What do we mean when we talk about a fair negotiation? And is there such a thing as an objectively fair outcome?<\/p>\n\n\n\n
People are powerfully guided by their expectations of a fair negotiation. This can mean three different things\u2014two of them are underhanded tricks, and one sets the stage for open negotiation.<\/p>\n\n\n\n
Read about fair negotiation and what it means.<\/p>\n\n\n\n\n\n\n\n
People\u2019s quest for fairness and their desire to reject unfairness<\/em> can lead them to irrational choices<\/strong>. Knowing this can be a powerful advantage for you in negotiating.<\/p>\n\n\n\n What do we really mean when we talk about a fair negotiation? In negotiations, there are actually three uses of the term:<\/p>\n\n\n\n The Proposer\/Accepter Exercise is an excellent illustration of the perception of fairness in a negotiation. You start by splitting the class into two groups, each consisting of a \u201cProposer\u201d and an \u201cAccepter.\u201d At the start of the exercise, the Proposer is given $10 and the Accepter is given $0. They are tasked with working out an arrangement to divide the money between them in round dollar increments. They both get nothing if they cannot agree on an allocation of the money. <\/p>\n\n\n\n What\u2019s instructive is how wildly divergent everyone\u2019s notion of what a \u201cfair\u201d split is. No particular split gets chosen more than any other.<\/p>\n\n\n\n With an exception\u2014there are very few $9\/$1 Proposer\/Accepter splits, even though this is the most \u201crational\u201d division. After all, it\u2019s the split most favorable to the Proposer and it\u2019s still $1 more than the Accepter has before the game starts: it actually would <\/em>be a classic \u201cwin-win.\u201d That no one chooses this is an elegant demonstration of how negotiation is driven more by people\u2019s subjective and emotional notions of fairness than of any sort of rational best-interest<\/strong> calculation<\/strong>.<\/p>\n","protected":false},"excerpt":{"rendered":" What do we mean when we talk about a fair negotiation? And is there such a thing as an objectively fair outcome? People are powerfully guided by their expectations of a fair negotiation. This can mean three different things\u2014two of them are underhanded tricks, and one sets the stage for open negotiation. Read about fair negotiation and what it means.<\/p>\n","protected":false},"author":7,"featured_media":23336,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[34,20],"tags":[185],"class_list":["post-23174","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-communication","category-ethics","tag-never-split-the-difference","","tg-column-two"],"yoast_head":"\nFairness in Action: The Proposer\/Accepter Game<\/strong><\/h3>\n\n\n\n