Back to Search Start Over

Unfairness, anger, and spite: emotional rejections of ultimatum offers

Authors :
Pillutla, Madan M.
Murnighan, J. Keith
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