Perceptions of Fairness in Negotiation Chapter uri icon


  • In all of negotiation there is no bigger trap than "fairness." Welsh explains why: among multiple models of fairness, people tend to believe that the one that applies here is the one that happens to favor them. This often creates a bitter element in negotiation, as each party proceeds from the unexamined assumption that its standpoint is the truly fair one. Welsh argues that for a negotiation to end well, it is imperative for both parties to assess the fairness of their own proposals from multiple points of view, not just their instinctive one-and to consider the fairness of their procedures as well as of their substantive proposals.

author list (cited authors)

  • Welsh, N.

complete list of authors

  • Welsh, Nancy

editor list (cited editors)

  • Honeyman, C., & Kupfer Schneider, A.

Book Title

  • The Negotiator's Desk Reference

publication date

  • March 2017