Menkel-Meadow / Wheeler What's Fair

Ethics for Negotiators
1. Auflage 2004
ISBN: 978-0-7879-7363-6
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 594 Seiten, E-Book

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 from some of the best-known practitionersand scholars in the field including Roger Fisher, Howard Raiffa,and Deborah Kolb. The editors and distinguished contributors offeran examination of why ethics matter individually and socially, andexplain the essential duties and values of negotiation beyondformal legal requirements. Throughout the book, these expertstackle difficult questions such as:
* What do we owe our counterparts (if anything) in the way ofcandor or disclosure?
* To what extent should we use financial or legal pressure toforce settlement?
* Should we worry about whether an agreement is fair to all theparties, or the effects our negotiated agreements might have onothers?

Autoren/Hrsg.

Menkel-Meadow, Carrie

Wheeler, Michael

Inhaltsverzeichnis

Preface vii
Acknowledgments xi
Introduction: What's Fair in Negotiation? What Is Ethicsin 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 inNegotiation 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 inNegotiation 91
James J. White
9 Promoting Honesty in Negotiation: An Exercise in PracticalEthics 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 Dealingwith Opposing Parties 168
Geoffrey C. Hazard, Jr.
13 Curtailing Deception: The Impact of Direct Questions on Liesand 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 World212
James C. Freund
16 Ethical and Unethical Bargaining Tactics: An Empirical Study221
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 inBargaining 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 andOthers 397
Donald C. Langevoort
27 Mindfulness in the Law and Alternative Dispute Resolution440
Scott R. Peppet
28 Protecting the Confidentiality of Settlement Negotiations454
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: MediatorAccountability to Parties Not at the Table 513
Lawrence Susskind
Bibliography 519
The Contributors 526
Index 529

Über Autor(innen)

Carrie Menkel-Meadow is professor of law at the GeorgetownLaw Center in Washington D.C., and associate editor of NegotiationJournal. She is the chair of Georgetown Center for Public ResourcesCommission on Ethics and Standards in ADR and director,Georgetown-Hewlett Program in Conflict Resolution and Legal ProblemSolving.
Michael Wheeler is Class of 1952 Management Professor atthe Harvard Business School, a member of the Steering Committee ofthe Program on Negotiation at Harvard Law School, and editor ofNegotiation Journal.