Abstract
The influence of discussion-induced shared cognition on bargaining behavior was examined. Three studies tested the hypothesis that shared cognition regarding the best method for reaching a bargaining agreement would decrease the frequency of selfish offers. Consistent with this prediction, participants who engaged in such a group discussion made less selfish offers than those who did not discuss (all studies) or those who engaged in a group discussion regarding commonalities that they shared (Study 2). Study 3 showed that the discussion effect was mediated by shared cognition developed through the discussion. Thus, discussion regarding how best to reach bargaining settlements may develop shared cognition that assists in cooperative bargaining. Implications and limitations of the studies are discussed.
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