M. M. and Murnighan, J. K. (1996). Unfairness, anger, and spite: Emotional rejections of ultimatum offers. Organizational Behavior and Human Decision Processes, 68: 208-224.

Kim, J. W. and Murnighan, J. K. (1997). The effects of connectedness and self interest in the organizational volunteer dilemma. International Journal of Conflict Management, 8: 32-51.

*Lau, D. and Murnighan, J. K. (1998). Demographic diversity and faultlines: The compositional dynamics of organizational groups. Academy of Management Review, 23: 325-340.

*Received the Outstanding Paper in Organizational Behavior Award, 1998, from the
Academy of Management.

Murnighan, J. K. and Saxon, M. S. (1998). Ultimatum bargaining by children and adults. Journal of Economic Psychology, 19: 415-445.

Gibson, K. S., Bottom, W., and Murnighan, J. K. (1999). Once bitten: Defection and reconciliation in a cooperative enterprise. Business Ethics Quarterly, 9: 69-86.

Murnighan, J. K. (1999). The Analytics and Practicality of Fair Division Procedures: A Review Essay. A review of Fair Division: From Cake-Cutting to Dispute Resolution, by Steven J. Brams and Alan D. Taylor. Social Justice Research, 12: 151-164.

Murnighan, J. K. and Ross, T. (1999). On the collaborative potential of psychology and economics. (The introduction to a special issue). Journal of Economic Behavior and Organization, 39: 1-10.

Ventresca, M. and Murnighan, J. K. (1999). Book review. Debating Rationality: Non-rational Aspects of Organizational Decision Making. Jennifer Halpern and Robert Stern, eds. Administrative Science Quarterly, 44: 832-837.

Moore, D. A. and Murnighan, J. K. (1999). Alternative models of the future of the social psychology of negotiations. Negotiation Journal, 15: 347-354.

Murnighan, J. K., Babcock, L., Thompson, L., and Pillutla, M. M. (1999). The information dilemma in negotiations: Effects of experience, incentives, and integrative potential. International Journal of Conflict Management, 10, 313-339.

Boles, T. L., Croson, R. T. A. & Murnighan, J. K. (2000). Deception and retribution in repeated ultimatum bargaining. Organizational Behavior and Human Decision Processes, 83: 235-259.

Lee, J. A. and Murnighan, J. K. (2001). The empathy-prospect model and the choice to help. Journal of Applied Social Psychology, 31: 816-839.

Murnighan, J. K., Cantelon, D. A., and Elyashiv, T. (2001). Bounded personal ethics and the tap dance of real estate agency. In J. A. Wagner III, J. M. Bartunek, and K. D. Elsbach (Eds.), Advances in Qualitative Organizational Research, 3: 1-40. New York: Elsevier/JAI.

Murnighan, J. K., Oesch, J., and Pillutla, M. M. (2001). Player types and self impression management in dictatorship games: Two experiments. Games and Economic Behavior, 37: 388-414.

Murnighan, J. K. (2001). Images of a new time, 2001. (Introduction to the first of three shows of art and poetry.) Journal of Management Inquiry, 10, 128.

Murnighan, J. K. (2002). A very extreme case of the dollar auction. Journal of Management Education, 26: 56-69.

Murnighan, J. K. (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: observation, reflections, and anticipation. Journal of Management Inquiry, 11, 13-15.

Bottom, W., Daniels, S., Gibson, K. S., and Murnighan, J. K. (2002). When talk is not cheap:
Substantive penance and expressions of intent in rebuilding cooperation. Organization Science, 13, 497-513.

Malhotra, D. and Murnighan, J. K. (2002). The effects of contracts on interpersonal trust. Administrative Science Quarterly, 47, 534-559.

Croson, R., Boles, T., and Murnighan, J. K. (2003). Cheap talk in bargaining experiments: lying and threats in ultimatum games. Journal of Economic Behavior and Organization, 51, 143-159. (Lead article.)

Pillutla, M., Malhotra, D. and Murnighan, J. K. (2003). Attributions of trust and the calculus of reciprocity. Journal of Experimental Social Psychology, 39, 448-455.

