Don A. Moore

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Carnegie Bosch Chair; Associate Professor of Organizational Behavior & Theory

Teaching and Research Interests:

• Bargaining and negotiation; overconfidence and underconfidence; comparative judgment, especially with regard to when people believe themselves to be better or worse than others; decision making and decision-making biases; and environmental issues in management.

Website and/or personal homepage:
http://www.andrew.cmu.edu/user/donm/

Published Papers: 

• The Case for Behavioral Decision Research in Organizational Behavior
  Annals of the Academy of Management 2, August 2008; 399-431.
  (With: F. Flynn)
  
  
• Behavioral Decision Research in Organizational Behavior
  Annals of the Academy of Management, Forthcoming.
  (With: F. Flynn)
  
  
• The Trouble with Overconfidence
  Psychological Review 115, 2008; 505-517.
  (With: Paul Healy)
  
  
• What Competition? Myopic Self-Focus in Market Entry Decisions
  Organization Science 18, May-June 2007; 440-454.
  (With: John M. Oesch, Charlene Zietsma)
  
  
• Effects of Task Difficulty on Use of Advice
  Journal of Behavioral Decision Making 20, 2007; 21-35.
  (With: Francesca Gino)
  
  
• Overconfidence and underconfidence: When and why people underestimate (and overestimate) the competition
  Organizational Behavior and Human Decision Process 103, 2007; 197-213.
  (With: Daylian M. Cain)
  
  
• The dirt on coming clean: Perverse effects of disclosing conflicts of interest
  Journal of Legal Studies 34, 2005; 1-25.
  (With: Daylian M. Cain, George Loewenstein)
  
  
• What Competition? Myopic Comparative Processes in Market Entry Decisions
  Organization Science, in press.
  (With: John M. Oesch, Charlene Zietsma)
  
  
• Conflict of interest and the case of auditor independence: Moral seduction and strategic issue cycling
  Academy of Management Review 31, 2006; 10-29.
  (With: Phillip Tetlock, Lloyd Tanlu, M. Bazerman)
  
  
• Error and bias in comparative judgment: On being both better and worse than we think we are
  Journal of Personality and Social Psychology 92, 2007; 972-989.
  (With: Deborah Small)
  
  
• Self-interest, automaticity, and the psychology of conflict of interest
  Social Justice Research 17, 2004; 189-202.
  (With: George Loewenstein)
  
  
• Myopic Biases in Strategic Social Prediction: Why Deadlines Put Everyone under More Pressure than Everyone Else
  Personality and Social Psychology Bulletin 31, 2005; 668-678.
  
  
• Myopic Social Prediction and the Solo Comparison Paradox
  Journal of Personality and Social Psychology 85, 12/01/2003; 1121-1135.
  (With: Tai Gyu Kim)
  For Further Information
  
  
• When Ignorance is Bliss: Information Exchange and Inefficiency in Bargaining
  Journal of Legal Studies 33, 01/01/2004; 37-58.
  (With: George Loewenstein)
  For Further Information
  
  
• Paying $1 to lose $2: Misperceptions of the value of information in predicting the performance of others
  Experimental Economics 9, 2006; 281-295.
  (With: George Loewenstein, Roberto Weber)
  For Further Information
  
  
• The Unexpected Benefits of Final Deadlines in Negotiation
  Journal of Experimental Social Psychology 40, 01/01/2004; 121-127.
  
