Fairness in Bargaining: How Self-selected Frames Affect the Fairness of Negotiation Outcomes

  • Helena Hagauer
  • Bernhard Kittel
  • Manuel SchwaningerEmail author
Part of the Jahrbuch für Handlungs- und Entscheidungstheorie book series (JAHAEN)


We investigate whether fair behavior in negotiations depends on the frame given by an actor to a situation. To test this proposition, we study secondary data from bargaining experiments. In the experiments, subjects were asked what they thought the situation was about. We compare this perception with their behavior in the negotiations. The results show that subjects with a prosocial frame were more likely to distribute the resource equally than those with a proself frame. Investigating the factors that lead to the adoption of a prosocial or proself frame, we find that minor situational differences do not influence the choice of a frame, whereas factors which can be traced back to socialization exert considerable influence on the selection of a frame.


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Copyright information

© Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature 2019

Authors and Affiliations

  • Helena Hagauer
    • 1
  • Bernhard Kittel
    • 1
  • Manuel Schwaninger
    • 1
    Email author
  1. 1.Institut für WirtschaftssoziologieViennaAustria

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