Add to ORKGIn this research, we examine the influence of beliefs about fairness on bargaining behavior. Using a repeated ultimatum game, we examine bargaining contexts in Japan and the United States in which buyers\u27 or sellers\u27 fair beliefs are either in alignment with or in conflict with their own self-interest. We suggest that understanding the relationship between fair beliefs and self-interest is central to understanding when fair beliefs will influence bargaining behavior. Our results demonstrate that fair beliefs predict bargaining behavior when they are aligned with one\u27s own self-interest
Negotiations are integral to marketing transactions, whether they concern price, or product or chann...
The communication of participants to identify an acceptable bargaining outcome in the Nash bargainin...
In bargaining environments with uncertain disagreement or “impasse” outcomes (e.g., litigation or la...
In this research, we examine the influence of beliefs about fairness on bargaining behavior. Using a...
Chapter 1 introduces the topic of fairness. Chapter 2 measures the beliefs and behavior of third par...
Our study concerns bargaining behavior in situations where one party is in a stronger position than ...
Do people "play fair," or do they exploit their bargaining power? This paper suggests that such ques...
A central issue in behavioral economics is the role of fairness, and whether it is hard-wired or acq...
"In this study we investigate how outcome valence affects the importance of self-interest and fairne...
I develop a theoretical model and provide experimental evidence that social norms of fairness play a...
In this paper, we develop a model that captures the potential conflict between two individuals who ...
Our study concerns bargaining behavior in situation where one party is in a strong position than the...
Using an economic bargaining game, we tested for the existence of two phenomena related to social no...
Experimental economics has revealed an underlying tension between preferences for fairness and the p...
In all of negotiation, there is no bigger trap than fairness. This chapter from the Negotiator\u27...
Negotiations are integral to marketing transactions, whether they concern price, or product or chann...
The communication of participants to identify an acceptable bargaining outcome in the Nash bargainin...
In bargaining environments with uncertain disagreement or “impasse” outcomes (e.g., litigation or la...
In this research, we examine the influence of beliefs about fairness on bargaining behavior. Using a...
Chapter 1 introduces the topic of fairness. Chapter 2 measures the beliefs and behavior of third par...
Our study concerns bargaining behavior in situations where one party is in a stronger position than ...
Do people "play fair," or do they exploit their bargaining power? This paper suggests that such ques...
A central issue in behavioral economics is the role of fairness, and whether it is hard-wired or acq...
"In this study we investigate how outcome valence affects the importance of self-interest and fairne...
I develop a theoretical model and provide experimental evidence that social norms of fairness play a...
In this paper, we develop a model that captures the potential conflict between two individuals who ...
Our study concerns bargaining behavior in situation where one party is in a strong position than the...
Using an economic bargaining game, we tested for the existence of two phenomena related to social no...
Experimental economics has revealed an underlying tension between preferences for fairness and the p...
In all of negotiation, there is no bigger trap than fairness. This chapter from the Negotiator\u27...
Negotiations are integral to marketing transactions, whether they concern price, or product or chann...
The communication of participants to identify an acceptable bargaining outcome in the Nash bargainin...
In bargaining environments with uncertain disagreement or “impasse” outcomes (e.g., litigation or la...