One of the main issues in research on ultimatum bargaining is whether bargainers are motivated by self-interest or by a concern for fairness. It is difficult to distinguish between both motivations, because it may be in the own interest to make fair offers. In the current paper on ultimatum bargaining, it is investigated whether bargainers are truly motivated to be fair, or whether they merely strategically use fairness as a means to increase their own outcomes. The results of two experimental studies indicate that social value orientations play an important role: strategic use of fairness is mainly displayed by proselfs.

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ERIM Article Series (EAS)
Journal of Experimental Social Psychology
Erasmus Research Institute of Management

van Dijk, E., de Cremer, D., & Handgraaf, M. (2004). Social value orientations and the strategic use of fairness in ultimatum bargaining. Journal of Experimental Social Psychology, 40(6), 697–707. doi:10.1016/j.jesp.2004.03.002