Self-Regulation in Ultimatum Bargaining: Goals and Plans Help Accepting Unfair but Profitable Offers

Impulsive responses to ultimatums may cause rejection of unfair offers at a cost to oneself. A possible ameliorating strategy is self-regulation by setting goals and making plans geared toward controlling impulsive responses that may lead to rejection. Two studies test the hypothesis that entering an ultimatum with specific goals and plans (i.e., implementation intentions) will lead to increased acceptances of ultimatums that are unfair but more...