The influence of power posture in negotiation: an Ultimatum Game study

Abstract Purpose Recent studies have explored the effect of specific body postures on dominance perception. We investigated whether the high-power posture (i.e. an open and expansive posture) and the low-power posture (i.e. a closed and contracted posture) can influence the decision-making process involved in the Ultimatum Game (UG). Specifically, we considered the effect that the posture assumed by the counterpart can have on the participants. Design/methodology/approach Participants were shown images that presented avatar opponents in a high-power or low-power posture while they played the role of the responder (Experiment 1) or the proposer (Experiment 2). Findings In Experiment 1 results show that the responders’ decision was strongly driven by the fairness of the offer rather than the posture of the proposer (avatar). Offers perceived as fair were much more often accepted than unfair ones regardless of the counterparts’ posture. An additional result also shows that among the unfair offers, those formulated by low power posture proposers were more accepted than those formulated by the high-power posture proposer. For Experiment 2 results show instead that the proposers modulated their offers based on the posture of the responders (avatar). Specifically, responders with high power-posture were proposed more generous offers than those with low power-posture. Originality/value As far as we know, our study is the first one that takes into account the posture of the counterpart and the effect that the conveyed power can have on the participants’ decision-making processes. Another novelty element is that we compare the high-power posture and the low-power posture considering both the effects of responders’ postures on proposers’ allocation and the effects of proposers’ postures on the responders’ decision to accept the offer.