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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:…mehr
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?
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Autorenporträt
Carrie Menkel-Meadow 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. Michael Wheeler 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 Negotiation Journal.
Inhaltsangabe
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 Your Soul: Ethics in Negotiation 57 G. Richard Shell PART TWO: TRUTH TELLING IN NEGOTIATIONS 7 Truthfulness, Deceit, and Trust 79 Sissela Bok 8 Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation 91 James J. White 9 Promoting Honesty in Negotiation: An Exercise in Practical Ethics 108 Peter C. Cramton, J. Gregory Dees 10 On the Ethics of Deception in Negotiation 138 Alan Strudler 11 Deception and Mutual Trust: A Reply to Strudler 157 J. Gregory Dees, Peter C. Cramton 12 The Lawyer's Obligation to Be Trustworthy When Dealing with Opposing Parties 168 Geoffrey C. Hazard, Jr. 13 Curtailing Deception: The Impact of Direct Questions on Lies and Omissions 175 Maurice E. Schweitzer, Rachel Croson PART THREE: BARGAINING TACTICS 14 Negotiating Tactics for Legal Services Lawyers 205 Michael Meltsner, Philip Schrag 15 Smart Negotiating: How to Make Good Deals in the Real World 212 James C. Freund 16 Ethical and Unethical Bargaining Tactics: An Empirical Study 221 Roy J. Lewicki, Robert J. Robinson 17 Is Business Bluffing Ethical? 246 Albert Z. Carr PART FOUR: NEGOTIATING RELATIONSHIPS 18 The Ethics of Respect in Negotiation 257 Jonathan R. Cohen 19 Everyday Negotiation: Navigating the Hidden Agendas in Bargaining 264 Deborah M. Kolb, Judith Williams 20 Bargaining and the Ethics of Process 270 Eleanor Holmes Norton PART FIVE: NEGOTIATION AND AGENTS 21 Professional Detachment: The Executioner of Paris 305 Arthur Isak Applbaum 22 The Professionalism and Accountability of Lawyers 329 Murray L. Schwartz 23 A Causerie on Lawyer's Ethics in Negotiation 350 Alvin B. Rubin PART SIX: SOCIAL INFLUENCES AND IMPACTS 24 Lies for the Public Good 371 Sissela Bok 25 Does Studying Economics Inhibit Cooperation? 383 Robert H. Frank, Thomas Gilovich, Dennis T. Regan 26 Half-Truths: Protecting Mistaken Inferences by Investors and Others 397 Donald C. Langevoort 27 Mindfulness in the Law and Alternative Dispute Resolution 440 Scott R. Peppet 28 Protecting the Confidentiality of Settlement Negotiations 454 Wayne D. Brazil 29 Settlements and the Erosion of the Public Realm 486 David Luban 30 Public Access to Private Settlements 507 Carrie Menkel-Meadow 31 Expanding the Ethical Obligations of the Mediator: Mediator Accountability to Parties Not at the Table 513 Lawrence Susskind Bibliography 519 The Contributors 526 Index 529
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 Your Soul: Ethics in Negotiation 57 G. Richard Shell PART TWO: TRUTH TELLING IN NEGOTIATIONS 7 Truthfulness, Deceit, and Trust 79 Sissela Bok 8 Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation 91 James J. White 9 Promoting Honesty in Negotiation: An Exercise in Practical Ethics 108 Peter C. Cramton, J. Gregory Dees 10 On the Ethics of Deception in Negotiation 138 Alan Strudler 11 Deception and Mutual Trust: A Reply to Strudler 157 J. Gregory Dees, Peter C. Cramton 12 The Lawyer's Obligation to Be Trustworthy When Dealing with Opposing Parties 168 Geoffrey C. Hazard, Jr. 13 Curtailing Deception: The Impact of Direct Questions on Lies and Omissions 175 Maurice E. Schweitzer, Rachel Croson PART THREE: BARGAINING TACTICS 14 Negotiating Tactics for Legal Services Lawyers 205 Michael Meltsner, Philip Schrag 15 Smart Negotiating: How to Make Good Deals in the Real World 212 James C. Freund 16 Ethical and Unethical Bargaining Tactics: An Empirical Study 221 Roy J. Lewicki, Robert J. Robinson 17 Is Business Bluffing Ethical? 246 Albert Z. Carr PART FOUR: NEGOTIATING RELATIONSHIPS 18 The Ethics of Respect in Negotiation 257 Jonathan R. Cohen 19 Everyday Negotiation: Navigating the Hidden Agendas in Bargaining 264 Deborah M. Kolb, Judith Williams 20 Bargaining and the Ethics of Process 270 Eleanor Holmes Norton PART FIVE: NEGOTIATION AND AGENTS 21 Professional Detachment: The Executioner of Paris 305 Arthur Isak Applbaum 22 The Professionalism and Accountability of Lawyers 329 Murray L. Schwartz 23 A Causerie on Lawyer's Ethics in Negotiation 350 Alvin B. Rubin PART SIX: SOCIAL INFLUENCES AND IMPACTS 24 Lies for the Public Good 371 Sissela Bok 25 Does Studying Economics Inhibit Cooperation? 383 Robert H. Frank, Thomas Gilovich, Dennis T. Regan 26 Half-Truths: Protecting Mistaken Inferences by Investors and Others 397 Donald C. Langevoort 27 Mindfulness in the Law and Alternative Dispute Resolution 440 Scott R. Peppet 28 Protecting the Confidentiality of Settlement Negotiations 454 Wayne D. Brazil 29 Settlements and the Erosion of the Public Realm 486 David Luban 30 Public Access to Private Settlements 507 Carrie Menkel-Meadow 31 Expanding the Ethical Obligations of the Mediator: Mediator Accountability to Parties Not at the Table 513 Lawrence Susskind Bibliography 519 The Contributors 526 Index 529
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