Max Bazerman

And what they find is that the plaintiff's role, the role representing the injured party, think that the case is worth roughly twice what the party representing the defendant thinks it's worth. And some people say, but it's only a simulation.

It may only be a simulation, but once we put people in those roles, they begin to believe their side has some kind of moral justice to it that the other side lacks at a remarkable level.

It may only be a simulation, but once we put people in those roles, they begin to believe their side has some kind of moral justice to it that the other side lacks at a remarkable level.

It may only be a simulation, but once we put people in those roles, they begin to believe their side has some kind of moral justice to it that the other side lacks at a remarkable level.

Sure. So first of all, why Sunday night? And the answer is the American institution of the open house in the residential real estate market. So Sunday is the most common day for people to post a time online about when their house will be open so you can go take a look at the house without having an appointment, house, condo, whatever.

Sure. So first of all, why Sunday night? And the answer is the American institution of the open house in the residential real estate market. So Sunday is the most common day for people to post a time online about when their house will be open so you can go take a look at the house without having an appointment, house, condo, whatever.

Sure. So first of all, why Sunday night? And the answer is the American institution of the open house in the residential real estate market. So Sunday is the most common day for people to post a time online about when their house will be open so you can go take a look at the house without having an appointment, house, condo, whatever.

And as a result, an awful lot of house visitations on the real estate market occur on Sunday. This means that agents are busy on a late Sunday afternoon, early evening as people sometimes decide to make an offer. So in an example of this story, I'm at home on Sunday night and it's 9.30 and my phone rings. And I pick up the phone and say hi.

And as a result, an awful lot of house visitations on the real estate market occur on Sunday. This means that agents are busy on a late Sunday afternoon, early evening as people sometimes decide to make an offer. So in an example of this story, I'm at home on Sunday night and it's 9.30 and my phone rings. And I pick up the phone and say hi.

And as a result, an awful lot of house visitations on the real estate market occur on Sunday. This means that agents are busy on a late Sunday afternoon, early evening as people sometimes decide to make an offer. So in an example of this story, I'm at home on Sunday night and it's 9.30 and my phone rings. And I pick up the phone and say hi.

And on the other end of the line is somebody who introduces themselves as a friend of a friend of mine.

And on the other end of the line is somebody who introduces themselves as a friend of a friend of mine.

And on the other end of the line is somebody who introduces themselves as a friend of a friend of mine.

And I like our mutual friends, so I want to be polite despite the timing of the phone call. And after introducing themselves as a friend of a friend of mine, they explain why they're calling. They looked at a house this afternoon. In fact, they've been looking at houses for the last three months. They've looked at over 20 houses. But today they found an amazing house.

And I like our mutual friends, so I want to be polite despite the timing of the phone call. And after introducing themselves as a friend of a friend of mine, they explain why they're calling. They looked at a house this afternoon. In fact, they've been looking at houses for the last three months. They've looked at over 20 houses. But today they found an amazing house.

And I like our mutual friends, so I want to be polite despite the timing of the phone call. And after introducing themselves as a friend of a friend of mine, they explain why they're calling. They looked at a house this afternoon. In fact, they've been looking at houses for the last three months. They've looked at over 20 houses. But today they found an amazing house.

And they proceed to describe it to me in intricate detail. They seem to be under the illusion that on Sunday night I care what it looks like. But they proceed to the reason for the call. So the house is listed for $599,000. Earlier in the day, at 4.30 in the afternoon, in fact, they made an offer for $550,000. So $599,000 offer, asking, and they offered $550,000.

And they proceed to describe it to me in intricate detail. They seem to be under the illusion that on Sunday night I care what it looks like. But they proceed to the reason for the call. So the house is listed for $599,000. Earlier in the day, at 4.30 in the afternoon, in fact, they made an offer for $550,000. So $599,000 offer, asking, and they offered $550,000.

And they proceed to describe it to me in intricate detail. They seem to be under the illusion that on Sunday night I care what it looks like. But they proceed to the reason for the call. So the house is listed for $599,000. Earlier in the day, at 4.30 in the afternoon, in fact, they made an offer for $550,000. So $599,000 offer, asking, and they offered $550,000.

And that evening, they went to our mutual friend's house for dinner. And about 10 minutes ago, the agent called back and said that the seller had countered at $5.85. Yeah. And they want to know what they should do next because they had been talking with their friend who said, I know what to do. Let's call Max. He teaches negotiation.