Research

My research interests are in the areas of:

  • Decision making

  • Negotiation

  • Entrepreneurship

  • Creativity and innovation​

 

Articles:

  • Maaravi, Y., Idan, O., & Hochman, G. (2019). And sympathy is what we need my friend—Polite requests improve negotiation results. PloS one, 14(3), e0212306.
     

  • Maaravi, Y., & Hameiri, B. (2019). Deep pockets and poor results: The effect of wealth cues on first offers in negotiation. Group Decision and Negotiation, 28(1), 43-62.
     

  • Maaravi, Y. (2018). Using hackathons to teach management consulting. Innovations in Education and Teaching International, 1-11
     

  • Levy, A., & Maaravi, Y. (2018). The boomerang effect of psychological interventions. Social Influence, 13(1), 39-51.
     

  • Maaravi, Y. (2018). Running a research marathon. Innovations in Education and Teaching International, 1-7.‏
     

  • Maaravi, Y., & Levy, A. (2017). When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer. Judgment and Decision Making, 12(5), 420-429.‏
     

  • Roizman, M., Hoffman, G., Ayal, S., Hochman, G., Reifen Tagar, M., & Maaravi, Y. (2016). Studying the Opposing Effects of Robot Presence on Human Corruption. In The Eleventh ACM/IEEE International Conference on Human Robot Interaction (pp. 501-502). IEEE Press.
     

  • Maaravi, Y., Pazy, A., & Ganzach, Y. (2014). Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations. Judgment and Decision Making, 9(6), 548-557.‏
     

  • Maaravi, Y., Ganzach Y., & Pazy A. (2011). Negotiation as a form of persuasion: Arguments in first offers. Journal of Personality and Social Psychology. 101 (2), pp. 245-255. 
     

  • Maaravi, Y., Pazy A. & Ganzach Y. (2011). Pay as much as you can afford: Counterpart’s ability to pay and first offers in negotiation. Judgment and Decision Making. 6, pp. 275-282, 1-13.

 

Books:

  • Maaravi Y. (2015) You Deserve Better – how to excel in the negotiations of your life. (Textbook, in Hebrew), Kinneret-Zmora-Bitan