Understanding the influence of outcome valence in bargaining: A study on fairness accessibility, norms, and behavior

Deliberation erodes cooperative behavior — Even towards competitive out-groups, even when using a control condition, and even when eliminating selection bias

“…On the other hand, this is perplexing because it contrasts with more recent work taking an other-oriented perspective on loss aversion (e.g. Everett, Faber, & Crockett, 2015;Leliveld, Beest, Dijk, & Tenbrunsel, 2009) in which a loss frame encourages greater prosocial behaviour. This may reflect the cognitive complexity of our loss-framed PD, where participants had to remember that they had a starting payment of $0.80 and then mentally subtract the values in the matrix from that.…”

To pay or to apologize? On the psychology of dealing with unfair offers in a dictator game

“…In the gain condition, it was communicated that a resource of 100 chips (each worth 5 Euro cents) had to be divided. In the loss condition, P and A were told that each possessed a resource of 100 chips and that together they had to pay an amount of 100 chips (see Leliveld et al, 2009, for a similar procedure). Participants in this phase of the experiment were informed that they would be the recipient and person A the allocator.…”

“…Prospect theory (Kahneman & Tversky, 1979) suggests that when losses (rather than gains) are involved people will have a more self-interested orientation as they are motivated more to avoid losses than to obtain gains (see also Leliveld, Van Beest, Van Dijk, & Tenbrunsel, 2009). This assumption implies that recipients in the case of receiving offers with a negative valence (losses) will be evaluating more strongly the outcomes they achieve (i.e., will I not end up with less than the other party) than when receiving offers with a positive valence (gains).…”

Message framing of products causes a preference shift in consumers' choices

“…The theoretical rationale presented in this paper predicts similar results to the ones found regarding the willingness to buy in situations examining actual purchasing behavior. Indeed, in the context of bargaining, recent research showed that framing has a similar effect on people's attitudes and on their behavior both when presented with unequal bargaining decisions in the context of responding to a vignette or required to perform an activity (Leliveld et al, 2009).…”