My research interests are in the areas of:

  • Decision making

  • Negotiation

  • Entrepreneurship

  • Creativity and innovation​


  1. 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. 

  2. 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

  3. 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.‏

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

  5. Maaravi Y. (2017). Running a research marathon. Innovations in Education and Teaching International, 1-7.‏

  6. 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.‏

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

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

  9. 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.

  10. 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.

  11. Maaravi, Y., & Heller, B. (2020). Not all worries were created equal: the case of COVID-19 anxiety. Public Health, 185, 243-245.

  12. Maaravi, Y., Heller, B., Hochman, G., & Kanat-Maymon, Y. (2020). Internship Not Hardship: What Makes Interns in Startup Companies Satisfied?. Journal of Experiential Education, 1053825920966351.

  13. Maaravi, Y., Heller, B., Shoham, Y., Mohar, S., & Deutsch, B. (2020). Ideation in the digital age: literature review and integrative model for electronic brainstorming. Review of Managerial Science, 1-34.

  14. Maaravi, Y., Heller, B., Amar, S., & Stav, H. (2020). Training techniques for entrepreneurial value creation. Entrepreneurship Education, 1-24.

  15. Maaravi, Y., & Heller, B. (2020). Studying the prominence effect amid the COVID-19 crisis: implications for public health policy decision making. F1000Research, 9(1356), 1356.

  16. Maaravi, Y., Heller, B., Hochman, G., & Kanat-Maymon, Y. (2020). Internship Not Hardship: What Makes Interns in Startup Companies Satisfied?. Journal of Experiential Education.

  17. Maaravi, Y., Hameiri, B., & Gur, T. (2020). Fighting Coronavirus One Personality at a Time: Need for Structure, Trait Victimhood, and Adherence to COVID-19 Health Guidelines. Front. Psychol. 11: 576450.

  18. Maaravi, Y., & Heller, B. (2021). Buyers, Maybe Moving Second Is Not That Bad After All: Low-Power, Anxiety, and Making Inferior First Offers. Frontiers in Psychology, 12.

  19. Maaravi, Y., & Heller, B. (2021). Digital Innovation in Times of Crisis: How Mashups Improve Quality of Education. Sustainability, 13(13), 7082.

  20. Maaravi, Y., Levy, A., Gur, T., Confino, D., & Segal, S. (2021). “The tragedy of the commons”: How individualism and collectivism affected the spread of the COVID-19 pandemic. Frontiers in public health, 9, 37.

  21. Kanat‐Maymon, Y., Yaakobi, E., & Maaravi, Y. (2021) Organizational support, legitimacy, and workplace outcomes: A mediation model. Journal of Theoretical Social Psychology.

  22. Segal, S. & Maaravi, Y. (2021) Policymakers as safe havens: The relationship between adult attachment style, COVID-19 fear, and regulation compliance. Personality and Individual Differences.  

  23. Maaravi, Y., Hameiri, B., & Gur, T. (2022). Perceptions of victimhood and entrepreneurial tendencies. Frontiers in Psychology.



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


As of October 2019, I manage a lab with the following brilliant lab members:​

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Lab manager

Sandra Segal

I am an M.A. student for Developmental Psychology in the Department of Psychology at the Tel-Aviv Jaffa Academic college. I received my B.A. in Psychology and Management (Magna con Laude) as well as my M.B.A. (with honors) in the research excellence program, specializing in marketing and consumer behavior, from Ben Gurion University. My research interests include social psychology and decision making and the psychology of the child and his parents.

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Research assistant

Ben Heller

Following the completion of my B.A. in Neuroscience at Ben-Gurion University, I am currently an M.A. student in Social Psychology and Decision Making at the Interdisciplinary Center, Herzliya. My thesis, under the supervision of Prof. Shahar Ayal, aims to explore the effect of measurement scale on ethical judgment and behavior. Other than that, my topics of interest are evolutionary psychology, cognitive science, psycholinguistics, philosophy of science, and philosophy of mind.

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Research assistant

Tamar Gur

I am a Ph.D. student in the Department of Psychology at the Hebrew University of Jerusalem supervised by Prof. Eran Halperin and Prof. Shahar Ayal. I received my B.A. in Psychology and Philosophy as well as my M.A. in Cognitive Psychology

from Tel Aviv University. My current research focuses on the role of sadness (feeling it and communicating it) in intergroup conflicts and intergroup power relations.

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Doctorate student

Baruch Deutsch

  I am currently a Ph.D. student at the Technical University of Darmstadt (Germany), in partnership with the Inter-Disciplinary Center of Herzliya (Israel). I am supervised by Prof. Peter Buxmann and Dr. Yossi Maaravi. I received my M.S.E.E. and M.B.A. from Tel Aviv University (Israel). My main interests revolve around the role that failures play in entrepreneurship education, particularly as experienced by entrepreneurs on actual ventures.