Conflicting Social Preferences in Negotiations

Anastasia's Decision to Share Roman Coins with Belinda

Ultimatum Game

Effect of Competition on Negotiation Outcomes

Dividing Profits in a Joint App Business

Dividing the Asset

Imagine a negotiation where a Proposer must offer a split of $100 to a single Responder. If the Responder accepts, the money is split as proposed; if they reject, neither person receives anything. Now, consider a change to this structure: the Proposer still has $100 but now faces two Responders. The Proposer makes a single take-it-or-leave-it offer, and the first Responder to accept it gets the offered amount, while the Proposer keeps the remainder. How would the introduction of a second Responder most likely affect the share of the $100 that the Proposer offers?

Explaining Different Bargaining Outcomes

In any negotiation, the final outcome is influenced by the 'rules of the game' (the institutional structure of the interaction) and the 'preferences' of the participants (their personal values, such as fairness or self-interest). For each scenario described in the left column, match it to the primary determinant in the right column that best explains the behavior or outcome.

True or False: In a one-time negotiation to split a sum of money, if the only preference of both participants is to maximize their own personal gain, the specific process used for the negotiation (e.g., who makes the first offer, whether counter-offers are allowed) will not affect the final division of the money.

Evaluating a Bargaining Outcome

In the study of negotiation, the two primary factors that determine how a contested resource will be divided are the participants' personal values, known as their preferences, and the set of established procedures that structure the interaction, known as the _________.

Partnership Profit-Split Negotiation

The Impact of Fairness Preference on Negotiation Strategy

Task Division Dilemma

Interaction of Social Norms and Individual Preferences in Bargaining

Bargaining Problem: Dividing a Found $100 Note

Two Grounds for Judging Fairness: Substantive vs. Procedural

Interaction of Social Norms and Individual Preferences in Bargaining