BEING FAIR OR APPEARING FAIR: STRATEGIC BEHAVIOR IN ULTIMATUM BARGAINING

This article presents the results of two experiments that investigated fairness and apparent fairness in ultimatum negotiations. Results suggest that offerers—those presenting offers—were both stra...

[1]  W. Güth,et al.  An experimental analysis of ultimatum bargaining , 1982 .

[2]  R. Walton,et al.  A Behavioral Theory of Labor Negotiations. , 1966 .

[3]  W. Güth,et al.  Ultimatum bargaining behavior : a survey and comparison of experimental results , 1990 .

[4]  J. Greenberg,et al.  Why Justice? Normative and Instrumental Interpretations , 1982 .

[5]  Rachel Croson,et al.  Information in ultimatum games: An experimental study , 1996 .

[6]  M. C. Jensen,et al.  Harvard Business School; SSRN; National Bureau of Economic Research (NBER); European Corporate Governance Institute (ECGI); Harvard University - Accounting & Control Unit , 1976 .

[7]  R. Trivers.  The Evolution of Reciprocal Altruism , 1971, The Quarterly Review of Biology.

[8]  Frederick A. Starke,et al.  Final-Offer versus Conventional Arbitration as Means of Conflict Management. , 1978 .

[9]  A. Roth,et al.  Considerations of Fairness and Strategy: Experimental Data from Sequential Games , 1992 .

[10]  D. Mcgregor.  The Human Side of Enterprise , 1960 .

[11]  Shelley E. Taylor,et al.  Illusion and well-being: a social psychological perspective on mental health. , 1988, Psychological bulletin.

[12]  Max H. Bazerman,et al.  Negotiator cognition and rationality: A behavioral decision theory perspective , 1992 .

[13]  M. Bazerman,et al.  Cognition and Rationality in Negotiation , 1991 .

[14]  Scott E. Maxwell,et al.  Designing Experiments and Analyzing Data , 1991 .

[15]  C. Argyris.  Personality and organization , 1957 .

[16]  Lawrence M. Kahn,et al.  A General Experiment on Bargaining in Demand Games with Outside Options , 1993 .

[17]  David A. Kravitz,et al.  Decisions and perceptions of recipients in ultimatum bargaining games , 1992 .

[18]  David M. Messick,et al.  Social Decision Heuristics in the Use of Shared Resources , 1990 .

[19]  R. Gibbons,et al.  Cheap Talk with Two Audiences , 1989 .

[20]  O. Williamson.  Markets and Hierarchies , 1975 .

[21]  H. Reis,et al.  On Mediating Equity, Equality, and Self-Interest: The Role of Self-Presentation in Social Exchange. , 1976 .

[22]  Max H. Bazerman,et al.  Reversals of preference in allocation decisions: Judging an alternative versus choosing among alternatives , 1992 .

[23]  E. Lawler.  From Revolutionary Coalitions to Bilateral Deterrence: A Nonzero-Sum Approach to Social Power , 1993 .

[24]  B. R. Schlenker.  Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations , 1980 .

[25]  L. Festinger.  A Theory of Social Comparison Processes , 1954 .

[26]  Donald V. Moser,et al.  Fairness in Ultimatum Games with Asymmetric Information and Asymmetric Payoffs , 1996 .