An instrumental perspective on apologizing in bargaining: the importance of forgiveness to apologize
An instrumental perspective on apologizing in bargaining: the importance of forgiveness to apologize
Although very little research in bargaining has addressed how perpetrators should deal with the aftermath of unfair allocations, it has been proposed that an apology may help
the reconciliation process. Prior research, however, only focused on whether apologies can reveal positive effects on the reconciliation process but did not focus yet on whether
perpetrators are actually willing to apologize. In this paper we investigate perpetrator’s willingness to apologize for a trust violation in a bargaining setting. We hypothesized that perpetrators willingness to apologize would be a function of the extent to which the victim of the trust violation is willing to forgive. This effect, however, was expected to emerge only among those perpetrators who are low in dispositional trust. The results from a laboratory study with actual transgressions and actual apologetic behavior supported our predictions and thus emphasize an instrumental view on apologizing in bargaining situations
apologies, perpetrators, bargaining, instrumental perspective, trust game, forgiveness
215-222
Leunissen, Joost M.
a876e4c4-c5a8-4b2a-8f6e-fd455f4f693c
De Cremer, David
16aeacc7-ae90-4ab7-9d3c-6818e8b1b6d8
Reinders Folmer, Christopher P.
76f7fddc-1e36-40eb-9cc6-e0a5f0e74931
February 2012
Leunissen, Joost M.
a876e4c4-c5a8-4b2a-8f6e-fd455f4f693c
De Cremer, David
16aeacc7-ae90-4ab7-9d3c-6818e8b1b6d8
Reinders Folmer, Christopher P.
76f7fddc-1e36-40eb-9cc6-e0a5f0e74931
Leunissen, Joost M., De Cremer, David and Reinders Folmer, Christopher P.
(2012)
An instrumental perspective on apologizing in bargaining: the importance of forgiveness to apologize.
Journal of Economic Psychology, 33 (1), .
(doi:10.1016/j.joep.2011.10.004).
Abstract
Although very little research in bargaining has addressed how perpetrators should deal with the aftermath of unfair allocations, it has been proposed that an apology may help
the reconciliation process. Prior research, however, only focused on whether apologies can reveal positive effects on the reconciliation process but did not focus yet on whether
perpetrators are actually willing to apologize. In this paper we investigate perpetrator’s willingness to apologize for a trust violation in a bargaining setting. We hypothesized that perpetrators willingness to apologize would be a function of the extent to which the victim of the trust violation is willing to forgive. This effect, however, was expected to emerge only among those perpetrators who are low in dispositional trust. The results from a laboratory study with actual transgressions and actual apologetic behavior supported our predictions and thus emphasize an instrumental view on apologizing in bargaining situations
Text
Leunissen De Cremer Reinders Folmer 2012.pdf
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Accepted/In Press date: 13 October 2011
Published date: February 2012
Keywords:
apologies, perpetrators, bargaining, instrumental perspective, trust game, forgiveness
Organisations:
Psychology
Identifiers
Local EPrints ID: 359490
URI: http://eprints.soton.ac.uk/id/eprint/359490
ISSN: 0167-4870
PURE UUID: 301d3b52-d895-4593-ac5b-e343934b49ca
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Date deposited: 09 Dec 2013 08:46
Last modified: 14 Mar 2024 15:23
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Contributors
Author:
Joost M. Leunissen
Author:
David De Cremer
Author:
Christopher P. Reinders Folmer
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