The effects of different magnitudes of threat upon interpersonal bargaining

Abstract

The rationale underlying this study was that the success of threat is a positive function of the threatener's deterrent force. Deterrent force was said to increase as the absolute magnitude of threat potential increases, and as the discrepancy between one's own and one's opponent's threat potential increases. However, the data do not support this view of deterrence. They do suggest that certain distributions of threat potential increase the likelihood of agreement. Also, the data support the notion that threat and aggression tend to lessen the probability of agreement. It was suggested that Ss′ perception of each other as equals or the fact that profits were fictional may have caused Ss to resist showing deferent behavior.