Oesch, J. and Murnighan, J. K. (2003). Egocentric perceptions of relationship, competence, and trustworthiness in salary allocation choices. Social Justice Research, 16, 53-78.

Pillutla, M. M. and Murnighan, J. K. (2003). Fairness in bargaining. Social Justice Research, 16, 241-262.

Murnighan, J. K., Malhotra, D. and Weber, J. M. (2004). Paradoxes of trust: empirical and theoretical departures from the traditional model. In Roderick Kramer and Karen Cook (Eds.), Trust and Distrust in Organizations: Emerging Perspectives, Enduring Questions. Russell Sage, 293-326.

Murnighan, J. K. (2004). Coalition formation. Consensus. Exchange relations. Game theory. Group cohesiveness. Prisoners' dilemma. Reciprocal altruism. Reciprocity. Entries in N. Nicholson, P. Audia, and M. Pillutla (Eds.), Blackwell Encyclopedic Dictionary of Management: Organizational Behavior, 2nd Edition. Blackwell: Oxford.

Lau, D. C., and Murnighan, J. K. (2005). Interactions within groups and subgroups: The dynamic effects of demographic faultlines. Academy of Management Journal, 48, 645-660.

Ku, G., Malhotra, D., and Murnighan, J. K. (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, 89-103. (Lead Article)

Weber, J. M., Malhotra, D., and Murnighan, J. K. (2005). Normal acts of irrational trust, motivated attributions, and the process of trust development. In B. M. Staw and R. M. Kramer (Eds.), Research in Organizational Behavior, Volume 26. NY: Elsevier, 75-102.

Kahn, L. M. and Murnighan, J. K. (2006). Payoff uncertainty and cooperation in finitely-repeated prisoner's dilemma games. In Plott, C., and Smith, V. (Eds.), The Handbook of Experimental Economic Results. Elsevier Press, in press.

Murnighan, J. K. (2006). Fairness in ultimatum bargaining. In Plott, C., and Smith, V. (Eds.), The Handbook of Experimental Economic Results. Elsevier Press, in press.

Zhong, C. B., Ku, G., Lount, R. B., and Murnighan, J.K. (2006). Self-interest and morality in ethical decision-making: Implications in a group context and a preliminary test. In progress for Tenbrunsel, A., Mannix, E., and Neale, M. (Eds.), Research on Managing Groups and Teams: Ethics and Groups, pages 149-176. Elsevier Press: London, England.

Murnighan, J. K. and Roth, A. E. (2006). Some of the ancient history of experimental economics and social psychology: Reminiscences and analysis of a fruitful collaboration. In De Cremer, D., Zeelenberg, M., & Murnighan, J. K. (Eds.) Social Psychology and Economics, pages 321-334. Lawrence Erlbaum Associates, Inc.: Mahwah, NJ.

De Cremer, D., Zeelenberg, M., and Murnighan, J. K. (2006). Social animals and economic beings: On unifying social psychology and economics. In De Cremer, D., Zeelenberg, M., & Murnighan, J. K. (Eds.) Social Psychology and Economics, pages 3-14. Lawrence Erlbaum Associates, Inc.: Mahwah, NJ.

Ku, G., Galinsky, A., and Murnighan, J. K. (2006). Starting low but ending high: A reversal of the anchoring effect in auctions. Journal of Personality and Social Psychology, 90: 975-986.

Zhong, C., Loewenstein, J., and Murnighan, J. K. (2006). Speaking the same language: The cooperative effects of labeling in the prisoners' dilemma. Revise and resubmit, in process.

Lount, R. B., Zhong, C., Sivanathan, N., and Murnighan, J.K. (2006). Getting off on the wrong foot: restoring trust and the timing of a breach. Under review.

Sivanathan, N., Pillutla, M. M. and Murnighan, J. K. (2006). Power lost, power gained. Under review.

Weber, J. M. and Murnighan, J. K. (2006). The consistent contributor effect: A solution to the cooperation problem in groups. Under review.

Kennedy, M. and Murnighan, J. K. (2006). Causal Forces in Risky Decisions: Identity and Task Competence Trump Rational Choice. Draft under revision.

Zhong, C., Ku, G., Lount, R. B., and Murnighan, J.K. (2006). Compensatory ethics. Draft under revision.

