scholarly journals Cognitive Framing Illusions and Consumer Rationality

2011 ◽  
Vol 4 (1) ◽  
pp. 1-8
Author(s):  
Isaiah Deng
Keyword(s):  
2021 ◽  
Author(s):  
Taya R. Cohen ◽  
Erik G Helzer ◽  
Robert Creo

Lawyers have broad discretion in deciding how honestly to behave when negotiating. We propose that lawyers’ choices about whether to disclose information to correct misimpressions by opposing counsel are guided by their moral character and their cognitive framing of negotiation. To investigate this possibility, we surveyed 215 lawyers from across the United States, examining the degree to which honest disclosure is associated with lawyers’ moral character and their tendency to frame negotiation in game-like terms—a construal of negotiation that we label game framing. We hypothesize that the more that lawyers view negotiation through a game frame—that is, the more they view negotiation as an adversarial context with arbitrary and artificial rules—the less honest they will be in situations in which honest disclosure is not mandated by professional rules of conduct. We further hypothesize that lawyers with higher levels of moral character will apply a game frame to negotiation to a lesser degree than will lawyers with lower levels of moral character, and that honesty when negotiating will be higher when lawyers have higher versus lower levels of moral character. Our study results support these hypotheses. This work suggests that focusing on game-like aspects of negotiation can induce a less moral and ethical mindset. To the extent that teaching law students to “think like a lawyer” encourages them to adopt a game frame of negotiation, we can expect such training to reduce the likelihood of honest disclosure.


2021 ◽  
pp. 460-474
Author(s):  
Ekaterina Isaeva ◽  
Olga Baiburova ◽  
Oksana Manzhula

Cognition ◽  
2016 ◽  
Vol 151 ◽  
pp. 42-51 ◽  
Author(s):  
John M. Huhn ◽  
Cory Adam Potts ◽  
David A. Rosenbaum
Keyword(s):  

2020 ◽  
Vol 1 (1) ◽  
pp. 1-16
Author(s):  
Rana Sukarieh

In this article, I reflect on my experience as an active rank and file member of CUPE 3903, the union representing contract faculty and graduate students at York University in Toronto, Ontario, during the 2018 York University Strike, where I volunteered as a front-line communicator, or “car talker”. Drawing on these experiences, I reflect on the ways in which picketers generally try to (un)manage the emotions of drivers passing through the picket line. My analysis is focused on a particular venue - the Shoreham picket line located at the southwest entrance of the university, and centers around my personal interactions with the drivers crossing the picket line during the morning hours from March 2018 to May 2018. My analysis aims to open up space to discuss the largely overlooked role that the emotions of the public play in shaping the picket line experience. In particular, I provide a multi-directional analysis of the encounters that occurred between the picketers and the general public at the Shoreham picket line during the 2018 strike, highlighting the multiplicity of variables, such as the environment, the pre-existing beliefs of the participants, and expressions of collective anger, which informed these encounters. In doing this, I illuminate the complexity of the intertwined relationship between emotional and cognitive framing, thereby providing a more comprehensive model for understanding the role that emotions play in social movement organizing.


2013 ◽  
Vol 78 ◽  
pp. 195-199 ◽  
Author(s):  
Ildikó Pelczer ◽  
Florence Mihaela Singer ◽  
Cristian Voica

Sign in / Sign up

Export Citation Format

Share Document