Initial ownership in bargaining: introducing the giving, splitting, and taking ultimatum bargaining game.
In three experiments, the authors studied the role of initial ownership of property in bargaining behavior. For this purpose, they created three new variations of the Ultimatum Bargaining Game (UBG): giving, splitting, and taking UBGs. On the basis of insights of loss aversion and the do-no-harm principle, the authors predicted and found that allocations to the recipient were highest in the taking UBG and lowest in the giving UBG. Additional measures to study the underlying mechanism of this effect indicate that the game type effect was mediated by perceptions of entitlement, which allocators did not want to infringe on. Moreover, the effect was not affected by strategic options as provided by deception or power.
Leliveld
Marijke C
MC
Leiden University, Institute for Psychological Research, Social and Organizational Psychology Unit, Leiden, Netherlands. MLELIVELD@fsw.leidenuniv.nl
van Dijk
Eric
E
van Beest
Ilja
I
D000223:Adaptation, Psychological; D000293:Adolescent; D000339:Affect; D000533:Altruism; D003220:Conflict, Psychological; D003469:Culture; D003657:Decision Making; D003674:Defense Mechanisms; D005260:Female; D005717:Games, Experimental; D006801:Humans; D007389:Internal-External Control; D007398:Interpersonal Relations; D008297:Male; D009042:Motivation; D017008:Negotiating; D010067:Ownership; D012919:Social Behavior; D055815:Young Adult