Kern, M., Ku, G., and Murnighan, J. K. Cross-cultural norms and values in competitive decision making. Draft under revision.

Lount, R. B. and Murnighan, J.K. Happily oblivious and sadly accurate: the impact of affective states on interpersonal trust. Draft under revision.

Malhotra, D. and Murnighan, J. K. Strategies, trust, and consequences in repeated, finite prisoners' dilemma games. Draft under revision.

Oesch, J. and Murnighan, J. K. Managing prima donnas. Draft under revision.

Papers in Preparation

1. The effects of messages and attributions in the reciprocity of trusting acts
2. Self versus social impression management in dictatorship games.
3. An imprinting model of job motivation.
4. The effects of others' payoffs, negative and positive, on a person's own dilemma choices.
5. The leadership challenge.
6. The dynamics of greed.
7. Complete versus partial trust.
8. Breaking down the barriers: the positive task effects of initial social interactions.
9. The dynamics of dependence in the trust development process.

Invited Addresses and Convention Presentations

2007
Yale University

2006
University of California, Berkeley
University of Pittsburgh
Academy of Management meetings, Atlanta

2005
University of Southern California
University of Illinois at Urbana-Champaign (Psychology)
University of Chicago
Academy of Management meetings, Honolulu
International Association of Conflict Management meetings, Seville, Spain

2004
Guanghua School of Business, Peking University
Groups and Ethics Conference, Stanford University
University of Toronto
Washington University, St. Louis
Academy of Management meetings, New Orleans
International Association of Conflict Management meetings, Pittsburgh

2003
International Association of Conflict Management meetings, Melbourne
Academy of Management meetings, Seattle
New York University

2002
Academy of Management meetings, Denver
Northwestern, four talks: Dispute Center, Marketing, Zell Center, Psychology
Harvard University
Carnegie Mellon University
North Shore Country Day School
Columbia University
MIT
Purdue University

2001
Society of Industrial and Organizational Psychology meetings, San Diego
Academy of Management meetings, Washington DC
Hong Kong University of Science and Technology
Administrative Science Association of Canada meetings, London, Ontario
International Association of Conflict Management meetings, Paris

2000
Academy of Management meetings, Toronto
University of British Columbia
Economic Science Association meetings, Tucson
Wharton School of Business, University of Pennsylvania

1999
Academy of Management, Chicago
Columbia University
Stanford University

1998
International Society for Justice Research, Denver
Academy of Management, San Diego
Economic Science Association meetings, Tucson

1997
University of Illinois at Urbana-Champaign
University of Pittsburgh
Academy of Management, Boston

1996
University of Science and Technology, Hong Kong
The British Columbia - Organizational Behavior Conference

1995
Cornell University
Northwestern University
University of California, Berkeley
University of Oregon
Washington University, St. Louis
Academy of Management, Vancouver
International Association for Conflict Management, Copenhagen

1994
Simon Fraser University
Stanford University
University of Arizona
University of Wisconsin
Academy of Management, Dallas
American Economic Association Meetings, Boston
Economic Science Association, Tucson
International Association for Conflict Management, Eugene, Oregon.
Western Academy of Management, Santa Fe

1993
Northwestern University
Pennsylvania State University
Academy of Management, Atlanta.

1992
Cornell University
Academy of Management, Las Vegas.
Asilomar Conference on Organizations, Monterey, California
International Association for Conflict Management, Minneapolis.
Public Choice Society, New Orleans

1991
Center for Advanced Study in the Behavioral Sciences, Stanford
Northwestern University
Washington University, St. Louis
Academy of Management, Miami
Asilomar Conference on Organizations, Monterey, California
Economic Science Association, Tucson
International Association for Conflict Management, Amsterdam

1990
Center for Advanced Study in the Behavioral Sciences, Stanford
Michigan State University
University of California, Berkeley
University of California, Santa Cruz
University of Chicago
University of Illinois, Institute for Labor and Industrial Relations, Economics, Marketing
University of Illinois, Psychology Department
Academy of Management, San Francisco
Asilomar Conference on Organizations, Monterey, California
Economic Science Association Meetings, Tucson
Fourth International Conference on Social Dilemmas, Sapporo, Japan
International Association for Conflict Management, Vancouver

