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,
Dominance, 351–352
Dominance detection, 282
Dominance principle, 330
Downward social comparison, 57, 237