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?
Table des matières
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
A propos de l’auteur
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.
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