This research examines how the reliance on emotional feelings as a heuristic influences the proposal of offers in negotiations. Results from three experiments based on the classic ultimatum game show that, compared to proposers who do not rely on their feelings, proposers who rely on their...

Uncertainty is an unavoidable part of human life. How do states of uncertainty influence the way people make decisions? We advance the proposition that states of uncertainty increase the reliance on affective inputs in judgments and decisions. In accord with this proposition, results from six...

This paper examines how regulatory fit influences evaluations through two separate mechanisms. The first mechanism attributes "feeling right" from fit to positive feelings about the target, making any type of evaluation more positive. The second mechanism attributes "feeling right" to the...