Working Papers

"When Performance Trumps Gender Bias. Joint Versus Separate Evaluation." Working Paper (with Alexandra van Geen and Max Bazerman). [Download PDF]

"Informational Differences and Performance: Experimental Evidence." Under review (with Farzad Saidi). [Download PDF]

"Trust and Bargaining: Deciding to Distrust." In: Bolton, Gary and Rachel Croson (eds.), The Oxford Handbook of Economic Conflict Resolution. Oxford: Oxford University Press, forthcoming (with Stephan Meier).

"The Elasticity of Trust: How to Promote Trust in the Arab Middle East and in the United States" In: Kramer, R. and T. Pittinsky (eds.). Restoring Trust. Oxford: Oxford University Press, forthcoming (with Benedikt Herrmann, Mohamad Al-Issis, Andrea Robbett, Khalid Al-Yahya and Richard Zeckhauser).


"Ask What You Can Do." Neue Zürcher Zeitung, June 15, 2011.

"Trust and the Reference Points for Trustworthiness in Gulf and Western Countries." Quarterly Journal of Economics CXXV (2), May 2010: 811-828. (With Benedikt Herrman and Richard Zeckhauser) [Download PDF]

"Gender Equality: A Nudge in the Right Direction." The Financial Times, October 13, 2010.

"Exploring gendered behavior in the field with experiments: Why public goods are provided by women in a Nairobi slum." Journal of Economic Behavior and Organization 70(1), May 2009: 1-9. (with Fiona Greig) [Download PDF]

"Experiments." In: Bearman, P. and P. Hedstrom (eds.). The Oxford Handbook of Analytical Sociology. Oxford: Oxford University Press, 2009, pp. 639-665.

"Fairness." In: Sander, David and Klaus R. Scherer (eds.). The Oxford Companion to Emotion and the Affective Sciences. Oxford: Oxford University Press, 2009, pp. 179-180. (with Stephan Meier)

"Benefiting from Reciprocity in Negotiation." La Tribune, June 17, 2009.

"Trust in experiments." In: Durlauf, S.N.  and L.E. Blume (eds.). The New Palgrave Dictionary of Economics. Second Edition. Palgrave Macmillan, 2008. The New Palgrave Dictionary of Economics Online.

“Betrayal Aversion.” American Economic Review 98(1), March 2008: 294-310. (with Fiona Greig, Benedikt Herrmann and Richard Zeckhauser) [Download PDF]

"Gender in Negotiation." Introduction to special issue and guest editor. Negotiation Journal 24(4), 2008, pp. 389-392. (with Hannah Riley Bowles)

"Pushing for Better Results." Negotiation 11(8), Program on Negotiation, 2008, p. 8.

“Is there Reciprocity in a Reciprocal-Exchange Economy? Evidence of Gendered Norms from a Slum in Nairobi, Kenya.” Economic Inquiry 46(1), January 2008: 77-83. (with Fiona Greig) [Download PDF]

“Status and Distrust: The Relevance of Inequality and Betrayal Aversion.” Journal of Economic Psychology 28 (2007): 197-213. (with Kesseley Hong) [Download PDF]

“Institutions and Trust: Implications for Preferences, Beliefs and Behaviors.” Rationality and Society 19.1 (February 2007): 99-135. (with Yael Baytelman) [Download PDF]

“Why Women and Men Trust Others.” Economics and Psychology. Ed. Bruno Frey and Alois Stutzer. Cambridge, MA: MIT Press, 2007, 89-110.

“Gender Matters in Workplace Decisions.” Negotiation. Program on Negotiation. 10.4 (2007): 4-6. (with Fiona Greig)

“Decomposing Trust and Trustworthiness.” Experimental Economics, Special Issue on Behavioral Economics, 9.3 (September 2006): 193-208. (with Nava Ashraf and Nikita Piankov) [Download PDF]

“How Institutions Affect Behavior: Insights from Economics and Psychology.” Social Psychology and Economics. Ed. David De Cremer, Marcel Zeelenberg and Keith J. Murnighan. London: Lawrence Erlbaum, 2006, 213-238.

“What to Do When They Say ‘Not in My Backyard!’” Negotiation. Program on Negotiation. 9.8 (2006): 6-9.

“How Much Should You Trust?” Negotiation. Harvard Business School Publishing and Program on Negotiation. 9.3 (2006) 7-9. (with Stephen Meier)

“Learning Turst.” Journal of the European Economic Association 3.2-3 (April/May 2005): 322-329. (with Heike Harmgart, Steffen Huck and Jean-Robert Tyran) [Download PDF]

“Compensating the Cooperators: Is Sorting in the Prisoner’s Dilemma Possible?” Journal of Economic Behavior and Organization 56.1 (2005): 61-76. (with Dorothea Kübler) [Download PDF]

“Status Anxiety.” Negotiation. Harvard Business School Publishing and Program on Negotiation. 8.11 (2005): 4-6.

