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On feelings as a heuristic for making offers in ultimatum negotiations

Stephen, AT and Pham, MT (2008) On feelings as a heuristic for making offers in ultimatum negotiations. Psychological Science, 19 (10). 1051 - 1058. ISSN 0956-7976

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This research examined how reliance on emotional feelings as a heuristic influences how offers are made. Results from three experiments using the ultimatum game show that, compared with proposers who do not rely on their feelings, proposers who rely on their feelings make less generous offers in the standard ultimatum game, more generous offers in a variant of the game allowing responders to make counteroffers, and less generous offers in a dictator game in which no responses are allowed. Reliance on feelings triggers a more literal form of play, whereby proposers focus more on how they feel toward the content of the offers than on how they feel toward the possible outcomes of those offers, as if the offers were the final outcomes. Proposers who rely on their feelings also tend to focus on gist-based construals of the negotiation that capture only the essential aspects of the situation. Copyright © 2008 Association for Psychological Science.


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Item Type: Article
Status: Published
CreatorsEmailPitt UsernameORCID
Stephen, ATastephen@pitt.eduASTEPHEN
Pham, MT
Date: 1 October 2008
Date Type: Publication
Journal or Publication Title: Psychological Science
Volume: 19
Number: 10
Page Range: 1051 - 1058
DOI or Unique Handle: 10.1111/j.1467-9280.2008.02198.x
Schools and Programs: Joseph M. Katz Graduate School of Business > Business Administration
Refereed: Yes
ISSN: 0956-7976
Date Deposited: 08 Apr 2013 21:44
Last Modified: 02 Feb 2019 15:55


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