A Mixed-Motive Perspective on the Economics Versus Environment Debate

Andrew J. Hoffman, James Judson Gillespie, Don A. Moore, Kimberly A. Wade-Benzoni, Leigh L. Thompson, Max H. Bazerman

Research output: Contribution to journalArticlepeer-review

41 Scopus citations


The debate over the relationship between economic development and environmental protection has polarized into the opposing perspectives of win-lose (distributive bargaining) or win-win (integrative bargaining) outcomes, reminiscent of the debate that occurred within the negotiations field 15 years ago. The authors argue that such polarization is unnecessary and inaccurate. Conflict between economics and the environment is neither purely win-win nor win-lose, but rather, it is a mixed-motive situation. In presenting this argument, the authors draw from the negotiations and managerial decision-making literature. Further-more, they consider some strategies for exposing mixed-motive solutions to environmental problems in the future.

Original languageEnglish (US)
Pages (from-to)1254-1276
Number of pages23
JournalAmerican Behavioral Scientist
Issue number8
StatePublished - May 1999

ASJC Scopus subject areas

  • Social Psychology
  • Cultural Studies
  • Education
  • Sociology and Political Science
  • Social Sciences(all)


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