When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States

Nancy R. Buchan · Rachel T. A. Croson · Eric J. Johnson

108 citations0/0 files storedJournal of Consumer Research

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Experimental Behavioral Economics Studies Decision-Making and Behavioral Economics Conflict Management and Negotiation

Abstract

In 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' or sellers' 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's own self-interest.

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References

1962Power-Dependence Relations 1959The Social Psychology of Groups 1982Perfect Equilibrium in a Bargaining Model 1987Getting to Yes: Negotiating Agreement Without Giving in 2000Fairness and Retaliation: The Economics of Reciprocity 2000Fairness as a Constraint on Profit Seeking: Entitlements in the Market 2001In Search of Homo Economicus: Behavioral Experiments in 15 Small-Scale Societies 1995Anomalies: Ultimatums, Dictators and Manners

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