We investigate to what extent genuine social preferences can explain observed other-regarding behavior. In a social dilemma situation (a dictator game variant), people can choose whether to learn about the consequences of their choice for the receiver. We find that a majority of the people that...

To be truly effective, negotiators must try to influence their counterparts not only through substantive offers, but also through engaging their attitudes and thinking patterns. This need has been analyzed (and, increasingly, taught) mostly in terms of empathy. Here, the authors suggest that...