Maurice E. Schweitzer
- Media Contact
Maurice Schweitzer is the Cecilia Yen Koo Professor of Operations, Information and Decisions at the Wharton School at the University of Pennsylvania. His research focuses on emotions, ethical decision making, and the negotiation process. He has published in management, psychology, and economics journals such as the Academy of Management Journal, the Journal of Applied Psychology, Management Science, Organizational Behavior and Human Decision Processes, the Journal of Personality and Social Psychology, Psychological Science, and the American Economic Review. With Adam Galinsky, his has also published the book "Friend or Foe: When to Cooperate, When to Compete, and How to Succeed at Both" (2015, Random House):
http://www.friendandfoebook.com/
Professor Schweitzer teaches Negotiations and Advanced Negotiations in Wharton’s executive education, MBA, and undergraduate programs. He has won several teaching awards including Wharton’s Whitney Award for distinguished teaching and Wharton’s Hauck award for excellence in teaching. Professor Schweitzer has also won best paper awards at the Academy of Management and at the International Association for Conflict Management. He has served as the program chair for both the International Association for Conflict Management and the Society for Judgment and Decision Making conferences, as well as associate editor for Organizational Behavior and Human Decision Processes and Negotiation and Conflict Management Research. He is currently an associate editor at Management Science.
Primary Interests:
- Applied Social Psychology
- Emotion, Mood, Affect
- Ethics and Morality
- Judgment and Decision Making
- Organizational Behavior
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Image Gallery
Video Gallery
Friend & Foe
Select video to watch
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52:50 Friend & Foe
Length: 52:50
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27:23 Balancing Competition and Cooperation
Length: 27:23
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21:20 Losing Your Temper and Perspective
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2:06 Learning Is... Fun
Length: 2:06
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2:16 What Is the Science Behind Gossip?
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2:16 What Is the Role of Power in the Friend & Foe Dynamic?
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2:00 Why Is Finding the Right Balance So Important?
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4:21 Why Is Trust Essential?
Length: 4:21
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3:06 Why Are We Competitive With People That Are Closest to Us?
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2:50 Why Is Friend & Foe Important Right Now and Who Should Read It?
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1:28 How Do We Compete and Collaborate Effectively?
Length: 1:28
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5:53 How Does Trash Talking Impact Performance?
Length: 5:53
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3:12 How Can You Interact With Colleagues in a Way That Doesn't Incite Jealousy?
Length: 3:12
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1:16 What Advice Do You Give Young People Entering the Business World Today?
Length: 1:16
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2:05 What Are the Best Practices for Good Decision-Making?
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2:55 What Are Your Tips for Successful Negotiations?
Length: 2:55
Additional Videos
Books:
Journal Articles:
- Brooks, A., Dai, H., & Schweitzer, M. (2014). I'm sorry about the rain! Superfluous apologies demonstrate empathic concern and increase trust. Social Psychological and Personality Science, 5(4), 467-474.
- Brooks, A., & Schweitzer, M. (2011). Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit. Organizational Behavior and Human Decision Processes, 115(1), 43-54. [This paper won the Best Conference Paper with a Student as First Author Award at the International Association for Conflict Management Conference, 2010.]
- Dunn, J., Ruedy, N., & Schweitzer, M. (2012). It hurts both ways: How social comparisons harm affective and cognitive trust. Organizational Behavior and Human Decision Processes, 117(1), 2-14.
- Gaspar, J., & Schweitzer, M. (2013). The emotion deception model: A review of deception in negotiation and the role of emotion in deception. Negotiation and Conflict Management Research, 6(3), 160-179.
- Gibson, D., Schweitzer, M., Callister, R. & Gray, B. (2009). The influence of anger expressions on outcomes in organizations. Negotiation and Conflict Management Research, 2(3), 236-262.
- Gino, F., Brooks, A., & Schweitzer, M. (2012). Anxiety, advice and the ability to discern: Feeling anxious motivates individuals to seek and use advice. Journal of Personality and Social Psychology, 102(3), 497-512.
- Gino, F., & Schweitzer, M. (2008). Blinded by anger or feeling the love: How emotions influence advice taking. Journal of Applied Psychology. 93(5), 1165-1173. [This paper won the Best Empirical Paper Award in the Conflict Management Division at the Academy of Management, August 2008. A short version of this paper was published in the Academy of Management Best Paper Proceedings, August 2008.]
- Gino, F., Schweitzer, M., Mead, N., & Ariely, D. (2011). Unable to resist temptation: How self-control depletion promotes unethical behavior. Organizational Behavior and Human Decision Processes, 115(2), 191-203.
- Haselhuhn, M., Kennedy, J., Kray, L., Van Zant, A., & Schweitzer, M. (2015). Gender differences in trust dynamics: Women trust more than men following a trust violation. Journal of Experimental Social Psychology, 56, 104-109.
- Haselhuhn, M., Pope, D., Schweitzer, M., & Fishman, P. (2012). The impact of personal experience on behavior: Evidence from video-rental fines. Management Science, 58(1), 52-61.
- Haselhuhn, M., Schweitzer, M., & Wood, A. (2010). How implicit beliefs influence trust recovery. Psychological Science. 21(5), 645-648.
- Levine, E., & Schweitzer, M. (2015). Prosocial lies: When deception breeds trust. Organizational Behavior and Human Decision Processes, 126, 88-106. [Best Paper Award, 2014, Excellence in Ethics Conference (Mendoza College of Business).]
- Levine, E., & Schweitzer, M. (2015). The affective and interpersonal consequences of obesity. Organizational Behavior and Human Decision Processes, 127, 66-84.
- Levine, E., & Schweitzer, M. (2014). Are liars ethical? On the tension between benevolence and honesty. Journal of Experimental Social Psychology, 53, 107-117.
- Mead, N., Baumeister, R., Gino, F., Schweitzer, M., & Ariely, D. (2009). Too tired to tell the truth: Self-control resource depletion and dishonesty. Journal of Experimental Social Psychology, 45 (3), 594-597.
- Pope, D., & Schweitzer, M. (2011). Is Tiger Woods loss averse? Persistent bias in the face of experience, competition, and high stakes. American Economic Review, 101 (February), 129-157. [This paper was one of five finalists for the 2012 Exeter Prize for the best paper published in the previous year in Experimental Economics, Behavioral Economics, and Decision Theory.]
- Rick, S., & Schweitzer, M. (2013). The imbibing idiot bias: Consuming alcohol can be hazardous to your (perceived) intelligence. Journal of Consumer Psychology, 23(2), 212-219.
- Ruedy, N., Moore, C., Gino, F., & Schweitzer, M. (2013). The cheater’s high: The unexpected benefits of unethical behavior. Journal of Personality and Social Psychology, 105(4), 531-548.
Other Publications:
- Callister, R., Gray, B., Gibson, D., Schweitzer, M., & Tan, J. (2014), Anger at work: Examining organizational anger norms impact on anger expression outcomes. In O. B. Ayoko, N. M. Ashkanasy, and K. A. Jehn (Eds.), Handbook of Conflict Management Research. Cheltenham, UK, and Northampton, MA.
Courses Taught:
- Advanced Negotiation
- Advanced Topics in Negotiation
- Negotiation and Conflict Resolution
Maurice E. Schweitzer
The Wharton School
University of Pennsylvania
3730 Walnut Street
Philadelphia, Pennsylvania 19104
United States of America
- Phone: (215) 898-4776
- Skype Name: maurice.schweitzer