We experimentally investigate the role of moral concerns in three-player ultimatum bargaining. In our experimental paradigm, proposers can increase the overall size of the pie at the expenses of an NGO that conducts humanitarian aid in emergency areas. In a first study, we find that responders...

This paper studies how individual behavior is affected by moral reflection in a dictator game with production, and the informational value of self-reported data on fairness. We nd that making individuals reflect on fairness before they play the dictator game has a moderate effect on the weight...

We perform an experimental investigation using a dictator game in which individuals must make a moral decision - to give or not to give an amount of money to poor people in the Third World. A questionnaire in which the subjects are asked about the reasons for their decision shows that, at least...

Over the past several decades the sports agent has emerged as an increasingly important figure in the negotiation of contracts for professional athletes. Although agents may have varying backgrounds, attorneys now comprise more than 50% of all agents representing professional athletes. This...

Intuitive moral judgments pervade mediation and negotiation but are not well understood or managed. People usually experience them in terms of “fairness.” A sense of unfairness can fuel a conflict or prevent an agreement; a sense of being treated fairly, or presented with fair terms, can...

An extensive literature documents that people are willing to sacrifice personal material gain to adhere to a moral motive. Yet, less is known about what happens when moral motives are in conflict. We hypothesize that individuals engage in what we term “motive selection,” namely adhering to...