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

Author

Listed:
  • Müller, Patrick A.

    (Department of Social and Organizational Psychology, Utrecht University)

  • Greifeneder, Rainer

    (Sonderforschungsbereich 504)

  • Stahlberg, Dagmar

    (Lehrstuhl fuer Sozialpsychologie, Sonderforschungsbereich 504)

  • Van den Bos, Kees

    (Department of Social and Organizational Psychology, Utrecht University)

  • Bless, Herbert

    (Mikrosoziologie und Sozialpsychologie Universität 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.

Suggested Citation

  • Müller, Patrick A. & Greifeneder, Rainer & Stahlberg, Dagmar & Van den Bos, Kees & Bless, Herbert, 2008. "The Influence of Accessibility Experiences on the Willingness to Cooperate in Negotiations," Sonderforschungsbereich 504 Publications 08-20, Sonderforschungsbereich 504, Universität Mannheim;Sonderforschungsbereich 504, University of Mannheim.
    • Handle: RePEc:xrs:sfbmaa:08-20
    Note: Financial support from the Deutsche Forschungsgemeinschaft, SFB 504, at the University of Mannheim, is gratefully acknowledged.
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