The influence of physical attractiveness and gender on ultimatum game decisions
Article Abstract:
Physical attractiveness and gender differences have been found to create a substantial impact on the pattern of demand offered in ultimatum game decisions. Results gathered from a sample of selected photographed subjects indicate a marked difference in the manner attractive and unattractive subjects are treated during a bargaining process. Attractive individuals tend to be offered more compared to their opposites. Men, on the other hand, are likely to be offered with more awards without a corresponding increase in expectation.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1999
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Culture and negotiator cognition: judgement accuracy and negotiation processes in individualistic and collectivistic cultures
Article Abstract:
The failure of negotiating parties to address cultural differences may lead to the creation of biased judgements, particularly in individualistic environments. Results derived from a computer-assisted intercultural negotiation experiment involving Greek and American students provided evidence for the fixed pie error concept, which holds that negotiators who fail to create an accurate assessment of counterpart interests are prone to biased judgements.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1999
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Measures of joint performance in dyadic mixed-motive negotiations
Article Abstract:
The integrativeness quotient and Pareto efficiency measures of joint performance are analyzed. It is argued that although both measures consider all Pareto optimal solutions equal and maximal measures of performance, negotiating settings exist wherein the adoption of these measures result in negotiators acting against their own interests. Thus, these measures cannot be considered universally applicable measures of joint performance.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1995
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