Analyzing Conflicting Motivations in a Negotiation

Jamie, who has a strong preference for fairness, is deciding how to split a $20 task payment with a partner. Jamie has just discovered that this partner has a reputation for being completely self-interested and has never shared equitably in past group work. Based on Jamie's social preferences, which of the following internal conflicts is most likely to arise?

Navigating Social Preferences in a Bargaining Scenario

Explaining Competing Motivations in a Negotiation

When a person with a strong preference for fairness negotiates with someone they know to be completely selfish, their preference for reciprocity would motivate them to propose a perfectly equal division of the resources.

An individual named Pat, who believes strongly in equitable outcomes, is deciding how to propose a split of a $100 reward with a partner. Pat has reliable information that this partner is completely self-interested and, in the past, has never shared rewards fairly. Pat is experiencing an internal conflict about what to do. Match the social preference to the specific action it would motivate for Pat in this scenario.

An individual, Taylor, has a strong personal commitment to equitable outcomes and believes in splitting rewards equally. Taylor is tasked with proposing how to divide a $100 bonus with a colleague, Chris. Taylor has just been informed by a trusted source that Chris is notoriously self-interested and has never offered a fair split in similar situations. If Taylor's decision is influenced by a conflict between a desire for fairness and a desire to treat others as they behave, which of the following proposals is the most likely outcome?

Evaluating Bargaining Strategies

Justifying a Bargaining Position Amidst Conflicting Preferences

Analyzing a Negotiation Compromise