Judgment, Decision Making and Negotiation

The human mind is capable of remarkable accomplishments, but it also can be swayed in the wrong direction, predictably and by seemingly irrelevant factors. My research probes imperfections of human judgment and decision-making and traces their consequences for individual, group, and organizational outcomes. My work in this area attempts to improve our understanding of the predictable failures of the human mind and fill the gaps in our knowledge of the ways in which human judgments, decisions, and behavior can be improved, or at least nudged in the right direction.

One of the areas I explored is advice taking. Advice taking requires people to weigh their own opinions and judgments against those of others. Before making an important decision - such as choosing an investment, launching a product, or selecting members for a new team - people often consult others for their opinions. Once they receive the advice, do they use it wisely? Over the years, my research on this topic has identified when and why people overweight bad advice, and when and why they discount good recommendations (e.g., Gino, 2006, 2008; Gino & Moore, 2007; Gino & Schweitzer, 2008).


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