Perceptions of Fairness in Negotiation
Document Type
Book Section
Publication Date
3-2017
ISBN
978-0982794616
Abstract
In all of negotiation there is no bigger trap than "fairness." Welsh explains why: among multiple models of fairness, people tend to believe that the one that applies here is the one that happens to favor them. This often creates a bitter element in negotiation, as each party proceeds from the unexamined assumption that its standpoint is the truly fair one. Welsh argues that for a negotiation to end well, it is imperative for both parties to assess the fairness of their own proposals from multiple points of view, not just their instinctive one-and to consider the fairness of their procedures as well as of their substantive proposals.
First Page
515
Last Page
532
Num Pages
18
Volume Number
1
Publisher
DRI Press
Editor
Chris Honeyman & Andrea Kupfer Schneider
Book Title
The Negotiator's Desk Reference
Recommended Citation
Nancy A. Welsh,
Perceptions of Fairness in Negotiation,
in
1
The Negotiator's Desk Reference
515
(Chris Honeyman & Andrea Kupfer Schneider eds., 2017).
Available at:
https://scholarship.law.tamu.edu/facscholar/1485