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What's fair : ethics for negotiators

Author: Carrie J Menkel-Meadow; Michael Wheeler
Publisher: San Francisco, CA : Jossey-Bass, 2011.
Edition/Format:   Print book : EnglishView all editions and formats

What's Fair is a landmark collection that focusesexclusively on the crucial topic of ethics in negotiation. Editedby Carrie J. Menkel-Meadow and Michael Wheeler, What's Faircontains contributions  Read more...


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Document Type: Book
All Authors / Contributors: Carrie J Menkel-Meadow; Michael Wheeler
ISBN: 0787969168 9780787969165 9781118009253 1118009258
OCLC Number: 802017074
Notes: Na okł. i s. tyt.: A publication of the Program on Negotiation at Harvard Law School.
Description: XLIX, [1], 542 s. ; 26 cm
Contents: <p>Preface vii <p>Acknowledgments xi <p>Introduction: What s Fair in Negotiation? What Is Ethicsin Negotiation? xiii Carrie Menkel-Meadow <p>Swimming with Saints/Praying with Sharks xlv Michael Wheeler <p>PART ONE: OVERVIEW <p>1 Three Ethical Issues in Negotiation 5 David A. Lax, James K. Sebenius <p>2 Ethical and Moral Issues 15 Howard Raiffa <p>3 Negotiation Analysis 19 Howard Raiffa <p>4 A Code of Negotiation Practices for Lawyers 23 Roger Fisher <p>5 The Limits of Integrative Bargaining 30 Gerald B. Wetlaufer <p>6 Bargaining with the Devil Without Losing Your Soul: Ethics inNegotiation 57 G. Richard Shell <p>PART TWO: TRUTH TELLING IN NEGOTIATIONS <p>7 Truthfulness, Deceit, and Trust 79 Sissela Bok <p>8 Machiavelli and the Bar: Ethical Limitations on Lying inNegotiation 91 James J. White <p>9 Promoting Honesty in Negotiation: An Exercise in PracticalEthics 108 Peter C. Cramton, J. Gregory Dees <p>10 On the Ethics of Deception in Negotiation 138 Alan Strudler <p>11 Deception and Mutual Trust: A Reply to Strudler 157 J. Gregory Dees, Peter C. Cramton <p>12 The Lawyer s Obligation to Be Trustworthy When Dealingwith Opposing Parties 168 Geoffrey C. Hazard, Jr. <p>13 Curtailing Deception: The Impact of Direct Questions on Liesand Omissions 175 Maurice E. Schweitzer, Rachel Croson <p>PART THREE: BARGAINING TACTICS <p>14 Negotiating Tactics for Legal Services Lawyers 205 Michael Meltsner, Philip Schrag <p>15 Smart Negotiating: How to Make Good Deals in the Real World212 James C. Freund <p>16 Ethical and Unethical Bargaining Tactics: An Empirical Study221 Roy J. Lewicki, Robert J. Robinson <p>17 Is Business Bluffing Ethical? 246 Albert Z. Carr <p>PART FOUR: NEGOTIATING RELATIONSHIPS <p>18 The Ethics of Respect in Negotiation 257 Jonathan R. Cohen <p>19 Everyday Negotiation: Navigating the Hidden Agendas inBargaining 264 Deborah M. Kolb, Judith Williams <p>20 Bargaining and the Ethics of Process 270 Eleanor Holmes Norton <p>PART FIVE: NEGOTIATION AND AGENTS <p>21 Professional Detachment: The Executioner of Paris 305 Arthur Isak Applbaum <p>22 The Professionalism and Accountability of Lawyers 329 Murray L. Schwartz <p>23 A Causerie on Lawyer s Ethics in Negotiation 350 Alvin B. Rubin <p>PART SIX: SOCIAL INFLUENCES AND IMPACTS <p>24 Lies for the Public Good 371 Sissela Bok <p>25 Does Studying Economics Inhibit Cooperation? 383 Robert H. Frank, Thomas Gilovich, Dennis T. Regan <p>26 Half-Truths: Protecting Mistaken Inferences by Investors andOthers 397 Donald C. Langevoort <p>27 Mindfulness in the Law and Alternative Dispute Resolution440 Scott R. Peppet <p>28 Protecting the Confidentiality of Settlement Negotiations454 Wayne D. Brazil <p>29 Settlements and the Erosion of the Public Realm 486 David Luban <p>30 Public Access to Private Settlements 507 Carrie Menkel-Meadow <p>31 Expanding the Ethical Obligations of the Mediator: MediatorAccountability to Parties Not at the Table 513 Lawrence Susskind <p>Bibliography 519 <p>The Contributors 526 <p>Index 529
Responsibility: ed. by Carrie Menkel-Meadow, Michael Wheeler.


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