Journal article
Deception and Retribution in Repeated Ultimatum Bargaining
Organizational behavior and human decision processes, Vol.83(2), pp.235-259
11/01/2000
DOI: 10.1006/obhd.2000.2908
PMID: 11056070
Abstract
This paper investigates the dynamics of deception and retribution in repeated ultimatum bargaining. Anonymous dyads exchanged messages and offers in a series of four ultimatum bargaining games that had prospects for relatively large monetary outcomes. Variations in each party's knowledge of the other's resources and alternatives created opportunities for deception. Revelation of prior unknowns exposed deceptions and created opportunities for retribution in subsequent interactions. Results showed that although proposers and responders chose deceptive strategies almost equally, proposers told more outright lies. Both were more deceptive when their private information was never revealed, and proposers were most deceptive when their potential profits were largest. Revelation of proposers' lies had little effect on their subsequent behavior even though responders rejected their offers more than similar offers from truthful proposers or proposers whose prior deceit was never revealed. The discussion and conclusions address the dynamics of deception and retribution in repeated bargaining interactions.
Details
- Title: Subtitle
- Deception and Retribution in Repeated Ultimatum Bargaining
- Creators
- Terry L. Boles - University of IowaRachel T.A. Croson - University of PennsylvaniaJ. Keith Murnighan - Northwestern University
- Resource Type
- Journal article
- Publication Details
- Organizational behavior and human decision processes, Vol.83(2), pp.235-259
- DOI
- 10.1006/obhd.2000.2908
- PMID
- 11056070
- NLM abbreviation
- Organ Behav Hum Decis Process
- ISSN
- 0749-5978
- eISSN
- 1095-9920
- Number of pages
- 25
- Grant note
- Northwestern University (http://data.elsevier.com/vocabulary/SciValFunders/100007059) Dispute Resolution Research Center SES 98-76079-001 / National Science Foundation (http://data.elsevier.com/vocabulary/SciValFunders/100000001)
- Language
- English
- Date published
- 11/01/2000
- Academic Unit
- Management and Entrepreneurship
- Record Identifier
- 9984962548302771
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