In two experiments we studied the relation between dependency and deception in the ultimatum bargaining game. Participants could deceive the other player about the value of the chips they bargained over. Dependency was manipulated by manipulating the consequences of rejecting a proposal for both...

Prior research on negotiation and especially ultimatum bargaining has shown that fear of rejection may induce bargainers make high offers. In the current study we show that there is a limit to the beneficial effects of making high offers and that becoming to generous may backfire. participants...

In this paper, we introduce the concept of faultline solo splits. Faultline solo splits occur when a demographic dividing line in a group separates a single dissimilar group member from a larger subgroup of demographically similar members, as opposed to separating two dissimilar subgroups as has...

In this study we investigated how the excluded player's payoff in coalition formation affects coalition behavior. Results of two experiments showed that a decrease in excluded player's payoff decreased the number of proposed small coalitions. This effect was moderated by social value...

This paper examines the relation between shared cognition and shared social identity, and the influence of these two variables on negotiation productivity. Three studies showed that both shared cognition and identification with an overarching group are associated with better negotiation...

Beyond breathing, the regulation of body temperature — thermoregulation — is one of the most pressing concerns for many animals. A dysregulated body temperature has dire consequences for survival and development. Despite the high frequency of social thermoregulation occurring across many...

Deception is a common bargaining tactic that has also often been described as a form of unethical behavior. One reason why deception could be considered unethical is that it may evoke false expectations in others. In the current article we investigated false expectations that may be raised by...

Research on deception in negotiation has regularly emphasized the benefits of not disclosing personal information because others may take advantage of those who are honest. In the current study we show that this advice may backfire in distributive multiparty negotiations in which individuals...

The current study tested the boundary conditions of ethical decision-making by increasing cognitive load. This manipulation is believed to hinder deliberation, and, as we argue, reduces the cognitive capacity needed for a self-serving bias to occur. As telling a lie is believed to be more...