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Unfairness, anger, and spite: emotional rejections of ultimatum offers
- Source :
- Organizational Behavior & Human Decision Processes. Dec, 1996, Vol. 68 Issue 3, p208, 17 p.
- Publication Year :
- 1996
-
Abstract
- The rejection of ultimatum offers in negotiations is adequately explained by the rejection/spite model and the fairness model which takes into consideration the role of emotions in the acceptance of offers. An economically advantageous ultimatum offer may be rejected on the grounds that one of the parties in the negotiation perceives the offer as unfair and damaging to the self-image. This affront to the self-image evokes anger and results in spite - the rejection of the advantageous offer.
Details
- ISSN :
- 07495978
- Volume :
- 68
- Issue :
- 3
- Database :
- Gale General OneFile
- Journal :
- Organizational Behavior & Human Decision Processes
- Publication Type :
- Periodical
- Accession number :
- edsgcl.19370396