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ArticleSocial value orientations and the strategic use of fairness in ultimatum bargaining

Eric van Dijk2004

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Articlegreen2004

Social value orientations and the strategic use of fairness in ultimatum bargaining

Eric van Dijk · David De Cremer · Michel J. J. Handgraaf

172 citations·0/0 files stored·Journal of Experimental Social Psychology

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Experimental Behavioral Economics Studies Conflict Management and Negotiation Social Power and Status Dynamics

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References

1965Inequity In Social Exchange 1982An experimental analysis of ultimatum bargaining 1987Getting to Yes: Negotiating Agreement Without Giving in 2001In Search of Homo Economicus: Behavioral Experiments in 15 Small-Scale Societies 1978Equity : theory and research 1973New directions in equity research.1995Anomalies: Ultimatums, Dictators and Manners 2002Getting to Yes: Negotiating Agreement without Giving in

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2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.2006Rational self-interest and other orientation in organizational behavior: A critical appraisal and extension of Meglino and Korsgaard (2004).2007Achievement Goals and Interpersonal Behavior: How Mastery and Performance Goals Shape Information Exchange 2010In money we trust? The use of financial compensations to repair trust in the aftermath of distributive harm 2008Social Value Orientation: Related to Empathy and the Ability to Read the Mind in the Eyes

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2000Strategy and Fairness in Social Decision Making: Sometimes It Pays to Be Powerlessarticle · 13 shared references 2005Ultimatum Bargaining Experiments: The State of the Artpreprint · 13 shared references 2003Social Utility in Ultimatum Bargainingarticle · 12 shared references 2013The role of Social Value Orientation in response to an unfair offer in the Ultimatum Gamearticle · 12 shared references 2016The social world as an experimental gamearticle · 12 shared references 2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.article · 11 shared references

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Year2004

Typearticle

Published2004-04-14

VenueJournal of Experimental Social Psychology

ISSN-L0022-1031

Languageen

Citations172

Files0 public / 0

ShelfExperimental Behavioral Economics Studies

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doi10.1016/j.jesp.2004.03.002

openalex_workW2005252097

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