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 (in which respect this chapter should be read in conjunction with Putnam on Communication).
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