1989
Center for Advanced Study in the Behavioral Sciences, Stanford
Academy of Management Meetings, Washington, D.C.
International Association for Conflict Management, Athens, Georgia
Fourth Conference on Negotiation in Organizations, Northwestern University
Marketing Science, Duke University
Organizational Behavior Teaching Conference, Columbia, Missouri
Third International Conference on Social Dilemmas, Groningen, Holland

1988
Public Choice Society, San Francisco

1987
Duke University
Northwestern University
University of North Carolina, Chapel Hill
Academy of Management, New Orleans

1986
Duke University
Academy of Management, Chicago
European Economic Society, Vienna
First Conference on Social Dilemmas and Collective Action, Nags Head, NC
Fourth International Conference on Experimental Economics, Bielefeld, West Germany

1985
University of Iowa
University of Montreal
Academy of Management, San Diego
First Conference on Social Conflict and Intergroup Relations, Nags Head, NC
Judgment/Decision Making Society, Boston
Public Choice Society
Second Conference on Negotiations in Organizations, Duke University

1984
University of Haifa, Israel
American Economic Association
Econometric Society
Third Conference on Experimental Economics, Aschaffenburg, West Germany
TIMS/ORSA, San Francisco

1982
Public Choice Society meetings

1981
University of Bielefeldt, West Germany
University of Freiburg, West Germany
University of Wales, Cardiff
University of Warwick, Coventry
Southern Economic Association

1980
McGill University
Queen's University, Kingston, Ontario
The Accountancy Forum, University of Illinois
Public Choice Society, San Francisco

1970s
Academy of Management Meetings, Atlanta
Public Choice Society, Charleston, South Carolina
ORSA/TIMS Conference, New York
Public Choice Society, New Orleans
First Conference on Radical Approaches to Organizational Design, University of Illinois
Operations Research Society of America, San Diego
Psychonomic Society, St. Louis

Grants

"Interactive Behavior Experimentation." Division of Social Sciences, Economics Program, National Science Foundation, SES 70-15356, 1979-82. Co-principal investigator, with Ronald Harstad, Francoise Schoumaker, and Alvin Roth.

"Interactive Behavior Experimentation II." NSF, SES81-13028, 1982-84, with Alvin Roth and Francoise Schoumaker.

"Economic Experiments in Bargaining." NSF, SES84-09172, 1984-87, w. A. Roth & F. Schoumaker.

"The Deadline Effect and Related Bargaining Phenomena: Some Experimental Studies." NSF SES-8815566, 1988-90, with Alvin Roth.

"Strategy, structure, and personal values in cooperative and competitive interactions." Social Sciences and Humanities Research Council, 1994-97.

Teaching Areas/Activities

Courses: Leadership, Team Building, Decision Making, Negotiations, Organizational Behavior, Research Methodology, Group Dynamics

Murnighan, J.K., Salancik, G. R., and Porac, J. F., Classics in Social Behavior, a book of readings
published by Ginn Custom Publishing, for use in the University of Illinois MBA Program.

Murnighan, J. K. (1991). Instructor's handbook: The dynamics of bargaining games. Prentice Hall.

Murnighan, J. K. (2006). The Office Staff. A case written for the American Dental Association.

Murnighan, J. K. (2006). The School Board. A case written for the American Dental Association.

Negotiation Exercises (available from the Dispute Resolution Research Center at Kellogg,
drrc@kellogg.northwestern.edu):

The Gas Station Game The Silent Bargaining Game
The Everyone Has a Number Market The Information Game
The Highest Number Game The Diamond Bidding Game
The Ultimatum Game The Game of 4-3-2
The Game of Envelopes and Money The Executive Decision Making Game
The Multiple Items Game The Trust Game

Masters' and Doctoral Committee Service
(Note: Due to a loss of records, some dates are incorrect
and some names may be missing)