“Did You Give at the Office? Leveraging the Power of Reciprocity.” Negotiation. Harvard Business School Publishing and Program on Negotiation. 8.7 (2005): 7-9.

“Trust and Trustworthiness.” Journal of Economic Behavior and Organization, Introduction to Special Issue, 55.4 and guest editors, (December 2004). (with Rachel Croson)

“Social Comparisons in Ultimatum Bargaining.” Scandinavian Journal of Economics, Special Issue on Behavioral Economics,106.3 (2004): 495-510. (with Richard Zeckhauser) [Download PDF]

“Trust, Risk and Betrayal.” Journal of Economic Behavior and Organization 55.4 (2004): 467-484. (with Richard Zeckhauser) [Download PDF]

“Repetition and Reputation: Implications for Trust and Trustworthiness When Institutions Change.” American Economic Review 94.2 (2004): 362-366. (with Stephen Huck) [Download PDF]

“The Payoff of Trust.” Negotiation. Harvard Business School Publishing and Program on Negotiation. 7.7 (2004) 9-11.

“Vertrauen und Vertrauensbruch.” Im Brennpunkt No. 2 (June 2004).

“Instinct or Incentive to be Trustworthy? The Role of Informational Institutions.” Jahrbuch für Neue Politische Ökonomie. Ed. Manfred J. Holler, Hartmut Kliemt, Dieter Schmidtchen and Manfred Streit. 21, Tübingen: Mohr Siebeck, 2003, 213-221 (with Steffen Huck and Jean-Robert Tyran.)

“Does Performance Pay Perform? Conditions for Success in the Public Sector.” For the People: Can We Fix Public Service? Ed. John Donahue and Joseph Nye. Brookings, 2003, 238-254. (with Susan Eaton)

“Die Ursachen für Vertrauen.” Basler Zeitung No. 71 (March 25, 2002).

“Führen heisst: Die Spielregeln bestimmen.” Führen lehren- Führen lernen. Ed. Eidgenössisches Personalamt.Band 15. Bern: Eidgenössisches Personalamt 2002, 53-57.

“Pay for Performance: Motivation and Selection Effects.” Successful Management by Motivation. Balancing Extrinsic and Intrinsic Incentives. Ed. Bruno Frey and Margit Osterloh. Berlin: Springer, 2001, 119-139. (with Felix Oberholzer-Gee)

“More Order With Less Law: On Contract Enforcement, Trust, and Crowding.” American Political Science Review 95.1 (2001): 131-144. (with Bruno Frey and Steffen Huck) [Download PDF] 

“Recht und Vertrauen: Evolutionäre Spieltheorie in der Rechtswissenschaft.” Gene, Kultur und Recht. Ed. Martin Usteri, Wolfgang Fikentscher and Wolfgang Wickler.Schriften zur Rechtspsychologie, Band 5, Bern: Staempfli, 2000, 61-78. (with Bruno Frey and Steffen Huck)

“Leistungslohn: Motivations- und Selektionseffekte.” Zeitschrift Führung und Organisation 69.2 (2000): 77-82. (with Felix Oberholzer-Gee)

“Social Distance and Other-Regarding Behavior in Dictator Games: Comment.” American Economic Review 89.1 (1999): 335-340. (with Bruno Frey)

“The Sound of Silence in Prisoner's Dilemma and Dictator Games.” Journal of Economic Behavior and Organization 38 (1999): 43-57. (with Bruno Frey)
Reprinted in: Experimental Economics in Germany, Austria and Switzerland, edited by Sadrieh Abdolkarim and Joachim Weimann. Marbrurg: Metropolis, 2008, pp. 191-206.

“Solidarität durch Salienz.” Wirtschaftsethische Perspektiven IV. Ed. Wulf Gaertner. Berlin: Duncker&Humblot, 1998, 173-194 (refereed).

Kooperation und Kommunikation. Eine ökonomische Analyse individueller Entscheidungen. Tübingen: Mohr (Siebeck) (1997).

“Fairness and Competence in Democratic Decisions.” Public Choice 91.1 (1997): 89-105. (with Bruno Frey and Felix Oberholzer-Gee)

“Diskurs - die Protektion der Kommunikation.” Analyse und Kritik 19.1 (1997): 15-32.

“Rent Leaving.” Journal of Institutional and Theoretical Economics 153 (1997): 711-721. (with Bruno Frey)

“Identifikation als institutionelle Bedingung individueller Kooperation: Theorie und Experimente.” Wirtschaftsethik und Moralökonomik. Ed. Detlef Aufderheide and Martin Dabrowski. Normen, soziale Ordnung und der Beitrag der Ökonomie. Berlin: Duncker&Humblot, 1997, 235-258.