What's Fair Ethics for Negotiators [Paperback]

What's Fair is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie J. Menkel-Meadow and Michael Wheeler, What's Fair contains contributions from some of the best-known practitioners and scholars in the field including Roger Fisher, Howard Raiffa, and Deborah Kolb. The editors and distinguished contributors offer an examination of why ethics matter individually and socially, and explain the essential duties and values of negotiation beyond formal legal requirements. Throughout the book, these experts tackle difficult questions such as:

• What do we owe our counterparts (if anything) in the way of candor or disclosure?
• To what extent should we use financial or legal pressure to force settlement?
• Should we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others?

Preface vii

Acknowledgments xi

Introduction: What’s Fair in Negotiation? What Is Ethics in Negotiation? xiii
Carrie Menkel-Meadow

Swimming with Saints/Praying with Sharks xlv
Michael Wheeler

PART ONE: OVERVIEW

1 Three Ethical Issues in Negotiation 5
David A. Lax, James K. Sebenius

2 Ethical and Moral Issues 15
Howard Raiffa

3 Negotiation Analysis 19
Howard Raiffa

4 A Code of Negotiation Practices for Lawyers 23
Roger Fisher

5 The Limits of Integrative Bargaining 30
Gerald B. Wetlaufer

6 Bargaining with the Devil Without Losing Yourls|