Photo of Maurice Schweitzer

Maurice Schweitzer

Cecilia Yen Koo Professor

Professor of Operations and Information Management

Research Interests: behavioral decision research, deception and trust, emotions, negotiations

Links: CV, Decision Processes Group


  • A.W. Brooks, Juliana Schroeder, Jane Risen, Francesca Gino, Adam Galinsky, Michael Norton, Maurice Schweitzer (Work In Progress), Don't stop believing: Rituals decrease anxiety and improve performance.
  • M. P. Haselhuhn, Jessica Kennedy, L. J. Kray, A. Zant, Maurice Schweitzer (Work In Progress), Gender differences in trust dynamics: Women's trust is more resilient and robust than men's..
  • A.W. Brooks, Simone Moran, Maurice Schweitzer, Yoella Bereby-Meyer (Work In Progress), Glad to be mad: How negotiators strategically choose to feel worse.
  • M. P. Haselhuhn, Maurice Schweitzer, L. J. Kray (Work In Progress), Is trust fragile? Implicit beliefs, deception, and trust erosion.
  • A.W. Brooks, Francesca Gino, Maurice Schweitzer (Work In Progress), Smart people ask for (my) advice: Seeking advice boosts perceptions of competence.
  • Danielle E. Warren, Maurice Schweitzer (Work In Progress), When lying doesn't pay: How experts detect insurance fraud.
  • Julia A. Minson, Ruedy, Nicole, Maurice Schweitzer (Under Review), Ask (the right way) and you shall receive: The effect of question type on information disclosure and deception..  Abstract
  • Krishnan Anand, Pnina Feldman, Maurice Schweitzer (Under Review), Getting to No: The Strategic Use of Instrumental Negotiations.  
  • Jeremy Yip, Maurice Schweitzer (Work In Progress), Emotions and perspective-taking.
  • Brad Bitterly, Jeremy Yip, Maurice Schweitzer (Work In Progress), Humor and negotiation.
  • Jeremy Yip, Maurice Schweitzer, Samir Nurmohamed (Work In Progress), Trash-talking and performance.
  • Emma E. Levine, Maurice Schweitzer (2015), The Affective and Interpersonal Consequences of Obesity, Organizational Behavior and Human Decision Processes, forthcoming.
  • Adam Galinsky, Maurice Schweitzer, Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both (2015).
  • Emma E. Levine, Maurice Schweitzer (2015), Prosocial Lies: When Deception Breeds Trust, Organizational Behavior and Human Decision Processes, 26, 88 - 106.    Abstract
  • Bradford Tuckfield, Berkeley Dietvorst, Katherine L. Milkman, Maurice Schweitzer (Under Review), Quitting: The Downside of Great Expectations in Competitions.
  • Alison Wood Brooks, Hengchen Dai, Maurice Schweitzer (2014), I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust, Social Psychological & Personality Science, 5 (4), 467 - 474.    Abstract
  • Jeremy Yip, Maurice Schweitzer (Under Revision), Mad and misleading: Incidental anger promotes deception.  Abstract
  • Alixandra Barasch, Emma E. Levine, Maurice Schweitzer (Under Revision), Magnitude matters: perceptions of extreme versus moderate happiness .
  • Emma E. Levine, Maurice Schweitzer (2014), Are liars ethical? On the tension between benevolence and honesty, Journal of Experimental Social Psychology, 53, 107 - 117.    Abstract
  • Maurice Schweitzer, "Anger at Work: Examining Organizational Anger Norms Impact on Anger Expression Outcomes". In Handbook of Conflict Management Research, edited by O.B. Ayoko, N.M. Ashkanasy, K.A. Jehn, (2014).
  • Nicole Ruedy, Celia Moore, Francesca Gino, Maurice Schweitzer (2013), The Cheater's High: The unexpected benefits of unethical behavior, Journal of Personality and Social Psychology, 105 (4), 531 - 548.  
  • Joseph Gaspar, Maurice Schweitzer (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.  
  • Katherine L. Milkman, Laura Huang, Maurice Schweitzer (Under Revision), Teetering between Cooperation and Competition: How Subtle Cues Unexpectedly Derail Coopetitive Workplace Relationships.    Abstract
  • Francesca Gino, A.W. Brooks, Maurice Schweitzer (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.  
  • Scott I. Rick, Maurice Schweitzer (2012), The imbibing idiot bias: Consuming alcohol can be hazardous to your (perceived) intelligence, Journal of Consumer Psychology, 23 (2), 212 - 219.  
  • Jennifer Dunn, Maurice Schweitzer, Nicole Ruedy (2012), It Hurts Both Ways: How Social Comparisons Harm Affective and Cognitive Trust, Organizational Behavior and Human Decision Processes, 117 (1), 2 - 14.  
  • M. P. Haselhuhn, Devin G Pope, Maurice Schweitzer, Peter Fishman (2012), The Impact of Personal Experience on Behavior: Evidence from Video-Rental Fines, Management Science, 58 (1), 52 - 61.  
  • Alison Wood Brooks (OPIM), Maurice Schweitzer (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.    Abstract
