Deception and retribution in repeated ultimatum bargaining
Article Abstract:
Research is presented concerning the development of two bargaining games to investigate the management of ultimatum bargaining and the effectiveness of deception and retribution techniques. The higher deception levels of proposers are discussed.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 2000
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Distributing adventitious outcomes: social norms, egocentric martyrs, and the effects on future relationships
Article Abstract:
The social norms used by individuals to distribute adventitious outcomes are studied. Results show that the finders keepers, losers weepers, and share and share were the most frequently used norms. Strong support was found for the losers weepers norm with most adventitious outcomes remaining unshared. More gains were shared than losses while individuals who decided to share, shared their outcomes equally.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1996
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Share and share alike or winner take all?: the influence of social value orientation upon choice and recall of negotiation heuristics
Article Abstract:
The effect of social value orientation on choice and recall of heuristics in individuals preparing for negotiation was investigated. Two experiments were conducted to test the hypothesis that competitors will prefer competitive heuristics while prosocial negotiators will prefer cooperative heuristics during the preparation stage. The first experiment involved a buyer-seller transaction with Dutch participants while the second experiment involved a joint venture negotiation with American participants. Results are consistent with the hypothesis.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1998
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