  
• Myopic Prediction, Self-Destructive Secrecy, and the Unexpected Benefits of Revealing Final Deadlines in Negotiation
  Organizational Behavior and Human Decision Process 94, 2004; 125-139.
  For Further Information
  
  
• Negotiation
  Annual Review of Psychology 51, 2000; 279-314.
  (With: M. Bazerman, J. Curhan, K. Valley)
  
  
• The Long and Short Routes to Success in Electronically-Mediated Negotiations: Group Affiliations and Good Vibrations
  Organizational Behavior and Human Decsision Proces 77, 1999; 22-43.
  (With: T. Kurtzberg, L. Thompson, M. Morris)
  
  
• A Mixed-Motive Perspective on the Economics Versus Environment Debate
  American Behavioral Scientist 42, 1999; 1254-1276.
  (With: A. Hoffman, J. Gillespie, K. Wade-Benzoni, L. Thompson, M. Bazerman)
  
  
• Explaining How Preferences Change Across Joint Versus Separate Evaluation
  Journal of Economic Behavior and Organization 39, 1999; 41-58.
  (With: M. Bazerman, A. Tenbrunsel, K. Wade-Benzoni, S. Blount)
  
  
• Positive Illusions and Biases of Prediction in Mutual Fund Investment Decisions
  Organizational Behavior and Human Decision Processes 79, 1999; 95-114.
  (With: T. Kurtzberg, C. Fox, M. Bazerman)
  
  
• Order Effects in Preference Judgments: Evidence for Context-Dependence in the Generation of Preferences
  Organizational Behavior and Human Decision Processes 78, 1999; 146-165.
  
  
• Ultimatum Bargaining With a Group: Underestimating the Importance of the Decision Rule
  Organizational Behavior and Human Decision Processes 69, 1997; 87-101.
  (With: D. Messick, M. Bazerman)
  
  

Working Papers: 

• The price is wrong: Consumer protection and the failure of disclosure
  June, 2007.
  (With: Daylian M. Cain, George Loewenstein)
  
  
• Bayesian overconfidence
  April, 2007.
  (With: Paul Healy)
  
  
• Correspondence Bias in Performance Evaluation: Why Grade Inflation Works
  April, 2007.
  (With: Francesca Gino, Samuel Swift, Zachariah Sharek)
  
  
• Why Negotiators Should Reveal Their Deadlines: Disclosing Weaknesses Can Make You Stronger
  April, 2006.
  (With: Francesca Gino)
  
  
• The Overuse of Absolute Information in Comparative Judgment: Why Grade Inflation Works
  May, 2005.
  (With: Samuel Swift)
  
  
• The dirt on coming clean: Perverse effects of disclosing conflicts of interest
  January, 2005.
  (With: Daylian M. Cain, George Loewenstein)
  
  
• Myopic biases in competitions
  January, 2005.
  (With: Joseph R. Radzevick)
  
  
• When good = better than average
  January, 2005.
  
  
• Psychological dimensions of holding conflicting roles: Is it possible to play advocate and judge at the same time?
  November, 2004.
  (With: George Loewenstein, Lloyd Tanlu, M. Bazerman)
  
  

Awards:

• Best Paper Award, Managerial and Organizational Cognition Division of the Academy of Management - August 2007
• Best paper award, Managerial and Organizational Cognition Division of the Academy of Managment - August 2003
• Finalist, William H. Newman Dissertation Award Academy of Management - August 2000
• Weil Prize (Carnegie Mellon University) for the paper Bayesian Overconfidence with Paul J. Healy - 2007
• Cummings Scholar Award from the Academy of Management - 2006
• Tepper Faculty Giving Chair, Carnegie Mellon - 2005-2006
• Xerox Research Chair, Carnegie Mellon - 2002-2003
• Best Student Paper Award, Academy of Management, Conflict Management Division - 2000
• Kellogg School Teaching Award for teaching done as a doctoral student - 1999-2000

Editorial Boards:

• Negotiation & Conflict Management Research (Editorial Review Board Member), 2006-
• Organizational Behavior and Human Decision Processes (Editorial Review Board Member), 2005-
• Organizational Science (Editorial Review Board Member), 2005-

Courses Taught:

• Interpersonal Negotiations (45-895)
  (Masters Program)
  • 2007, Mini 5 (Section: E)
  • 2007, Mini 3 (Section: A)
  • 2007, Mini 3 (Section: E)
  
  
• Seminar in Decision-Making and Negotiating (47-897)
  (Ph.D. Program)
  • 2007, Mini 4 (Section: A)