Reciprocity and emotions in bargaining using physiological and self-report measures

Gershon Ben-Shakhar, Gary Bornstein, Astrid Hopfensitz, Frans van Winden*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

67 Scopus citations

Abstract

Although reciprocity is a key concept in the social sciences, it is still unclear why people engage in costly reciprocation. In this study, physiological and self-report measures were employed to investigate the role of emotions, using the Power-to-Take Game. In this two-person game, player 1 can claim any part of player 2's resources, and player 2 can react by destroying some (or all) of these resources thus preventing their transfer to player 1. Both physiological and self-report measures were related to destruction decisions. The observed pattern of emotional arousal and its correlation with self-reported anger provides support for using both techniques to study reciprocity.

Original languageEnglish
Pages (from-to)314-323
Number of pages10
JournalJournal of Economic Psychology
Volume28
Issue number3
DOIs
StatePublished - Jun 2007

Keywords

  • Bargaining
  • Emotions
  • Laboratory experiment
  • Physiological arousal
  • Reciprocity
  • Self-report measures of emotions

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