  • Devin G Pope, Maurice Schweitzer (2011), Is Tiger Woods loss averse? Persistent bias in the face of experience, competition, and high stakes, American Economic Review, 101, 129 - 157.    Abstract
  • Michael Haselhuhn, Maurice Schweitzer, Wood Brooks Alison (2010), How Implicit Beliefs Influence Trust Recovery, Psychological Science, 21 (5), 645 - 648.  
  • Nicole Ruedy (OPIM), Maurice Schweitzer (2010), In the Moment: The effect of mindfulness on ethical decision making, Journal of Business Ethics, 95, 73 - 87.  
  • L.D. Ordonez, Maurice Schweitzer, Adam Galinsky, Max Bazerman (2009), On Good Scholarship, Goal Setting, and Scholars Gone Wild, Academy of Management Perspectives, 23 (3), 82 - 87.  
  • Lisa Ordonez, Maurice Schweitzer, Adam Galinsky, Max Bazerman (2009), Goals Gone Wild: The Systematic Side Effects of Overprescribing Goal-Setting, Academy of Management Perspectives
  • Maurice Schweitzer, Donald Gibson, Ronda R. Callister, Barbara Gray (2009), The Influence of Anger Expressions on Outcomes in Organizations, Negotiation and Conflict Management Research, 2 (3), 236 - 262.  
  • Nicole L. Mead, Roy F. Baumeister, Francesca Gino, Maurice Schweitzer, Dan Ariely (2009), Too Tired to Tell the Truth: Self-Control Resource Depletion and Dishonesty, Journal of Experimental Social Psychology, 45 (3), 594 - 597.  
  • Francesca Gino, Maurice Schweitzer, Nicole L. Mead, Dan Ariely (2009), Unable to Resist Temptation: How Self-Control Depletion Promotes Unethical Behavior, Organizational Behavior and Human Decision Processes, 115 (2), 191 - 203.  
  • Francesca Gino, Maurice Schweitzer (2008), Blinded by Anger or Feeling the Love: How Emotions Influence Advice Taking, Journal of Applied Psychology, 93 (5), 1165 - 1173.  
  • Maurice Schweitzer, Donald Gibson (2008), Fairness, feelings, and ethical decision making: Consequences of violating community standards of fairness, Journal of Business Ethics, 77, 287 - 301.    Abstract
  • Simone Moran, Maurice Schweitzer (2008), When better is worse: Envy and the use of deception in negotiations, Negotiation and Conflict Management Research, 1 (1), 3 - 29.
  • Schweitzer, M. (2007). Call their bluff! Detecting deception in negotiation. Negotiation (A Newsletter from Harvard Business School), 10(3), 7-9.
  • Galinsky, A. & Schweitzer, M. (2007). Negotiators: Think before you Drink Negotiation (A Newsletter from Harvard Business School), 10(7), 4-6.
  • Maurice Schweitzer, Jennifer Dunn, "Green and Mean: Envy and Social Undermining in Organizations". In Research on Managing Groups and Teams (8): Ethics in Groups, edited by Ann Tenbrunsel, (2006), 117 - 197.  
  • Schweitzer, M. (2006). Aim high, improve negotiation results, Negotiation (A Newsletter from Harvard Business School), 9(8), 4-6.
  • Schweitzer, M. (2006). Is your counterpart satisfied? Negotiation (A Newsletter from Harvard Business School), 9(4), 7-9.
  • Maurice Schweitzer, John C. Hershey, E. Bradlow (2006), Promises and Lies: Restoring Violated Trust, Organizational Behavior and Human Decision Processes, 101, 1 - 19.  Abstract  Related Materials
  • Schweitzer, M. (2006). Wise negotiators know when to say “I’m Sorry.” Negotiation (A Newsletter from Harvard Business School), 9(12), 4-6.
  • Jennifer Dunn, Maurice Schweitzer (2005), Feeling and believing: The influence of emotion on trust, Journal of Personality and Social Psychology, 88 (6), 736 - 748.    Abstract
  • L. DeChurch, D. E. Gibson, Maurice Schweitzer (2005), Conflict frames and the use of deception: Are competitive negotiators less ethical?, Journal of Applied Social Psychology, 35 (10), 2123 - 2149.  
  • Schweitzer, M. (2005). Negotiators Lie. Negotiation (A Newsletter from Harvard Business School), 8(12), 1-4.
  • Maurice Schweitzer, "Trust but Verify: Monitoring in Interdependent Relationships". In Advances in Applied Microeconomics, Volume 13, edited by Baye Michael, John Maxwell, (2005), 87 - 106.
  • Maurice Schweitzer, Jennifer Dunn, "Why Good Employees Make Unethical Decisions: The Role of Reward Systems, Organizational Culture and Managerial Oversight". In Managing Organizational Deviance, edited by R.E. Kidwell, C.L. Martin, (2004), 39 - 60.
  • Maurice Schweitzer, Lisa Ordonez, B. Douma (2004), Goal setting as a motivator of unethical behavior, Academy of Management Journal  
  • N. Novemsky, Maurice Schweitzer (2004), What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction, Organizational Behavior and Human Decision Processes, 95 (2), 186 - 197.  
