A REVIEW OF THE LITERATURE:

ON FEELINGS AS A HEURISTIC FOR MAKING OFFERS

IN ULTIMATUM NEGOTIATIONS

DOSEN : PROF SYAMSIR ABDUH, PHD.

ACHMAD ZAKY, S.T.,M.TR HANLA

NIM 221021815021 Program Doktoral Trisakti
 JOURNAL SUBSTANCE
DECISION MAKING
1. HOW THE RELIANCE ON EMOTIONAL FEELINGS AS A
HEURISTIC INFLUENCES THE PROPOSAL OF OFFERS IN
NEGOTIATIONS.

2. HUMAN DECISION MAKING OFTEN IS NOT DRIVEN BY

COMPUTATIONAL COGNITIVE PROCESSES BUT BY NON
COMPUTATIONAL AFFECTIVE PROCESSES

3. EMOTIONAL FEELINGS HAVE BEEN SHOWN TO WEIGH

MORE HEAVILY ON JUDGMENTS AND DECISIONS

4. RESEARCH SUGGESTS THAT THE RELIANCE ON

FEELINGS AS A HEURISTIC TRIGGERS A MORE LITERAL
FORM OF PLAY IN THE ULTIMATUM GAME
THE RELIANCE ON FEELINGS AS A HEURISTIC TRIGGERS

TRIGGERS A QUALITATIVELY DISTINCT

TRIGGERS A QUALITATIVELY DISTINCT FORM OF 1 EMOTIONAL FEELING

EMOTIONAL FEELINGS HAVE BEEN SHOWN TO WEIGH MORE
HEAVILY ON JUDGMENTS AND DECISIONS WHEN THEY ARE

2
DECISION
PERCEIVED TO BE REPRESENTATIVE OF
MAKING
THE TARGET

SUCCESSFUL RELIANCE ON FEELINGS IN DECISIONS

PEOPLE HAVE IN USING THEIR FEELINGS AS A HEURISTIC
BY VARYING THE PERCEIVED AVAILABILITY OF
3 GENUINE FEELINGS
GENUINE FEELINGS ARE MORE LIKELY TO BE
ACCESSED THROUGH CONCRETE MENTAL
PASTINSTANCES OF SUCCESSFUL RELIANCE ON
FEELINGS IN DECISIONS.
4 REPRESENTATIONS OF THE TARGET

FEELING BASED CONSIDERATIONS

HIGH-TRUST-IN-FEELINGS VERSION ARE MORE 5 COQNITIVE DECISION
FEELING-BASED DECISIONS TEND TO BE MORE

6
INFLUENCED BOTH BY FEELINGS IMAGERY-BASED, WITH GREATER DEPENDENCE ON
EVOKED BY THE TARGET AND BY THEIR MOOD STATES CONCRETE MENTAL PICTURES OF THE TARGETS
IN EVALUATIONS AND INVOKE A GREATER NUMBER OF
FEELING-BASED CONSIDERATIONS TO JUSTIFY THEIR
EVALUATIONS
 COUNTEROFFER GAME
EXPERIMENT COMPARED THE OFFERS MADE IN THE
STANDARD ULTIMATUM GAME (EXPERIMENT 1)
WITH THOSE MADE IN A VARIANT OF THE GAME
IN WHICH ONE LAYER OF RESPONDER
RESPONSES WAS ADDED (THIS EXPERIMENT)

02
STANDART
01 03
ULTIMATUM GAME
PREDICTED THAT PROPOSERS WHO
RELY MORE ON THEIR FEELINGS
DICTATOR GAME
WOULD MAKE LESS GENEROUS RESPONDER COULD NOT REJECT THE
OFFERS THAN THOSE WHO RELY OFFER AND WAS FORCED TO ACCEPT
LESS ON THEIR FEELINGS. IT. PREDICTED THAT THEY WOULD
MAKE LOWER OFFERS THAN
PROPOSERS WHO RELY LESS ON
THEIR FEELINGS WHO MAY CONSIDER
OBJECTIVELY NONESSENTIAL
FACTORS SUCH AS FAIRNESS.

