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Experiments have shown that those who demand more will often get more (Myers, 2008). However, results demonstrate that players rarely employ the rational strategy. Proposers typically make offers of 40 to 50% and responders routinely reject offers under 20% (Jensen, Call & Tomasello, 2007). This leaves both parties with lower outcomes than they would have achieved had they acted in accordance with the self-interest model.
Tripp, Sondak and Bies suggest that people look for more than material rewards in their negotiations (as cited in Pillutla & Murnighan, 1996). People are concerned with the interests of others and are sensitive to norms of cooperation and fairness (Jensen et al...
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