Donald Lehmann

The Importance of Others' Welfare in Evaluating Bargaining Outcomes

Coauthor(s): Kim Corfman. View Publication

This research proposes that negotiators consider each other's payoffs in their evaluation of potential settlements beyond the level necessary to maintain the bargaining relationship. We further hypothesize that the way in which negotiators weight their opponents' payoffs, relative to their own, is a function of characteristics of the relationship and of the bargainers' personalities. Specifically, we consider liking of the other party, payoff expectations, satisfaction with past settlements, the likelihood of future negotiations, egocentricity, and power orientation. We demonstrate the impact of these factors on the satisfaction negotiators derive from profiting more and less than their opponents using data from an experiment in which subjects negotiate with computer-simulated opponents.

Source: Journal of Consumer Research
Exact Citation:
Corfman, Kim, and Donald Lehmann. "The Importance of Others' Welfare in Evaluating Bargaining Outcomes." Journal of Consumer Research 20, no. 1 (June 1993): 124-37.
Volume: 20
Number: 1
Pages: 124-37
Date: 6 1993