Chair for: Li Huang, PhD expected 2010.
Long Wang, PhD expected 2009.
Niro Sivanathan, PhD expected 2008.
Cynthia Wang, PhD expected 2007.
Robert B. Lount, Jr., PhD expected 2007.
Chenbo Zhong, PhD expected 2006. Now at the University of Toronto
Paul Martorana (co-chair w. Adam Galinsky), PhD 2005. Now at the University of Texas
Gillian Ku (co-chair w. Adam Galinsky), PhD 2004. Now at London Business School
J. Mark Weber, PhD 2003. Now at the University of Toronto
Deepak Malhotra, PhD 2002. Now at Harvard University
John Oesch. PhD 2000. Now at the University of Toronto
Madan M. Pillutla. PhD 1995. Now at London Business School
JaeWook Kim, PhD 1993. Now at Seoul University (Marketing)
Thomas R. King, PhD 1991. Now at Providence College
Kenneth Bettenhausen, PhD 1986. Now at the University of Colorado, Denver

Committee Member for:
Maria Salgado, Economics, expected 2006. Susan Crotty, OB, expected 2007.
Jennifer Whitson, OB, expected 2007. Katie Liljenquist, OB, expected 2007.
Adam Duhachek, Marketing, 2004. Molly Kern, OB, PhD 2005.
James Oakley, Marketing, PhD, 2002 Don Moore, OB, PhD 2000.
Jared Preston, OB, PhD 1999. Janice Foley, OB, PhD, 1996
Michael Luthy, Marketing, Phd, 1995 Ho Beng Chia, OB, PhD, 1995
Kidok Nam, Psychology, PhD, 1991 Paul Straub, Economics, PhD, 1991
Patricia Keenan, Psychology, PhD 1991 Bob Bontempo, Psychology, PhD, 1990
Karen Harris, Psychology, PhD, 1990 Michael Bowen, OB, PhD, 1987
Jean-Peter Chalos, Accounting, PhD, 1985 John Wagner, OB, PhD, 1982
Scott Tindale, Psychology, PhD, 1979 Kathleen Sullivan, Leisure Studies, MS, 1981
David Kravitz, Psychology, PhD, 1980 Michael Malouf, Operations Research, PhD, 1980
Philip Reckers, Accounting, PhD, 1978

Professional Activities

Associate Editor, Social Justice Research, 2006- present
Associate Editor, Administrative Science Quarterly, 1994-1998
Editorial Board Member for:
Administrative Science Quarterly, 1991-1994, 1998-present
International Journal of Conflict Management, 1990-2001.
Journal of Management Inquiry, 1994-present.
Management and Organization Review, 2003-present.
Negotiations and Conflict Management Research, 2006- present.
Organizational Behavior and Human Decision Processes, July 2004-present.

Guest Editor, with Thomas Ross, for special issue of the Journal of Economic Behavior and
Organization, June 1999, on Psychology and Economics.

Editorial Consultant/Reviewer for:

Academy of Management Meetings (several divisions), Academy of Management Journal, Academy of Management Review, American Economic Review, British Journal of Mgmt, Economics Journal, Games and Economic Behavior, Group Decision & Negotiation, Group Processes and Intergroup Relations, Human Relations, Industrial Relations, Journal of Applied Psychology, Journal of Applied Behavioral Science, Journal of Applied Social Psychology, Journal of Conflict Resolution, Journal of Consumer Research, Journal of Economic Behavior & Organization, Journal of Economic Psychology, Journal of Management Studies, Journal of Personality & Social Psychology, Journal of Regulatory Economics, Journal of Risk and Uncertainty, Management Science, National Science Foundation (several divisions), The Netherlands Social Science Research Council, Organizational Behavior & Human Decision Processes, Organization Science, Personality & Social Psychology Bulletin, Psychological Review, Psychological Science, Quarterly Journal of Economics, Quarterly Review of Economics and Business, Science, Social Justice Research, Social Psychology Quarterly, Social Science and Humanities Research Council of Canada, Thunderbird International Business Review.

Member of:

Academy of Management (Fellow), American Psychological Society (Fellow), Economic Science Association, Society of Experimental Social Psychologists, Society for Personality and Social Psychology

Steering committee, founding member, Power, Negotiation, and Conflict Management Interest
Group, Academy of Management, 1986-1990.

Chair, Conflict Management Division, Academy of Management, 1993-94.

