Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions
The present study aims for a better understanding of how individuals’ behavior in monetary price negotiations differs from their behavior in bartering situations. Two contrasting hypotheses were derived from endowment theory and current negotiation research to examine whether negotiators are more su...
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doaj-ce8426236cff45c9ab8ee1a350cb1bfe2020-11-25T01:33:57ZengFrontiers Media S.A.Frontiers in Psychology1664-10782018-07-01910.3389/fpsyg.2018.01099354699Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic TransactionsYannik M. Leusch0David D. Loschelder1Frédéric Basso2Department of Psychological and Behavioural Science, London School of Economics and Political Science, London, United KingdomInstitute of Management and Organization, Leuphana University of Lüneburg, Lüneburg, GermanyDepartment of Psychological and Behavioural Science, London School of Economics and Political Science, London, United KingdomThe present study aims for a better understanding of how individuals’ behavior in monetary price negotiations differs from their behavior in bartering situations. Two contrasting hypotheses were derived from endowment theory and current negotiation research to examine whether negotiators are more susceptible to anchoring in price negotiations versus in bartering transactions. In addition, past research found that cues of coldness enhance cognitive control and reduce anchoring effects. We attempted to replicate these coldness findings for price anchors in a distributive negotiations scenario and to illuminate the potential interplay of coldness priming with a price versus bartering manipulation. Participants (N = 219) were recruited for a 2 × 2 between-subjects negotiation experiment manipulating (1) monetary focus and (2) temperature priming. Our data show a higher anchoring susceptibility in price negotiations than in bartering transactions. Despite a successful priming manipulation check, coldness priming did not affect participants’ anchoring susceptibility (nor interact with the price/bartering manipulation). Our findings improve our theoretical understanding of how the focus on negotiation resources frames economic transactions as either unidirectional or bidirectional, and how this focus shapes parties’ susceptibility to the anchoring bias and negotiation behavior. Implications for theory and practice are discussed.https://www.frontiersin.org/article/10.3389/fpsyg.2018.01099/fullanchoringloss aversionresource framingmoneyembodimenttemperature priming |
collection |
DOAJ |
language |
English |
format |
Article |
sources |
DOAJ |
author |
Yannik M. Leusch David D. Loschelder Frédéric Basso |
spellingShingle |
Yannik M. Leusch David D. Loschelder Frédéric Basso Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions Frontiers in Psychology anchoring loss aversion resource framing money embodiment temperature priming |
author_facet |
Yannik M. Leusch David D. Loschelder Frédéric Basso |
author_sort |
Yannik M. Leusch |
title |
Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions |
title_short |
Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions |
title_full |
Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions |
title_fullStr |
Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions |
title_full_unstemmed |
Precious Property or Magnificent Money? How Money Salience but Not Temperature Priming Affects First-Offer Anchors in Economic Transactions |
title_sort |
precious property or magnificent money? how money salience but not temperature priming affects first-offer anchors in economic transactions |
publisher |
Frontiers Media S.A. |
series |
Frontiers in Psychology |
issn |
1664-1078 |
publishDate |
2018-07-01 |
description |
The present study aims for a better understanding of how individuals’ behavior in monetary price negotiations differs from their behavior in bartering situations. Two contrasting hypotheses were derived from endowment theory and current negotiation research to examine whether negotiators are more susceptible to anchoring in price negotiations versus in bartering transactions. In addition, past research found that cues of coldness enhance cognitive control and reduce anchoring effects. We attempted to replicate these coldness findings for price anchors in a distributive negotiations scenario and to illuminate the potential interplay of coldness priming with a price versus bartering manipulation. Participants (N = 219) were recruited for a 2 × 2 between-subjects negotiation experiment manipulating (1) monetary focus and (2) temperature priming. Our data show a higher anchoring susceptibility in price negotiations than in bartering transactions. Despite a successful priming manipulation check, coldness priming did not affect participants’ anchoring susceptibility (nor interact with the price/bartering manipulation). Our findings improve our theoretical understanding of how the focus on negotiation resources frames economic transactions as either unidirectional or bidirectional, and how this focus shapes parties’ susceptibility to the anchoring bias and negotiation behavior. Implications for theory and practice are discussed. |
topic |
anchoring loss aversion resource framing money embodiment temperature priming |
url |
https://www.frontiersin.org/article/10.3389/fpsyg.2018.01099/full |
work_keys_str_mv |
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