Fairness in Bargaining

Pillutla, M and Murnighan, J K (2003) Fairness in Bargaining. Social Justice Research, 16 (3). pp. 241-262. ISSN 08857466

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This paper uses historical and contemporary philosophical discussions of fairness to present a structural approach to the definition of fairness. After establishing a set of standards (not a specific definition), we assess the impact of fairness in negotiations and bargaining. Our analysis concludes that truly fair behavior is absent in bargaining and negotiations. Instead, behaviors that have been called just can also be characterized as self-interested. Our review suggests that the term fairness has been used rather loosely, as a convenient label or as a more palatable alternative to self-interested explanations for an individual's choices. For reasons of both parsimony and accuracy, we recommend that the self-interest of the actors be carefully considered before calling their bargaining behavior fair.

Affiliation: Indian School of Business
ISB Creiators:
ISB Creators
Pillutla, M
https://orcid.org/ 0000-0001-5529-5094
Item Type: Article
Uncontrolled Keywords: Fairness, Self-interest, Negotiations
Subjects: Organization Behavior
Depositing User: Gurusrinivasan K
Date Deposited: 26 Sep 2021 16:44
Last Modified: 26 Sep 2021 16:44
URI: https://eprints.exchange.isb.edu/id/eprint/1570
Publisher URL: https://doi.org/10.1023/A%3A1025936712704
Publisher OA policy: https://v2.sherpa.ac.uk/id/publication/16634
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