کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
885116 | 912659 | 2012 | 14 صفحه PDF | دانلود رایگان |
We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may effectively frame bargaining around a logic of fairness or competition, moving parties on a path toward or away from equal-division agreements. These endogenous framing effects may outweigh any overall social utility effects due to the mere presence of communication. In two studies, we find that non-binding talk about fairness within a three-party, complete-information game leads toward off-equilibrium, equal division payoffs, while non-binding talk focusing on Competitive Reasoning moves parties away from equal divisions. Our two studies allow us to demonstrate that manipulated pre-game talk and spontaneous within-game dialogue lead to the same results.
► We study the framing effects of communication on payoffs in multiparty bargaining.
► In two studies, talk about fairness leads toward off-equilibrium, equal payoffs.
► Talk about competitive reasoning moves parties away from equal divisions.
► Manipulated pregame talk and spontaneous within-game talk lead to the same results.
Journal: Journal of Economic Psychology - Volume 33, Issue 1, February 2012, Pages 278–291