On feelings as a heuristic for making offers in ultimatum negotiations

Psychological Science

Volumn 19, Issue 10, 2008, Pages 1051-1058

  Stephen, Andrew T ^a   Pham, Michel Tuan ^a  

^a Och Spine at New York Presbyterian Hospitals

Author keywords

[No Author keywords available]

Indexed keywords

ARTICLE; ATTENTION; CONCEPT FORMATION; CULTURAL ANTHROPOLOGY; DECISION MAKING; EMOTION; GAME; HUMAN; INTERPERSONAL COMMUNICATION; INTUITION; LEARNING; MOTIVATION; UNCERTAINTY;

ATTENTION; CONCEPT FORMATION; CULTURE; DECISION MAKING; EMOTIONS; GAMES, EXPERIMENTAL; HUMANS; INTUITION; MOTIVATION; NEGOTIATING; PROBABILITY LEARNING; UNCERTAINTY;

EID: 55449126656     PISSN: 09567976     EISSN: 14679280     Source Type: Journal    
DOI: 10.1111/j.1467-9280.2008.02198.x     Document Type: Article

References (21)

1. Avnet, T. Pham, M.T. (2007). Metacognitive and non-metacognitive reliance on affect-as-information. Unpublished manuscript, Yeshiva University, New York.
2. Camerer, C.F. (2003). Behavioral game theory: Experiments on strategic interaction. Princeton, NJ : Princeton University Press.
3. Damasio, A.R. (1994). Descartes' error: Emotion, reason, and the human brain. New York : Putnam.
4. Epstein, S. Pacini, R. (1999). Some basic issues regarding dual-process theories from the perspective of cognitive-experiential self-theory. In S. Chaiken Y. Trope (Eds.), Dual-process theories in social psychology (pp. 462 482). New York : Guilford Press.
5. Fiske, S.T. Pavelchak, M.A. (1986). Category-based versus piecemeal-based affective responses. In E.T. Higgins R.M. Sorrentino (Eds.), Handbook of motivation and cognition (pp. 167 203). New York : Guilford Press.
6. Guth, W., Schmittberger, R. Schwarze, B. (1982). An experimental-analysis of ultimatum bargaining. Journal of Economic Behavior & Organization, 3, 367 388.
7. Kahneman, D. Snell, J. (1990). Predicting utility. In R.M. Hogarth (Ed.), Insights in decision making: A tribute to Hillel J. Einhorn (pp. 295 342). Chicago : University of Chicago Press.
8. Lee, L., Amir, O. Ariely, D. (2008). In search of homo economicus: Preference consistency, emotions, and cognition. Unpublished manuscript, Columbia University, New York.
9. Loewenstein, G., Weber, E.U., Hsee, C.K. Welch, N. (2001). Risk as feelings. Psychological Bulletin, 127, 267 286.
10. Pham, M.T. (1998). Representativeness, relevance, and the use of feelings in decision making. Journal of Consumer Research, 25, 144 159.
11. Pham, M.T. (2004). The logic of feeling. Journal of Consumer Psychology, 14, 360 369.
12. Pham, M.T. (2007). Emotion and rationality: A critical review and interpretation of empirical evidence. Review of General Psychology, 11, 155 178.
13. Pham, M.T., Cohen, J.B., Pracejus, J.W. Hughes, G.D. (2001). Affect monitoring and the primacy of feelings in judgment. Journal of Consumer Research, 28, 167 188.
14. Reyna, V.F. Brainerd, C.J. (1995). Fuzzy-trace theory: An interim synthesis. Learning and Individual Differences, 7, 1 75.
15. Rottenstreich, Y. Hsee, C.K. (2001). Money, kisses, and electric shocks: On the affective psychology of risk. Psychological Science, 12, 185 190.
16. Schwarz, N., Bless, H., Strack, F., Klumpp, G., Rittenauerschatka, H. Simons, A. (1991). Ease of retrieval as information: Another look at the availability heuristic. Journal of Personality and Social Psychology, 61, 195 202.
17. Schwarz, N. Clore, G.L. (1983). Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology, 45, 513 523.
18. Schwarz, N. Clore, G.L. (1988). How do I feel about it? The information function of affective states. In K. Fiedler J. Forgas (Eds.), Affect, cognition and social behavior: New evidence and integrative attempts (pp. 44 63). Toronto, Ontario, Canada : C.J. Hogrefe.
19. Schwarz, N. Clore, G.L. (2007). Feelings and emotional experiences. In A.W. Kruglanski E.T. Higgins (Eds.), Social psychology: Handbook of basic principles (2nd ed., pp. 385 407). New York : Guilford.
20. Slovic, P., Finucane, M., Peters, E. MacGregor, D.G. (2002). The affect heuristic. In T. Gilovich, D. Griffin D. Kahneman (Eds.), Heuristics and biases: The psychology of intuitive judgment (pp. 397 420). New York : Cambridge University Press.
21. van Dijk, E. Zeelenberg, M. (2006). The dampening effect of uncertainty on positive and negative emotions. Journal of Behavioral Decision Making, 19, 171 176.