{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,8,23]],"date-time":"2026-08-23T14:16:11Z","timestamp":1787494571494,"version":"build-2736575974"},"reference-count":46,"publisher":"SAGE Publications","issue":"7","license":[{"start":{"date-parts":[[2025,5,3]],"date-time":"2025-05-03T00:00:00Z","timestamp":1746230400000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/journals.sagepub.com\/page\/policies\/text-and-data-mining-license"}],"content-domain":{"domain":["journals.sagepub.com"],"crossmark-restriction":true},"short-container-title":["Pers Soc Psychol Bull"],"published-print":{"date-parts":[[2026,7]]},"abstract":"<jats:p>\n                    Price negotiation is often a zero-sum interaction where one party\u2019s gain is another\u2019s loss. In such contexts, a buyer\u2019s willingness to negotiate can depend on the perceived justifiability of negotiation. This research examines how political ideology shapes these perceptions. Two archival studies (\n                    <jats:italic toggle=\"yes\">N<\/jats:italic>\n                    = 56,615) and four preregistered studies (\n                    <jats:italic toggle=\"yes\">N<\/jats:italic>\n                    = 3,157) show that conservative buyers are more likely to negotiate prices for houses and used cars. Conservatives also hold stronger beliefs that buyers should negotiate prices regardless of the seller\u2019s identity\u2014be it a professional dealer, an ordinary seller, a stranger, or a friend. This heightened propensity to justify price negotiation is rooted in conservatives\u2019 endorsement of free-market ideology, which motivates and even moralizes the pursuit of economic self-interest in marketplace interactions. These findings offer a nuanced account of interactions in the marketplace, demonstrating that marketplace behaviors are influenced not only by economic considerations but also by ideological beliefs.\n                  <\/jats:p>","DOI":"10.1177\/01461672251335697","type":"journal-article","created":{"date-parts":[[2025,5,3]],"date-time":"2025-05-03T08:29:16Z","timestamp":1746260956000},"page":"2161-2174","update-policy":"https:\/\/doi.org\/10.1177\/sage-journals-update-policy","source":"Crossref","is-referenced-by-count":1,"title":["Who Negotiates? The Political Psychology of Price Negotiations"],"prefix":"10.1177","volume":"52","author":[{"ORCID":"https:\/\/orcid.org\/0000-0001-5015-9691","authenticated-orcid":false,"given":"Archer Yue","family":"Pan","sequence":"first","affiliation":[{"name":"Cornell University, Ithaca, NY, USA"}],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Manoj","family":"Thomas","sequence":"additional","affiliation":[{"name":"Cornell University, Ithaca, NY, USA"}],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"179","published-online":{"date-parts":[[2025,5,3]]},"reference":[{"key":"e_1_3_4_2_1","first-page":"239","volume-title":"Social psychology and economics","author":"Babcock L.","year":"2006","unstructured":"Babcock L., Gelfand M., Small D., Stayn H. (2006). Gender differences in the propensity to initiate negotiations. In De Cremer D., Zeelenberg M., Murnighan J. K. (Eds.), Social psychology and economics. (pp. 239\u2013259). 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