Page 272 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills Amit Kumar Sharma, Lovely Professional University

Notes Unit 13: Fairness and Trust in Negotiation

CONTENTS
Objectives
Introduction

13.1 Procedural Fairness: Misconduct
13.2 Substantive Law and Procedural Law
13.3 Procedural and Substantive Fairness at Disciplinary Hearings

13.4 Incapacity – Poor Work Performance – Additional Notes on Procedural Fairness
13.5 Substantive Fairness – Incapacity – Ill Health
13.6 Incapacity – Ill Health – Additional Notes on Procedural Fairness
13.7 Appropriate or Inappropriate Negotiating Tactics
13.8 Types of Negotiation

13.9 Dispute Resolution Negotiations
13.10 Trust-bases and Relationship in Negotiating Trust
13.11 Traps to Avoid

13.12 Establishing Trust
13.13 Trust and Distrust
13.14 Trust Negotiation
13.15 Trust versus Distrust
13.16 Summary

13.17 Keywords
13.18 Review Questions
13.19 Further Readings

Objectives

After studying this unit, you will be able to:
 Define and explain fairness and trust in negotiation
 Discuss about procedural Fairness
 State the substantive and procedural fairness in negotiation

 Discuss bases and relationship in negotiating trust

Introduction

Negotiations are integral to marketing transactions, whether they concern price, or product or
channel attributes. Since business transactions increasingly transcend national and cultural
boundaries, marketers need to recognize the implications of cultural differences on the decision

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