An instrumental perspective on apologizing in bargaining: the importance of forgiveness to apologize

Leunissen, JM ORCID: https://orcid.org/0000-0002-1639-3174, De Cremer, D and Reinders Folmer, CP, 2012. An instrumental perspective on apologizing in bargaining: the importance of forgiveness to apologize. Journal of Economic Psychology: Research in Economic Psychology and Behavioral Economics, 33 (1), pp. 215-222. ISSN 0167-4870

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Abstract

Although very little research in bargaining has addressed how perpetrators should deal with the aftermath of unfair allocations, it has been proposed that an apology may help the reconciliation process. Prior research, however, only focused on whether apologies can reveal positive effects on the reconciliation process but did not focus yet on whether perpetrators are actually willing to apologize. In this paper we investigate perpetrator’s willingness to apologize for a trust violation in a bargaining setting. We hypothesized that perpetrators willingness to apologize would be a function of the extent to which the victim of the trust violation is willing to forgive. This effect, however, was expected to emerge only among those perpetrators who are low in dispositional trust. The results from a laboratory study with actual transgressions and actual apologetic behavior supported our predictions and thus emphasize an instrumental view on apologizing in bargaining situations.

Item Type:	Journal article
Alternative Title:	Forgiveness promotes apologizing
Publication Title:	Journal of Economic Psychology: Research in Economic Psychology and Behavioral Economics
Creators:	Leunissen, J.M., De Cremer, D. and Reinders Folmer, C.P.
Publisher:	Elsevier in affiliation with the International Association for Research in Economic Psychology
Date:	February 2012
Volume:	33
Number:	1
ISSN:	0167-4870
Identifiers:	Number Type 10.1016/j.joep.2011.10.004 DOI S0167487011001619 Publisher Item Identifier
Divisions:	Schools > School of Social Sciences
Record created by:	Jill Tomkinson
Date Added:	17 Oct 2016 15:46
Last Modified:	19 Oct 2017 08:21
URI:	https://irep.ntu.ac.uk/id/eprint/28865

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