Mind and Heart of the Negotiator, Second Edition, The

The Power of Fairness

Fairness is such an important aspect of pie slicing in negotiations that we need to expand upon it. Fairness and concerns about pie slicing pervade aspects of social life from corporate policy to intimate social relations (Deutsch 1985). Next is an “everything you have always wanted to know about fairness” course for the negotiator who is concerned with pie slicing. We develop our course around 11 principles of fairness of which every negotiator should be aware.

Principle 1: There Are Multiple Methods of Fair Division

Fairness comes in many forms and types. Most often, negotiators use one of three fairness principles when it comes to slicing the pie: equality, equity, and need (Deutsch 1985):

1. Equality rule, or blind justice, ...