Expression of prestige through authentic pride, not dominance through hubristic pride, promotes fairness in ultimatum bargaining.

ABSTRACT: This study examines how people react to different types of high social rank displays during negotiations. We focused on two ways people display high rank: dominance (using force or intimidation) and prestige (demonstrating competence and earning respect). In a pre-registered experiment (N = 309), we tested whether these displays would influence people to make fair offers in a negotiation game. Participants first competed in tasks where they were outperformed by their negotiation partner, creating a power difference. They then decided how much money to share with this partner. We found that participants offered more money to partners who displayed prestige after demonstrating superior performance. However, when partners displayed dominance despite similar superior performance, participants

SUBMITTER: Kusano K 

PROVIDER: S-EPMC11950646 | biostudies-literature | 2025 Mar

REPOSITORIES: biostudies-literature