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Netherlands journal of psychology
Published in: Netherlands journal of psychology 4/2009

01-12-2009 | Article

If it walks like fairness, and quacks like fairness, it sometimes is fairness: instrumental and true fairness in bargaining

Authors: Eric van Dijk, Marijke C. Leliveld, Ilja van Beest

Published in: Netherlands journal of psychology | Issue 4/2009

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Abstract

To what extent are bargainers motivated by fairness and self-interest? To answer this question, we will review previous research on ultimatum bargaining. Based on this review, we argue that it is relevant to distinguish between instrumental fairness and true fairness. We speak of instrumental fairness when bargainers use fairness to maximise their own outcomes. In contrast, true fairness is linked to a concern for the outcomes of one’s opponent. Our review reveals four moderators that affect the use of the two types of fairness: (a) the social value orientations of the bargainers, (b) the emotions bargainers communicate, (c) the valence of the bargaining outcomes, and (d) the initial distribution of property. (Netherlands Journal of Psychology, 65, 155-162).
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Metadata
Title
If it walks like fairness, and quacks like fairness, it sometimes is fairness: instrumental and true fairness in bargaining
Authors
Eric van Dijk
Marijke C. Leliveld
Ilja van Beest
Publication date
01-12-2009
Publisher
Bohn Stafleu van Loghum
Published in
Netherlands journal of psychology / Issue 4/2009
Electronic ISSN: 0028-2235
DOI
https://doi.org/10.1007/BF03080138

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