What's Fair: Ethics for Negotiators

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