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What's Fair Ethics for Negotiators

ISBN-10: 1118009258

ISBN-13: 9781118009253

Edition: 2004

Authors: Carrie Menkel-Meadow, Michael Wheeler

List price: $70.00
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Description:

"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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Book details

List price: $70.00
Copyright year: 2004
Publisher: John Wiley & Sons, Limited
Publication date: 9/23/2010
Binding: Paperback
Pages: 592
Size: 7.00" wide x 10.00" long x 1.25" tall
Weight: 2.398
Language: English

Preface
Acknowledgments
Introduction: What?s Fair in Negotiation? What Is Ethics in Negotiation?
Swimming with Saints/Praying with Sharks
Overview
Three Ethical Issues in Negotiation
Ethical and Moral Issues
Negotiation Analysis
A Code of Negotiation Practices for Lawyers
The Limits of Integrative Bargaining
Bargaining with the Devil Without Losing Your Soul: Ethics in Negotiation
Truth Telling in Negotiations
Truthfulness, Deceit, and Trust
Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation
Promoting Honesty in Negotiation: An Exercise in Practical Ethics
On the Ethics of Deception in Negotiation
Deception and Mutual Trust: A Reply to Strudler
The Lawyer?s Obligation to Be Trustworthy When Dealing with Opposing Parties
Curtailing Deception: The Impact of Direct Questions on Lies and Omissions
Bargaining Tactics
Negotiating Tactics for Legal Services Lawyers
Smart Negotiating: How to Make Good Deals in the Real World
Ethical and Unethical Bargaining Tactics: An Empirical Study
Is Business Bluffing Ethical?
Negotiating Relationships
The Ethics of Respect in Negotiation
Everyday Negotiation: Navigating the Hidden Agendas in Bargaining
Bargaining and the Ethics of Process
Negotiation and Agents
Professional Detachment: The Executioner of Paris
The Professionalism and Accountability of Lawyers
A Causerie on Lawyer's Ethics in Negotiation
SOCIAL Influences and Impacts
Lies for the Public Good
Does Studying Economics Inhibit Cooperation?
Half-Truths: Protecting Mistaken Inferences by Investors and Others
Mindfulness in the Law and Alternative Dispute Resolution
Protecting the Confidentiality of Settlement Negotiations
Settlements and the Erosion of the Public Realm
Public Access to Private Settlements
Expanding the Ethical Obligations of the Mediator: Mediator Accountability to Parties Not at the Table
Bibliography
The Contributors
Index