1. Αποθετήριο Παραδοτέων Υποτρόφων Δράσεων ΕΣΠΑ Τριτοβάθμιας Εκπαίδευσης 2017-2023
2. Όλο το Αποθετήριο
3. Μεταδιδακτορικοί ερευνητές

Τύπος:	Άρθρο σε επιστημονικό περιοδικό
Τίτλος:	Agreement in the ultimatum game: an analysis of interpersonal and intergroup context on the basis of the consensualistic approach to negotiation.
Συγγραφέας:	[EL] Αρβανίτης, Αλέξιος[EN] Arvanitis, Alexios [EL] Παπαδάτου - Παστού, Μαριέττα[EN] Papadatou - Pastou, Marietta [EL] Χαντζή, Αλεξάνδρα[EN] Hantzi, Alexandra
Ημερομηνία:	08/01/2019
Περίληψη:	The main paradigm in the study of negotiation is the decision-making approach, which emphasizes an individual-based factor of behavior, self-interest. Focusing on the ultimatum game, we reviewed the segment of the empirical literature that emphasizes social-contextual mechanisms, particularly interpersonal communication and intergroup relations. We found that, through communication, proposals are treated as justifiable claims and that the social context provides different norms for justification. We suggest that aspects of communicative rationality, such as normative rightness and subjective truthfulness, act as organizing principles for approaching negotiation as a joint rule-making process. We argue that any rule proposed is only validated through the agreement of the other side(s) and, thus, the consensualistic approach is better suited for the analysis of negotiation compared to the existing decision-making paradigm.
Γλώσσα:	Αγγλικά
Σελίδες:	12
DOI:	10.1016/j.newideapsych.2018.12.005
ISSN:	0732-118X
Θεματική κατηγορία:	[EL] Άλλες Κοινωνικές Επιστήμες[EN] Other Social Sciences
Λέξεις-κλειδιά:	Ultimatum game; Communication; Communicative rationality; Negotiation; Consensualistic approach; Joint rule-making process
Κάτοχος πνευματικών δικαιωμάτων:	© 2019 Elsevier Ltd. All rights reserved.
Ηλεκτρονική διεύθυνση του τεκμηρίου στον εκδότη:	https://www.sciencedirect.com/science/article/abs/pii/S0732118X18300047
Ηλεκτρονική διεύθυνση περιοδικού:	https://www.sciencedirect.com/journal/new-ideas-in-psychology
Τίτλος πηγής δημοσίευσης:	New Ideas in Psychology
Τεύχος:	August 2019
Τόμος:	54
Σελίδες τεκμηρίου (στην πηγή):	15-26
Σημειώσεις:	The research was supported by the act “Support of Postdoctoral Researchers” of the European Programme “Human Resources Development, Education and Lifelong Learning”, 2014-2020, which was implemented by the State Scholarships Foundation (IKY) and was co-funded by the European Social Fund and the Hellenic State.
Εμφανίζεται στις συλλογές:	Μεταδιδακτορικοί ερευνητές