Entitlement and Fairness in Negotiation
How do Perceptions of Entitlement and Fairness Affect a Negotiation?
Written by J. Mance Gordon
Updated at April 22nd, 2024
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How do Perceptions of Entitlement and Fairness Affect a Negotiation?
Individuals generally seek fairness in their relationships with others. In the context of negotiation, parties will seek fairness in the negotiation process (procedural fairness) as well as in the outcome of the negotiation (substantive fairness).
As such, an issue arises as to what is fair with regard to the process and allocation of resources or benefits from a negotiation.
What are common perceptions of fairness in a negotiation?
There are several commonly-accepted theories or approaches to the pursuit of fairness. These theories of fairness are particularly important in purely distributive negotiation, where the pie cannot be enlarged and the negotiation is inevitably a (win-lose).
Equality Rule
This approach seeks to afford all parties to the relationship an equal share of any resources or interests at stake or subject to division.
Equity Rule
The equity rule focuses on the contribution of all parties to the situation or relationship. It posits that a party should receive a share of resources or benefit with regard to their interest or objectives in accordance with the value that she contributes to the situation. How a contribution is valued may vary given the context of the situation, but always concerns the importance or criticality of the contribution to total benefits obtained.
Needs-based Rule
This is a charitable approach positing that a party to a situation should receive a share of the resources or benefits based upon her level of need. The party that needs the resources or benefits the most would be entitled to the greatest share. The question becomes, at what point is a party's need met so that other parties can receive a portion of the resources or benefits.
Related Topics
- What is perception in the context of negotiation?
- What is Cognitive Framing in the context of negotiation?
- Mental models of negotiation?
- What are Cognitive Biases in negotiations?
- What is risk and how does risk perception affect a negotiation?
- How do perceptions of entitlement and fairness affect negotiations?
- How does social comparison affect perceptions of fairness?
- What is the effect of mood and emotions in negotiation?
- What role does creativity play in negotiations?