Murnighan's Definitional Model of Human Behavior is described as having the following structure: 1) Definition: Motivation strategies and behavior are defined. 2) Motivation: Motivation is examined. 3) Strategies: Strategies are considered. 4) Behavior: Behavior is analyzed. The document presents Professor Tirupati Misra's summary of Murnighan's Definitional Model of Human Behavior, which structures the analysis of human behavior around definition, motivation, strategies, and behavior.

1. Murnighan’s Definitional Model
Of
Human Behavior
Definition
Motivation
Strategies
Behavior
Prof. Tirupati Misra@ibslko

2. • Some groups (especially those well versed in rational
choice) think that there is absolutely no chance for
cooperation in the last round. But many groups do
cooperate in the last round
How?
They Change the game –
They try to take the temptation away –
A highly recommended strategy for leaders
Prof. Tirupati Misra@ibslko

3. Examples of Prisoners’
Dilemmas
• Depleting a Limited Resource
 Redfish in the Gulf of Mexico
 Saving Water in a Drought
 Overuse of National Parks
• Provoking Competition in an Industry
 American Airlines and the Frequent Flyer Programs
 Price Wars
 Opening on Sundays
 Opening Evenings
Prof. Tirupati Misra@ibslko

4. • Closer to Home
 Bosses and their Secretaries Working Together
 Supporting Each Other
 Cross functional Teams Sharing Expertise
 Covering for Each Other
• In Families
Good Relations W. Tennagers??
Prof. Tirupati Misra@ibslko

5. Groups Cooperate
Exclusivity Noncooperation
The Moral:
Define Groups Inclusively
And Get Buy-In
Prof. Tirupati Misra@ibslko