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A Mixed-Motive Perspective on the Economics Versus Environment Debate

Boston University

JAMES JUDSON GILLESPIE

Northwestern University

DON A. MOORE

Northwestern University

KIMBERLY A. WADE-BENZONI

New York University

LEIGH L. THOMPSON

Northwestern University

MAX H. BAZERMAN

Northwestern University

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.

American Behavioral Scientist, Vol. 42, No. 8, 1254-1276 (1999)
DOI: 10.1177/0002764299042008002


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