Abstract
The authors review studies conducted by themselves and coauthors that document a 'self-serving' bias in judgments of fairness and demonstrate that the bias is an important cause of impasse in negotiations. They discuss experimental evidence showing that (1) the bias causes impasse; (2) it is possible to reduce impasses by debiasing bargainers; and (3) the bias results from selective evaluation of information. The authors also review results from a field study of negotiations between teachers' unions and school boards in Pennsylvania that both document the fairness bias in a naturalistic setting and demonstrates its impact on strikes.
Keywords
DebiasingNegotiationField (mathematics)Confirmation biasGender biasEconomicsPsychologyPolitical scienceSocial psychologyLaw
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Publication Info
- Year
- 1997
- Type
- article
- Volume
- 11
- Issue
- 1
- Pages
- 109-126
- Citations
- 1103
- Access
- Closed
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Cite This
Linda Babcock,
George Loewenstein
(1997).
Explaining Bargaining Impasse: The Role of Self-Serving Biases.
The Journal of Economic Perspectives
, 11
(1)
, 109-126.
https://doi.org/10.1257/jep.11.1.109
Identifiers
- DOI
- 10.1257/jep.11.1.109