Conferences organized:

Psychological Perspectives on Organizational Conflict. With Roderick Kramer and Max Bazerman. Sponsored jointly by the Stanford Center for Organizations Research (SCOR), Stanford Center on Conflict and Negotiation (SCCN), Center for Advanced Studies in the Behavioral Sciences, and the Russell Sage Foundation. Stanford, California, May 11, 1990.

Social Psychology in Organizations. Center for Advanced Study in the Behavioral Sciences, Stanford, California, June 3-7, 1991.

The 1992 Summer Institute on Negotiation and Dispute Resolution, Center for Advanced Study in the Behavioral Sciences, Stanford, California, July and August. (Principal Director). Support provided by the Andrew Mellon Foundation.

The First Doctoral Consortium of the Conflict Management Division. The Academy of Management meetings, August, 1993, Atlanta.

The First Junior Faculty Pre-Conference Research Workshop, Conflict Management Division, Academy of Management meetings, August, 1995, Vancouver.

The First BC-OB (British Columbia - Organizational Behavior) Conference, including 10 presentations by faculty and PhD students from SFU, UVic, and UBC, May 17, 1996.

Psychology and Economics. With Thomas Ross. University of British Columbia, Vancouver BC, June 6-7, 1997.

Social Psychology and Economics. With David De Cremer and Marcel Zeelenberg, Kellogg School of Management, Northwestern University, October 15-17, 2004.

Community Action

Instructor for the Arbitration Practicum. Trained MBA's to act as representatives of Duke
University employees in grievance arbitration proceedings. Represented employees were
successful in over 90% of their cases (compared to a baseline of 10-20%). 1986-88.

Chair, Committee to establish a program on divorce mediation. Durham Dispute Resolution
Center, 1987-88.

Management Development Workshops/Consulting

Leadership, Negotiation, Team Building, Decision Making, and Trust Workshops, lasting from a half-day to two weeks. Previous program clients: American Dental Association, Caterpillar, CDW, Jefferson Wells, Kraft, Motorola, Metatec, National Wildlife Federation, Pfizer, Ralston Purina, Reliance, Shell, and many other companies and groups.

"Negotiation and Decision Making." A four-day workshop. Indian School of Business, Hyderabad. Offered once a year in 2002, 2003, and 2004.

"The Strategic Dynamics of Negotiation." A two-day seminar. Originally organized by the University of Illinois Executive Development Center and by Executive Programmes, UBC.

Negotiation Dynamics. Co-director. INSEAD, Fontainebleau, France, November, 1992 and 1993. A 5-day seminar for European executives.

Recent Administrative Work

National Science Foundation:

Advisory Panel, Decision, Risk, and Management Science Division, 2001-2003.

At Northwestern University:

Recruiting Committee member, Communications Department, 2003-2004.
Recruiting Committee member, Law School, 2003-2004.
Committee member, Program Review, History Department, 2003.
Committee member, Interdisciplinarity Review, 2003-2004.
Coordinator of the Organizational Behavior doctoral program, 2000-2001.
Personnel Committee, Kellogg Graduate School of Management, 1997-99.
Chair, grants committee, Dispute Resolution Research Center, 1996-present.
Faculty Recruiting committee member, OB group, 1996-97, 2000-2001.
PhD application evaluation committee, OB group, 1997-2001.
Recruiting and PhD examination committee member, OB group, 1996-97, 1999-2001.

At the University of British Columbia:

Humanities and Social Sciences Research Review Committee, 1994-1996.
Faculty of Commerce, Appointments, Promotions, and Tenure Committee, 1995-1996.
Chair, Faculty Committee on Research Development, 1994-1995.
Faculty of Commerce MBA Core Curriculum Committee, 1993-94.
Coordinator of the Organizational Behavior doctoral program, 1993-1996.

At the University of Illinois:

Founder and Director, The Program on Conflict and Negotiation Research, 1989-1993.
Department of Business Administration Advisory Committee, 1990-1992.
Faculty Advisor, MBAs of Color, University of Illinois, 1991-1993.
Coordinator of the Organizational Behavior group, 1981-82, 1988-90, 1992-1993.
Coordinator of the Organizational Behavior doctoral program, 1977-80.
Coordinator of the Organizational Behavior search committee, 1986-87, 1989-90.