Anger in Ultimatum Bargaining: Emotional Outcomes Lead to Irrational Decisions

Francine Espinoza, University of Maryland
Alexander Fedorikhin, Indiana University
Joydeep Srivastava, University of Maryland

Anger in Ultimatum Bargaining: Emotional Outcomes Lead to Irrational Decisions

Francine Espinoza, University of Maryland

Alexander Fedorikhin, Indiana University

Joydeep Srivastava, University of Maryland

 

In ultimatum bargaining, unfair offers are rejected even when it is rational to accept any offer. We suggest that appraisals of fairness are linked to anger such that when individuals confront an unfair offer, they feel angry and are inclined to reject the offer. However, when individuals misattribute the cause of anger, they are more inclined to cooperate, decreasing the rate of rejection. Experiment 1 supports the idea that fairness appraisals are related to anger. Experiment 2 shows that if individuals misattribute the cause of anger, rejection rates of unfair offers can be significantly reduced, although the fairness appraisals are held constant.
[ to cite ]:
Francine Espinoza, Alexander Fedorikhin, and Joydeep Srivastava (2006) ,"Anger in Ultimatum Bargaining: Emotional Outcomes Lead to Irrational Decisions", in NA - Advances in Consumer Research Volume 33, eds. Connie Pechmann and Linda Price, Duluth, MN : Association for Consumer Research, Pages: 264-266.