How Much Is Enough? Rethinking Success and Rationality in Negotiation

Abstract: Negotiation theory typically equates rationality with outcome maximization. Yet in practice, negotiators often stop pushing once they feel they have “enough,” even when further gains are easily attainable. This paper examines what it means to have enough in negotiation and why this notion matters for understanding rational behaviour. Drawing on negotiation theory and sufficientarian accounts of justice, it argues that contentment with sufficiency reflects a distinct form of rationality rather than a failure of optimization. Sufficiency functions as an internal stopping rule shaped by self-image, reasonable contentment, and value pluralism, offering a more realistic account of negotiation success beyond maximization.

Keywords: negotiation, rationality, suficientarism, optimization