{"product_id":"whats-fair-ethics-for-negotiators-9781118009253","title":"Whats Fair Ethics for Negotiators","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eWhat'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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\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","brand":"Wiley","offers":[{"title":"Default Title","offer_id":53515635491159,"sku":"9781118009253","price":58.5,"currency_code":"GBP","in_stock":true}],"url":"https:\/\/bookcurl.com\/products\/whats-fair-ethics-for-negotiators-9781118009253","provider":"Book Curl","version":"1.0","type":"link"}