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Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation |
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| Authors: | Mauro Giacomantonio Carsten K.W. De Dreu Daniel Sligte |
| Affiliation: | a Department of Social and Developmental Psychology, University of Rome “Sapienza”, Via dei Marsi 78, 00185 Rome, Italy b Department of Psychology, University of Amsterdam, Roetersstraat 15, 1018 WB Amsterdam, The Netherlands c Zeppelin University, Am Seemooser Horn 20, 88045 Friedrichshafen, Germany |
| Abstract: | The present research examined how construal level and social motivation interact in influencing individuals’ behavior in social decision making settings. Consistent with recent work on psychological distance and value-behavior correspondence (Eyal, Sagristano, Trope, Liberman, & Chaiken, 2009), it was predicted that under high construal level individuals’ behavior is based on the social motivation they endorsed, no matter whether pro-social or pro-self. Two experiments involving ultimatum game (Experiment 1) and face to face negotiation (Experiment 2) supported the “increased value-behavior correspondence” hypothesis by showing that pro-socials were more cooperative and pro-selves were more competitive under high rather than low construal level. Implications for research on social decision making and psychological distance are discussed. |
| Keywords: | Construal level Value-behavior correspondence Integrative negotiation |
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