Show Summary Details

Page of

PRINTED FROM OXFORD HANDBOOKS ONLINE ( © Oxford University Press, 2018. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a title in Oxford Handbooks Online for personal use (for details see Privacy Policy and Legal Notice).

date: 09 August 2020

Abstract and Keywords

This article addresses the personality differences that enable help in predicting negotiated outcomes. It specifically describes the recent advances in ultimatum game (UG) results on three fronts: the effects of the information available to proposers and responders, the stable characteristics of each, and the state of mind they are in when making their decisions. Behavior can differ greatly by society but the distinctions actually depend on a much finer scale than the broad regional differences. It is found that individuals who are less likely to view a low offer as a threat have lower minimum acceptable offers. It is vital for negotiators to know the norms of the context in which they are bargaining to achieve the best possible outcomes. Rejections tend to occur when people are more likely to be offended by low offers or when it is an affront to their sense of self.

Keywords: ultimatum game, decisions, minimum acceptable offer, negotiators, bargaining, rejections, proposers, responders

Access to the complete content on Oxford Handbooks Online requires a subscription or purchase. Public users are able to search the site and view the abstracts and keywords for each book and chapter without a subscription.

Please subscribe or login to access full text content.

If you have purchased a print title that contains an access token, please see the token for information about how to register your code.

For questions on access or troubleshooting, please check our FAQs, and if you can''t find the answer there, please contact us.