Overcoming Focusing Failures in Competitive Environments

摘要: This paper attacks one of the chief limitations field behavioral decision research—the past inability to use this literature improve making. Building on work Thompson, Gentner, Loewenstein and colleagues (Loewenstein, & 1999; Loewenstein, 2000; Gentner Markman, 1997), current finds that it is possible reduce bias in most robust problems literature, Acquiring a Company Problem (Samuelson Bazerman, 1985). Past research has shown individuals make suboptimal offers as result failure think about decisions others incorporate clear understanding rules game. In study, we find by allowing study participants see understand differences seemingly unrelated problems—versions Monty Hall Game (Nalebuff, 1987; Friedman, 1998) Multiparty Ultimatum (Messick, Moore, 1997; Tor 2003)—study can learn focus more accurately other parties game, keys solving Problem. new piece evidence comparative analogical processes may be successful direction for improving Copyright # 2004 John Wiley Sons, Ltd.