  • K. Chinander, Maurice Schweitzer (2003), The input bias: The misuse of input information in judgments of outcomes, Organizational Behavior and Human Decision Processes, 91 (2), 243 - 253.  
  • Maurice Schweitzer, "Too good to be trusted? Relative performance, envy, and trust.". In Proceedings of the Sixty-fourth Annnual Meeting of the Academy of Management (CD), edited by R. Weaver, (2003), B1 - B6.
  • Maurice Schweitzer, Susan Brodt, Rachel T.A. Croson (2002), Seeing and Believing: Visual Acces and the Strategic Use of Deception, International Journal of Conflict Management, 13 (3), 258 - 275.  
  • Maurice Schweitzer, Jennifer Dunn, "Feeling and believing: The influence of emotion on trust.". In Proceedings of the Sixty-Third Annual Meeting of the Academy of Management (CD), edited by D. Nagao, (2002), B1 - B6.
  • Maurice Schweitzer, C. Hsee (2002), Stretching the truth: elastic justification and motivated communication of uncertain information, The Journal of Risk and Uncertainty, 25 (2), 185 - 201.  
  • Maurice Schweitzer, L. DeChurch (2001), Linking frames in negotiations: Gains, losses, and conflict frame adoption, The International Journal of Conflict Management, 12 (2), 100 - 113.  
  • Maurice Schweitzer, L.D. Ordonez, B. Douma, "The dark side of goal setting: The role of goals in motivating unethical decision making". In Proceedings of the Sixty-second Annual Meeting of the Academy of Management, edited by D. Nagao, (2001).
  • Maurice Schweitzer, L. Gomberg (2001), The impact of alcohol on negotiator behavior: Experimental evidence, Journal of Applied Social Psychology, 31 (10), 2095 - 2126.  
  • Gérard Cachon, Maurice Schweitzer (2000), Decision bias in the newsvendor problem with a known demand distribution: experimental evidence., Management Science, 46 (3), 404 - 420.    Abstract
  • Maurice Schweitzer, J. Kerr (2000), Bargaining under the influence: The role of alcohol in negotiations, Academy of Management Executive, 14 (2), 47 - 57.  
  • Maurice Schweitzer, "Deception in Negotiations". In Wharton on Making Decisions, edited by Stephen Hoch, Howard Kunreuther, (2000), 187 - 200.
  • Maurice Schweitzer, K. Chinander, "Judgments of Quality: Using Input Quantity to Evaluate Outcome Quality". In Advances in Management of Organizational Quality, edited by D. Fedor, S. Ghosh, (2000), 193 - 214.
  • Maurice Schweitzer, Rachel T.A. Croson (1999), Curtailing Deception: The Impact of Direct Questions on Lies and Omissions, International Journal of Conflict Management ( Reprinted in What's Fair: Ethics for Negotiators, Menkel-Meadow and Wheeler (eds.), Wiley: San Francisco, 2004, pp. 175-204), 10 (3), 225 - 248.  
  • D. Brown, M. French, Maurice Schweitzer, K. McGeary, C. McCoy, S. Ulmann (1999), Economic Evaluation of Breast Cancer Screening - A Review, Cancer Practice, 7 (1), 28 - 33.
  • Maurice Schweitzer (1999), The construction of mental accounts in benefits decision making, Benefits Quarterly, 15 (1), 52 - 56.
  • S. Solnick, Maurice Schweitzer (1999), The influence of physical attractiveness and gender on ultimatum game decisions, Organizational Behavior and Human Decision Processes, 79 (3), 199 - 215.
  • Maurice Schweitzer, M. French, Steven Ullmann, C. McCoy (1998), Cost-effectiveness of detecting breast cancer in lower socio-economic status African-American and Hispanic women through mobile mammography services, Medical Care Research and Review, 55 (1), 75 - 91.
  • Maurice Schweitzer, John C. Hershey (1997), Undercontribution bias in health care spending account decisions, Benefits Quarterly, 13 (2), 36 - 45.
  • Maurice Schweitzer, John C. Hershey, David A. Asch (1996), Individual choice in spending accounts: Can we rely on employees to choose well?, Medical Care, 34 (6), 583 - 593.
  • S. Schweitzer, Maurice Schweitzer, M. Sourty-LeGuellec (1996), Is there a U.S. drug lag? The timing of new pharmaceutical approvals in the G-7 countries and Switzerland, Medical Care Research and Review, 53 (2), 162 - 178.
  • Maurice Schweitzer, David A. Asch (1996), The role of employee flexible spending accounts in health care financing, American Journal of Public Health, 86 (8), 1079 - 1081.
  • Maurice Schweitzer (1995), Multiple reference points, framing, and the status quo bias in health care financing decisions, Organizational Behavior and Human Decision Processes, 63, 69 - 72.
  • Maurice Schweitzer, David A. Asch (1995), Timing payments to subjects of mail surveys: Cost-effectiveness and bias, Journal of Clinical Epidemiology, 48 (11), 1325 - 1329.
  • Maurice Schweitzer (1994), Disentangling status quo and omission effects: An experimental analysis, Organizational Behavior and Human Decision Processes, 58 (3), 457 - 476.