Deadlines, 31–32, 290

Deception. See also Lying

• detection of, 353–359

• as ethical issue, 51–52

• role of motivation and temptation in, 357–359

Decision accountability, 229

Decision making. See also Problem solving

• multiattribute, 329–330

• rational models of, 328

• riskless choice and, 329

• risky choice and, 331–343

• under uncertainty, 331–332

Decision weights, 339–343

Deductive reasoning, 200–202

Deep-level transfer, 186

Defection

• cost of, 294

• explanation of, 135

• recovering from, 286–288

• as unilateral choice, 281–282

Defectors, 295

Defensive attributions, 192

Defensive behavior, 137

Dell, 47

Deterrence-based trust, 125–126

Different place, different time negotiations, 314, 318

Different time, same place negotiations, 313–314

Diminishing marginal utility, 337

Direct-indirect communication

• dispute resolution and, 264

• explanation of, 247, 261–262

• information for agreements and, 263–264

Dispositional attributions, 135

Dispositionalism, 255–257

Dispute resolution

• cultural orientation and, 257–258, 264

• interest-based approach to, 100

• power-based approach to, 100

• rights-based approach to, 100

Disputes, 29

Distributive negotiations

• bargaining surplus and, 40

• bargaining zone and, 39–41

• commonly asked questions and, 50–53

• egocentrism and, 62–66

• equity principle and, 58–59

• equity restoration and, 59–60

• fairness and, 54–56, 62–65

• function of, 58

• information for, 77

• negotiator’s surplus and, 41

• pie-slicing strategies and, 41–50

• principles of, 66–68

• procedural justice and, 60–61

• saving face and, 53–54

• social comparison and, 56–58

Distributive self-efficacy, 119

Distrust, 134–135. See also Trust

Dividing the pie, 265

Dollar Thrifty, 2

Dominance, 351–352

Dominance detection, 282

Dominance principle, 330

Downward social comparison, 57, 237