Evaluability of outcomes in ultimatum bargaining |
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| Affiliation: | 1. Department of Economic and Social Psychology, Tilburg University, P.O. Box 90153, 5000 LE, Tilburg, The Netherlands;2. Department of Social and Organizational Psychology, Leiden University, The Netherlands;1. Department of Medicine, SPMC and PBM Hopsital, Bikaner, India;2. SPMC and PBM Hospital, Bikaner, India;1. Division of Cardiology, Department of Medicine, The University of Hong Kong, Hong Kong SAR, China;2. Department of Echocardiography & Non-invasive Cardiology Laboratory, Sichuan Academy of Medical Sciences & Sichuan Provincial People''s Hospital, Chengdu, China;3. Department of Pharmacology and Pharmacy, The University of Hong Kong, Hong Kong SAR, China;4. University of Birmingham Centre for Cardiovascular Sciences, City Hospital, Birmingham, United Kingdom;5. Aalborg Thrombosis Research Unit, Department of Clinical Medicine, Aalborg University, Aalborg, Denmark;1. Medical Biochemistry Department, Faculty of Medicine, Zagazig University, Zagazig, Egypt, Medical Laboratory Department, Faculty of Applied Medical Science, Taif University, Taif, KSA;2. Medical Biochemistry Department, Faculty of Medicine, Zagazig University, Zagazig, Egypt;3. Histology and Cell Biology Department, Faculty of Medicine, Zagazig University, Zagazig, Egypt, Histology Department, Faculty of Oral Medicine and Dentistry, MTI University, Cairo, Egypt;4. Clinical Pharmacology Department, Faculty of Medicine, Zagazig University, Zagazig, Egypt |
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| Abstract: | In bargaining, two components are important for assessing the utility of a decision outcome: self-interest and fairness. Each of these components corresponds to a comparison of possible outcomes—an interpersonal comparison for fairness, and an intrapersonal comparison for self-interest. We propose that the relative weights these components receive in ultimatum bargaining depend on their evaluability. In two studies, we show that varying the evaluability of these components influences the reactions of recipients towards the offer. Moreover, we show that the relative importance of fairness as well as the perceived fairness of the offer mediate between the evaluability of these components and acceptance rates. Results are discussed in relation to other findings on outcome and procedural framing effects in social decision-making. |
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