Title

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

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