2004 · 15 citations · 5 references
Social SciencesPsychologySocial PsychologyInterpersonal RelationshipsNegotiationSocial BehaviorInterpersonal NegotiationNegotiation Decision MakingSocial CooperationSocial ExchangeSocial PreferencesStrategic InteractionBehavioral NegotiationDyadic NegotiationInterdependence In RelationshipsSocial Preferences In BargainingTwo-party BargainingTwo-party EquilibriumTwo-party NegotiationTwo-player Bargaining
This paper reports the results of an empirical investigation of the ways in which task-dependencies and inter-personal relationships influence the social preferences and outcomes of two-party negotiations. The investigation used a game, Colored Trails, configured for two-players in an ultimatum-game-like arrangement, but with more task context. It varied the player(s) who needed assistance and a friend-stranger relationship between the two players. The results indicate that friends play the game differently from strangers; player-dependence status affects some outcomes, but not all; and, therefore there is a need to explore additional potential influencers of behavior in negotiation. 1
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