Endowment Effect in negotiations: group versus individual decision-making
The study’s two aims are: (a) to investigate whether groups, as compared to individuals, show a different degree of Endowment Effect (EE) during the negotiating of intangible assets, such as leisure time and (b) to gain some insight into the underlying mechanism behind groups’ decision-making processes. A total of 138 graduate students were randomly assigned to 35 groups of 3 members each; and 33 were randomly labeled as “individuals.” The study simulated two scenarios in which the students, both individuals and groups, had to decide what their demands from the university authorities were—once as “sellers” and another time as “buyers” in regard to their own leisure time. The findings indicate the presence of an Endowment Effect (EE) in both individuals and groups. However, groups significantly amplified the Endowment Effect in comparison to individuals. The mechanism which best explains why groups tend to amplify negotiating decisions was found to be the “Majority Rule,” but the “leader” also influences such amplification. Copyright Springer Science+Business Media New York 2013
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Hoorens, Vera & Remmers, Nicole & van de Riet, Kamieke, 1999. "Time is an amazingly variable amount of money: Endowment and ownership effects in the subjective value of working time," Journal of Economic Psychology, Elsevier, vol. 20(4), pages 383-405, August.
- Belk, Russell W, 1988. " Possessions and the Extended Self," Journal of Consumer Research, Oxford University Press, vol. 15(2), pages 139-68, September.
- Luhan, W.J. & Kocher, Martin G. & Sutter, Matthias, 2009.
"Group polarization in the team dictator game reconsidered,"
Munich Reprints in Economics
18216, University of Munich, Department of Economics.
- Wolfgang Luhan & Martin Kocher & Matthias Sutter, 2009. "Group polarization in the team dictator game reconsidered," Experimental Economics, Springer, vol. 12(1), pages 26-41, March.
- Wolfgang J. Luhan & Martin G. Kocher & Matthias Sutter, 2006. "Group Polarization in the Team Dictator Game reconsidered," Tinbergen Institute Discussion Papers 06-099/1, Tinbergen Institute.
- Wolfgang Luhan & Martin Kocher & Matthias Sutter, 2007. "Group polarization in the team dictator game reconsidered," Working Papers 2007-12, Faculty of Economics and Statistics, University of Innsbruck.
- Kugler, Tamar & Bornstein, Gary & Kocher, Martin G. & Sutter, Matthias, 2007.
"Trust between individuals and groups: Groups are less trusting than individuals but just as trustworthy,"
Munich Reprints in Economics
18202, University of Munich, Department of Economics.
- Kugler, Tamar & Bornstein, Gary & Kocher, Martin G. & Sutter, Matthias, 2007. "Trust between individuals and groups: Groups are less trusting than individuals but just as trustworthy," Journal of Economic Psychology, Elsevier, vol. 28(6), pages 646-657, December.
- Gary Bornstein & Matthias Sutter & Tamar Kugler & Martin G. Kocher, . "Trust between individuals and groups: Groups are less rusting than individuals but just as trustworthy," Papers on Strategic Interaction 2005-02, Max Planck Institute of Economics, Strategic Interaction Group.
- Gary Bornstein & Ilan Yaniv, 1998. "Individual and Group Behavior in the Ultimatum Game: Are Groups More “Rational” Players?," Experimental Economics, Springer, vol. 1(1), pages 101-108, June.
- Van Boven, Leaf & Loewenstein, George & Dunning, David, 2003. "Mispredicting the endowment effect:: Underestimation of owners' selling prices by buyer's agents," Journal of Economic Behavior & Organization, Elsevier, vol. 51(3), pages 351-365, July.
- Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1990. "Experimental Tests of the Endowment Effect and the Coase Theorem," Journal of Political Economy, University of Chicago Press, vol. 98(6), pages 1325-48, December.
- Knetsch, Jack L, 1989. "The Endowment Effect and Evidence of Nonreversible Indifference Curves," American Economic Review, American Economic Association, vol. 79(5), pages 1277-84, December.
- Jack L. Knetsch & J. A. Sinden, 1984. "Willingness to Pay and Compensation Demanded: Experimental Evidence of an Unexpected Disparity in Measures of Value," The Quarterly Journal of Economics, Oxford University Press, vol. 99(3), pages 507-521.
- Ortona, Guido & Scacciati, Francesco, 1992. "New experiments on the endowment effect," Journal of Economic Psychology, Elsevier, vol. 13(2), pages 277-296, June.
When requesting a correction, please mention this item's handle: RePEc:kap:theord:v:75:y:2013:i:3:p:389-401. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Sonal Shukla)or (Rebekah McClure)
If references are entirely missing, you can add them using this form.