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The Influence of Accessibility Experiences on the Willingness to Cooperate in Negotiations

Patrick A. Müller (), Rainer Greifeneder (), Dagmar Stahlberg (), Kees Van den Bos () and Herbert Bless ()
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Patrick A. Müller: Department of Social and Organizational Psychology, Utrecht University, Postal: Heidelberglaan 1, 3584 CS Utrecht, The Netherlands
Rainer Greifeneder: Sonderforschungsbereich 504, Postal: L 13, 15, D-68131 Mannheim
Dagmar Stahlberg: Lehrstuhl fuer Sozialpsychologie, Sonderforschungsbereich 504, Postal: Seminargebaeude A5, D-68131 Mannheim
Kees Van den Bos: Department of Social and Organizational Psychology, Utrecht University, Postal: Heidelberglaan 1, 3584 CS Utrecht, The Netherlands
Herbert Bless: Mikrosoziologie und Sozialpsychologie Universität Mannheim, Postal: Seminargebäude A 5 D-68131 Mannheim

No 08-20, Sonderforschungsbereich 504 Publications from Sonderforschungsbereich 504, Universität Mannheim, Sonderforschungsbereich 504, University of Mannheim

Abstract: The present research investigates the influence on cooperative behavior of accessibility experiences associated with the retrieval of fairness-relevant information from memory. We argue that the decision whether to cooperate in negotiations depends not only on information about the appropriateness of the negotiation procedure, but also on the experience of how difficult or easy it is to come up with this information. Supporting this hypothesis, it is shown that in the context of a bargaining experiment, participants’ experiences of ease or difficulty in retrieving unfair aspects of the respective negotiation procedure strongly influence their cooperation behavior. In addition, we hypothesize and empirically substantiate that the influence of accessibility experiences on cooperation behavior occurs particularly in situations of certainty salience. Implications for future research on cooperation and on accessibility experiences are discussed.

Pages: 28 pages
Date: 2008-12-03
Note: Financial support from the Deutsche Forschungsgemeinschaft, SFB 504, at the University of Mannheim, is gratefully acknowledged.
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