Author Question: What are some factors that dictate which rules of fairness are employed in a specific negotiation ... (Read 78 times)

erika · **on:** Jul 7, 2018

What are some factors that dictate which rules of fairness are employed in a specific negotiation situation?

What will be an ideal response?

Question 2

It can be more efficient and less costly to take the time to ask questions that better help to understand a customer's interests.

Indicate whether the statement is true or false

morrie123456 · **Reply #1 on:** Jul 7, 2018

Answer to Question 1

One factor is the goals involved in a negotiation situation (e.g., equality-based rules to maintain group solidarity,
equity-based to enhance productivity). Similarly, a negotiator's relationship to the other party influences the choice
of fairness rules (equality rule for negotiators who share similar attitudes and beliefs, or are likely to engage in
future interaction, or if public decisions and allocation are made). Fairness rules also depend on whether people are
dealing with rewards versus costs (equality is used to allocate benefits, but equity is used to allocate burdens). The
selection of fairness rules is also influenced by extenuating circumstances (e.g., in complex situations, people are
more likely to use the equality rule).

Answer to Question 2

True