What's Fair

This book puts the concept of ethics in negotiations front and center. It is a must-read because ethics in negotiation are essential not only for getting to the contract – but how you will address the business decisions long after the parties come to a formal contract. For me, an ethical framework is a crucial foundation for any business and for contracting. In fact, they are so essential our research at the University of Tennessee advocates contracting parties create a Statement of Intent that formally embeds a commitment to six guiding principles that combined, help contracting parties make more ethical… show more.

This book is the most significant book ever written on the topic of ethics in negotiation. The book is a treasure trove of wisdom from some of the most well-respected practitioners and scholars on negotiation including Roger Fisher, Howard Raiffa, and Deborah Kolb. I like how the book examines ethics in negotiations by addressing difficult questions that people should consider when negotiating.  The approach puts you in the hot seat because it brings front and center the dilemma most negotiations face – how to balance the need for getting the best outcome with doing the right (and ethical) thing.  This… show more.