www.presentationgo.com
 METHODE
STUDY, PARTICIPANTS MOMENTARY
SUGGEST THAT IN SETTINGS
TRUST IN THEIR FEELINGS WAS
WHERE THE RESPONDER IS
MANIPULATED. INCREASES THEIR
ALLOWED TO
TRUST IN THEIR FEELINGS AND
RESPOND
THEREFORE THEIR RELIANCE ON
FEELINGS

PREDICTED THAT THEY WOULD

MAKE LOWER OFFERS THAN
PROPOSERS WHO RELY LESS ON
THEIR FEELINGS WHO MAY
CONSIDER OBJECTIVELY
NON ESSENTIAL FACTORS SUCH AS
FAIRNESS.
MANIPULATED PLAYED DESCRIBED
COUNTEROFFER GAME.
PARTICIPANTS WHO ACCEPTED
THE COUNTEROFFER WERE PAID
ACCORDINGLY; THOSE WHO
REJECTED IT RECEIVED NOTHING.
• THAT PROPOSERS WITH HIGHER TRUST FEELING FOCUS ON
HOW THEY FEEL TOWARD THE OFFERS THEMSELVES.

• THAT GREATER RELIANCE ON FEELINGS RESULTS IN A MORE

LITERAL FORM OF PLAY THAT PUTS LESS EMPHASIS ON THE
RESPONDER’S LIKELY RESPONSES. RESULT
• PROPOSERS WITH HIGHER TRUST FEELING ARE LESS
INFLUENCED BY THE POSSIBLE RESPONSES OF THE
RESPONDER THAN PROPOSERS WITH LOWER TRUST FEELING.

• THAT THE RELIANCE ON FEELINGS AS A HEURISTIC CHANGES

THE WAY OFFERS ARE MADE IN NEGOTIATIONS.
 RESEARCH ADVANTAGES

PRESENTATION IS EASY TO UNDERSTAND,

01 ESPECIALLY BECAUSE THERE IS AN

EXPERIMENT SUMMARY RESULT AND DISCUSS
OF EACH PART APPROACH.
03 GOOD AT DEFINING PROBLEMS IN EACH
SECTION

PROVIDE AN OVERVIEW OF THE STRUCTURE

02 OF THE NEGOTIATION APPROACH SO THAT IT

MAKES IT EASY TO UNDERSTAND THE BASIC
NEGOTIATION APPROACH
04 CAN PROVIDE A BASIS FOR RESEARCH FROM
EXISTING THEORIES
• HAS NOT BEEN ABLE TO GIVE EXPLANATION OF
RESPONDENT BACKGROUND DIVERSITY.

• IT ONLY PROVIDES STEPS FOR AN INTEGRATIVE

APPROACH, DOES NOT EXPLAIN WHETHER THIS
STEP CAN BE APPLIED TO OTHER APPROACHES.

• NOT EXPLAINED WHY RESEARCH ONLY BASE ON

THREE EXPERIMENTS TAKEN.

• ITS NOT EXPLAIN WHY A POWERFUL FRAMEWORK

FOR STUDYING NEGOTIATION PROCESSES USES
THAT THREE EXPERIMENTS

WEAKNESS
 CRITICISM AND SUGGESTIONS
CLEAR BASE OF LIMITATIONS
EXPERIMENT RESEARCH
SUPPORTING
THEORY GIVE RESEARCH
DIVERSITY OF EXPLAINED WHY LIMITATIONS AND
RESEARCH ONLY BASE RESPONDENT
RESPONDEN ADDITIONAL ON THREE LIMITATIONS
SUPPORTING EXPERIMENTS TAKEN.
WATCH AND PAY THEORY TO
ATTENTION TO STRENGTHEN
THE DIVERSITY RESEARCH
OF RESULTS
RESPONDENTS

1 2 3 4
Thank You
Negotiation