{"product_id":"whats-fair-isbn-9781118009253","title":"What's Fair","description":"\u003ci\u003eWhat's Fair\u003c\/i\u003e is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie J. Menkel-Meadow and Michael Wheeler, \u003ci\u003eWhat's Fair\u003c\/i\u003e 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:  \u003cul\u003e \u003cli\u003eWhat do we owe our counterparts (if anything) in the way of candor or disclosure?\u003c\/li\u003e \u003cli\u003eTo what extent should we use financial or legal pressure to force settlement?\u003c\/li\u003e \u003cli\u003eShould we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others?\u003c\/li\u003e \u003c\/ul\u003e  \u003cp\u003ePreface vii\u003c\/p\u003e \u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eIntroduction: What’s Fair in Negotiation? What Is Ethics in Negotiation? xiii\u003cbr\u003e \u003ci\u003eCarrie Menkel-Meadow\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eSwimming with Saints\/Praying with Sharks xlv\u003cbr\u003e \u003ci\u003eMichael Wheeler\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART ONE: OVERVIEW\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Three Ethical Issues in Negotiation 5\u003cbr\u003e \u003ci\u003eDavid A. Lax, James K. Sebenius\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e2 Ethical and Moral Issues 15\u003cbr\u003e \u003ci\u003eHoward Raiffa\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e3 Negotiation Analysis 19\u003cbr\u003e \u003ci\u003eHoward Raiffa\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e4 A Code of Negotiation Practices for Lawyers 23\u003cbr\u003e \u003ci\u003eRoger Fisher\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e5 The Limits of Integrative Bargaining 30\u003cbr\u003e \u003ci\u003eGerald B. Wetlaufer\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e6 Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation 57\u003cbr\u003e \u003ci\u003eG. Richard Shell\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO: TRUTH TELLING IN NEGOTIATIONS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Truthfulness, Deceit, and Trust 79\u003cbr\u003e \u003ci\u003eSissela Bok\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e8 Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation 91\u003cbr\u003e \u003ci\u003eJames J. White\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e9 Promoting Honesty in Negotiation: An Exercise in Practical Ethics 108\u003cbr\u003e \u003ci\u003ePeter C. Cramton, J. Gregory Dees\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e10 On the Ethics of Deception in Negotiation 138\u003cbr\u003e \u003ci\u003eAlan Strudler\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e11 Deception and Mutual Trust: A Reply to Strudler 157\u003cbr\u003e \u003ci\u003eJ. Gregory Dees, Peter C. Cramton\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e12 The Lawyer’s Obligation to Be Trustworthy When Dealing with Opposing Parties 168\u003cbr\u003e \u003ci\u003eGeoffrey C. Hazard, Jr.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e13 Curtailing Deception: The Impact of Direct Questions on Lies and Omissions 175\u003cbr\u003e \u003ci\u003eMaurice E. Schweitzer, Rachel Croson\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE: BARGAINING TACTICS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e14 Negotiating Tactics for Legal Services Lawyers 205\u003cbr\u003e \u003ci\u003eMichael Meltsner, Philip Schrag\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e15 Smart Negotiating: How to Make Good Deals in the Real World 212\u003cbr\u003e \u003ci\u003eJames C. Freund\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e16 Ethical and Unethical Bargaining Tactics: An Empirical Study 221\u003cbr\u003e \u003ci\u003eRoy J. Lewicki, Robert J. Robinson\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e17 Is Business Bluffing Ethical? 246\u003cbr\u003e \u003ci\u003eAlbert Z. Carr\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART FOUR: NEGOTIATING RELATIONSHIPS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e18 The Ethics of Respect in Negotiation 257\u003cbr\u003e \u003ci\u003eJonathan R. Cohen\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e19 Everyday Negotiation: Navigating the Hidden Agendas in Bargaining 264\u003cbr\u003e \u003ci\u003eDeborah M. Kolb, Judith Williams\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e20 Bargaining and the Ethics of Process 270\u003cbr\u003e \u003ci\u003eEleanor Holmes Norton\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART FIVE: NEGOTIATION AND AGENTS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e21 Professional Detachment: The Executioner of Paris 305\u003cbr\u003e \u003ci\u003eArthur Isak Applbaum\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e22 The Professionalism and Accountability of Lawyers 329\u003cbr\u003e \u003ci\u003eMurray L. Schwartz\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e23 A Causerie on Lawyer’s Ethics in Negotiation 350\u003cbr\u003e \u003ci\u003eAlvin B. Rubin\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART SIX: SOCIAL INFLUENCES AND IMPACTS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e24 Lies for the Public Good 371\u003cbr\u003e \u003ci\u003eSissela Bok\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e25 Does Studying Economics Inhibit Cooperation? 