Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation

Mauro Giacomantonio, Carsten K.W. De Dreu, Shaul Shalvi, Daniel Sligte, Susanne Leder

Research output: Contribution to journalArticlepeer-review

66 Scopus citations

Abstract

The present research examined how construal level and social motivation interact in influencing individuals' behavior in social decision making settings. Consistent with recent work on psychological distance and value-behavior correspondence (Eyal, Sagristano, Trope, Liberman, & Chaiken, 2009), it was predicted that under high construal level individuals' behavior is based on the social motivation they endorsed, no matter whether pro-social or pro-self. Two experiments involving ultimatum game (Experiment 1) and face to face negotiation (Experiment 2) supported the " increased value-behavior correspondence" hypothesis by showing that pro-socials were more cooperative and pro-selves were more competitive under high rather than low construal level. Implications for research on social decision making and psychological distance are discussed.

Original languageEnglish
Pages (from-to)824-829
Number of pages6
JournalJournal of Experimental Social Psychology
Volume46
Issue number5
DOIs
StatePublished - 1 Sep 2010
Externally publishedYes

Keywords

  • Construal level
  • Integrative negotiation
  • Value-behavior correspondence

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

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