Explaining Bargaining Impasse: The Role of Self-Serving Biases

Journal of Economic Perspectives - Tập 11 Số 1 - Trang 109-126 - 1997
Linda Babcock1,2, George Loewenstein3
1Associate Professor of Economics, H. John Heinz III School of Public Policy and Management, Carnegie Mellon University, Pittsburgh, Pennsylvania.
2Management, Carnegie Mellon
3Professor of Economics, Department of Social and Decision Sciences, Carnegie Mellon University, Pittsburgh, Pennsylvania.

Tóm tắt

The authors review studies conducted by themselves and coauthors that document a 'self-serving' bias in judgments of fairness and demonstrate that the bias is an important cause of impasse in negotiations. They discuss experimental evidence showing that (1) the bias causes impasse; (2) it is possible to reduce impasses by debiasing bargainers; and (3) the bias results from selective evaluation of information. The authors also review results from a field study of negotiations between teachers' unions and school boards in Pennsylvania that both document the fairness bias in a naturalistic setting and demonstrates its impact on strikes.

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Tài liệu tham khảo

10.2307/1884377

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Thông tin xuất bản

Journal of Economic Perspectives

Tập 11 Số 1

109-126

Thông tin tác giả