Yossi Maaravi

Yossi Maaravi (Hebrew: יוסי מערבי, born 1973) is a decision making and negotiation researcher. He is the dean of the Adelson School of Entrepreneurship at the Interdisciplinary Center in Herzliya, a lecturer, and an author.

Biography

Maaravi was born and raised in Holon. After graduating from high school, he served in the military in a unit that aims to assist high school students & soldiers alike in improving their Arabic. After his military service, he completed a double-major B.A. (psychology and the "Amirim" interdisciplinary honors program) from the Hebrew University of Jerusalem. During his studies, he traveled numerous times to the Far East and worked as a tour guide in China, Nepal, and Tibet.

Maaravi received his Ph.D. in business administration from the Tel Aviv University. His doctorate deals with the psychological aspects of business negotiation. Among others, Maaravi lectured at Tel Aviv University. Now, Maaravi is the co-founder and Dean of the Adelson School of Entrepreneurship in the Reichman University in Herzliya. Also, he consults in various fields of business and organizational psychology.^[1]

Writing

Maaravi's first book "The Juice Tree", is a children's book illustrated by the illustrator Shahar Kober^[2] and published in 2010 by "Hakibbutz Hameuchad - Sifriat Poalim Publishing Group".^[3] The book depicts a "social dilemma" and teaches important insights on correct community conduct.^[4] "The Juice Tree" has received warm critique in Israel and was included in the Israeli education ministry's recommended books for 2010-2011. Following the success in Israel, the book was translated to Korean in 2011.

His second book "Friendship and Magic", which was also illustrated by Shahar Kober, was published in 2011 by the same publishing house. The book describes a tale in which a creative solution is needed in order to solve a conflict and demonstrates the meaning of an integrative negotiation.^[5][6]

These two books are part of a continuing project that aims to expose children and their parents through simple children's books to basic insights in social science thus helping them be better members in their community.

A short story written by Maaravi called "Every Great Forest Begins with One Small Tree" was published in the children's Anthology "Klompopo Island and more stories", 2010 by "Hakibbutz Hameuchad - Sifriat Poalim Publishing Group".

During 2015 Maaravi's book "You Deserve Better – how to succeed in the negotiation of your life" was published by "Kinneret Zmora-Bitan Dvir" publishing group. This book takes a wide view on negotiation in different aspects of life, and suggests a practical toolbox to improve in these fields, based on research from the fields of social and behavioral studies.

Moreover, Dr. Maaravi continues to publish opinion pieces in the daily Israeli press.

Research

Dr. Maaravi engaged in research in the areas of decision-making, negotiation, creativity, and innovation. Specifically, Dr. Maaravi focuses on the feasibility of offering second in a negotiation, the effect of different traits on the negotiation process, the impact of the first offer on various factors in bargaining, and on innovative methodologies for studying entrepreneurship and research. His papers were published, among others, in the Journal of Personality and Social Psychology and the Judgment and Decision Making journal.

Published works

Books

• Yossi Maaravi, The Juice Tree, Hakibbutz Hameuchad - Sifriat Poalim Publishing Group, 2010
• Yossi Maaravi, Friendship and Magic, Hakibbutz Hameuchad - Sifriat Poalim Publishing Group, 2011
• Yossi Maaravi, You Deserve Better – how to succeed in the negotiation of your life, Kinneret Zmora-Bitan Dvir" publishing group, 2015

Academic Articles

• Levy, A., & Maaravi, Y. (2018). The boomerang effect of psychological interventions. Social Influence, 13(1), 39-51
• Maaravi, Y. (2018). Using hackathons to teach management consulting. Innovations in Education and Teaching International, 1-11.
• Maaravi, Y. (2018). Running a research marathon. Innovations in Education and Teaching International, 55(2), 212-218.
• 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., & Levy, A. (2017). When your anchor sinks your boat: Information asymmetry in distributive negotiations and the disadvantage of making the first offer. Judgment & Decision Making, 12(5).
• 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.
• 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.
• Roizman, M., Hoffman, G., Ayal, S., Hochman, G., Tagar, M. R., & Maaravi, Y. (2016, March). Studying the opposing effects of robot presence on human corruption. In 2016 11th ACM/IEEE International Conference on Human-Robot Interaction (HRI) (pp. 501-502). IEEE.

Opinion Pieces

• Op-Ed about the origins of creativity and challenges facing Israel's education system, The Marker
• Op-Ed dealing with the need for a new perspective on the social protests in Israel, Ynet news
• Op-Ed about the connection between the Jewish orthodox sector and Israel's social protests, The Marker
• Op-Ed dealing with the importance of individual responsibility in a democratic regime

References

External links

• Interview with Yossi Maaravi about negotiation and children (Hebrew), Channel 10
• Dressing for success: How wealth and status cues affect negotiation
• The Anchoring Bias Can Get Talks off to a Strong Start