Recent studies have examined how body postures influence dominance perception. We investigated whether an open, expansive posture (dominant) and a closed, contracted posture (submissive) affect decision-making in the Ultimatum Game (UG). Participants viewed avatar opponents assuming these postures while acting as responders (Experiment 1) or proposers (Experiment 2). In Experiment 1, responders’ decisions were primarily driven by offer fairness, with fair offers being accepted more often, regardless of the proposer’s posture. In Experiment 2, proposers adjusted their offers based on the responders’ posture, offering more generous amounts to those displaying a dominant posture. These findings suggest that while posture does not influence fairness judgments in responders, it affects strategic decision-making in proposers.
The Influence of Dominant Posture in Negotiation: An Ultimatum Game Study
Ferracci S.
Primo
;Manippa V.Secondo
;Pietroni D.Ultimo
2026-01-01
Abstract
Recent studies have examined how body postures influence dominance perception. We investigated whether an open, expansive posture (dominant) and a closed, contracted posture (submissive) affect decision-making in the Ultimatum Game (UG). Participants viewed avatar opponents assuming these postures while acting as responders (Experiment 1) or proposers (Experiment 2). In Experiment 1, responders’ decisions were primarily driven by offer fairness, with fair offers being accepted more often, regardless of the proposer’s posture. In Experiment 2, proposers adjusted their offers based on the responders’ posture, offering more generous amounts to those displaying a dominant posture. These findings suggest that while posture does not influence fairness judgments in responders, it affects strategic decision-making in proposers.I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
