The_Essential_Manager_s_Handbook

NEGOTIATING FAIRLY / 397

Creating a fairness frame

In addition, a negotiator’s level of

satisfaction and willingness to follow

through with an agreement are usually

determined by their perception of the

level of fairness of the procedure

(procedural fairness), and also the way

they feel they have been treated by the

other party (interactional fairness).

Fairness is a subjective issue. When

negotiating, if you first define what you

consider to be fair, you can then use

this “fairness frame” as a bargaining

strategy in your discussions with the

other party. Alternatively, if you state the

importance of fairness at the beginning

of the negotiation process, it may

encourage the other party to be fair.

SIMPLICITY

Ensure that all negotiating

parties can understand and

describe the pie-slicing

procedures you use to

guarantee smooth

implementation.

CONSENSUS

Confirm that all parties
in the negotiation are in
complete agreement
on the method of slicing
the pie.

JUSTIFIABILITY

Make sure that all parties

are able to explain why

you are slicing the pie this

way to someone else.

SATISFACTION

Make sure that all

parties are happy with

the results—they are

then more likely to

follow through with

the agreement.

Define what you consider

to be fair—you can then use

this “fairness frame” as

a bargaining strategy in

your discussions

US_396-397_Negotiating_fairly.indd 397 30/05/16 3:06 pm