383\u003cbr\u003e \u003ci\u003eRobert H. Frank, Thomas Gilovich, Dennis T. Regan\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e26 Half-Truths: Protecting Mistaken Inferences by Investors and Others 397\u003cbr\u003e \u003ci\u003eDonald C. Langevoort\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e27 Mindfulness in the Law and Alternative Dispute Resolution 440\u003cbr\u003e \u003ci\u003eScott R. Peppet\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e28 Protecting the Confidentiality of Settlement Negotiations 454\u003cbr\u003e \u003ci\u003eWayne D. Brazil\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e29 Settlements and the Erosion of the Public Realm 486\u003cbr\u003e \u003ci\u003eDavid Luban\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e30 Public Access to Private Settlements 507\u003cbr\u003e \u003ci\u003eCarrie Menkel-Meadow\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e31 Expanding the Ethical Obligations of the Mediator: Mediator Accountability to Parties Not at the Table 513\u003cbr\u003e \u003ci\u003eLawrence Susskind\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eBibliography 519\u003c\/p\u003e \u003cp\u003eThe Contributors 526\u003c\/p\u003e \u003cp\u003eIndex 529\u003c\/p\u003e  \u003cb\u003eCarrie Menkel-Meadow\u003c\/b\u003e is professor of law at the Georgetown Law Center in Washington D.C., and associate editor of Negotiation Journal. She is the chair of Georgetown Center for Public Resources Commission on Ethics and Standards in ADR and director, Georgetown-Hewlett Program in Conflict Resolution and Legal Problem Solving.  \u003cp\u003e\u003cb\u003eMichael Wheeler\u003c\/b\u003e is Class of 1952 Management Professor at the Harvard Business School, a member of the Steering Committee of the Program on Negotiation at Harvard Law School, and editor of \u003ci\u003eNegotiation Journal\u003c\/i\u003e.\u003c\/p\u003e  \u003ci\u003eWhat's Fair\u003c\/i\u003e is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie Menkel-Meadow and Michael Wheeler, \u003ci\u003eWhat's Fair\u003c\/i\u003e 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:  \u003cul\u003e \u003cli\u003eWhat do we owe our counterparts (if anything) in the way of candor or disclosure?\u003c\/li\u003e \u003cli\u003eTo what extent should we use financial or legal pressure to force settlement?\u003c\/li\u003e \u003cli\u003eShould we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others?\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cb\u003ePraise for \u003ci\u003eWhat's Fair\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"The assumption has long been made that even the most ethical of us will cheat during a negotiation. This book, \u003ci\u003eWhat's Fair\u003c\/i\u003e finally pulls together some of the most important papers dealing with this assumption into a single, badly needed volume. This is a book that should be read by everyone who negotiates or who cares about ethics. Which is to say, all of us.\"\u003cbr\u003e –\u003cb\u003eDavid M. Messick\u003c\/b\u003e, Morris and Alice Kaplan Professor of Ethics and Decision in Management and co-director, Ford Center for Global Citizenship, Kellogg School of Management, Northwestern University\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eWhat's Fair\u003c\/i\u003e is a long-awaited treasure–a definitive book of readings on the full universe of questions about ethics in negotiation, introduced and tied together with helpful essays and explanations by the editors. This book is essential reading for everyone in law and business who is concerned about the ethics of negotiation.\"\u003cbr\u003e –\u003cb\u003eGerald R.Williams\u003c\/b\u003e, professor of law, Brigham Young University\u003c\/p\u003e \u003cp\u003e\"Carrie Menkel-Meadow and Michael Wheeler have written an important book on a topic long in need of analysis: the ethical responsibility of negotiators.\"\u003cbr\u003e –\u003cb\u003eLawrence S. Bacow\u003c\/b\u003e, president, Tufts University\u003c\/p\u003e \u003cp\u003e\"Carrie Menkel-Meadow and Michael Wheeler are at the forefront of scholarship and practice in negotiation. \u003ci\u003eWhat's Fair\u003c\/i\u003e is requisite for anyone desiring to be informed on negotiation–and intent on doing the right thing,\"\u003cbr\u003e –\u003cb\u003eJames F. Henry\u003c\/b\u003e, president emeritus, CPR Institute for Dispute Resolution\u003c\/p\u003e \u003cp\u003e\"Few professional endeavors are as ethically polarized as negotiation. This comprehensive volume offers theoretical and practical insights on how negotiators can do good at the same time as they do well for themselves and their clients.\"\u003cbr\u003e –\u003cb\u003ePaul Brest\u003c\/b\u003e, president, William and Flora Hewlett Foundation and former dean, Stanford Law School\u003c\/p\u003e","brand":"Jossey-Bass","offers":[{"title":"Default Title","offer_id":47990475096293,"sku":"NP9781118009253","price":83.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118009253.jpg?v=1761787975","url":"https:\/\/k12savings.com\/es\/products\/whats-fair-isbn-9781118009253","provider":"K12savings","version":"1.0","type":"link"}