Murnighan’s Definitional ModelOf

Human Behavior

Definition

Motivation

Strategies

Behavior

Prof. Tirupati Misra@ibslko

• Some groups (especially those well versed in rational choice) think that there is absolutely no chance for cooperation in the last round. But many groups do cooperate in the last round

How?

They Change the game –They try to take the temptation away –A highly recommended strategy for leaders

Prof. Tirupati Misra@ibslko

Examples of Prisoners’Dilemmas

• Depleting a Limited Resource Redfish in the Gulf of Mexico Saving Water in a Drought Overuse of National Parks

• Provoking Competition in an Industry American Airlines and the Frequent Flyer Programs Price Wars Opening on Sundays Opening Evenings

Prof. Tirupati Misra@ibslko

• Closer to Home Bosses and their Secretaries Working Together Supporting Each Other Cross functional Teams Sharing Expertise Covering for Each Other

• In FamiliesGood Relations W. Tennagers??

Prof. Tirupati Misra@ibslko

Groups CooperateExclusivity Noncooperation

The Moral:

Define Groups InclusivelyAnd Get Buy-In

Prof. Tirupati Misra@ibslko