Choosing the Wrong Pond: Social Comparisons in Negotiations That Reflect a Self-serving Bias*
نویسندگان
چکیده
We explore the role that choice of comparison groups plays in explaining impasse in teacher contract negotiations. We hypothesize that the negotiators select "comparable" districts in a biased fashion such that teachers' salaries in districts that unions view as comparable are higher than teachers' salaries in districts that school boards view as comparable. We also predict that strike activity is positively related to the difference in the salary levels of the unions' and boards' lists of comparables. We test these predictions using a unique combination of subjective survey and field data on teacher contract negotiations in Pennsylvania. Both hypotheses are supported by the data.
منابع مشابه
Explaining Bargaining Impasse: The Role of Self-Serving Biases
We review studies conducted by ourselves and coauthors that document a "self-serving" bias in judgments of fairness and demonstrate that the bias is an important cause of impasse in negotiations. We discuss experimental evidence showing that (a) the bias causes impasse; (b) it is possible to reduce impasses by debiasing bargainers; and (c) the bias results from selective evaluation of informati...
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