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.
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Publisher Info
Paper provided by Sonderforschungsbereich 504, Universität Mannheim & Sonderforschungsbereich 504, University of Mannheim in its series Sonderforschungsbereich 504 Publications with number
08-20.
Length: 28 pages Date of creation: 03 Dec 2008 Date of revision: Handle: RePEc:xrs:sfbmaa:08-20
Note: Financial support from the Deutsche Forschungsgemeinschaft, SFB 504, at the University of Mannheim, is gratefully acknowledged. Contact details of provider: Postal: D-68131 Mannheim Phone: (49) (0) 621-292-2547 Fax: (49) (0) 621-292-5594 Email: Web page: http://www.sfb504.uni-mannheim.de/ More information through EDIRC