Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Courses
  • Tutoring
  • Home
  • Business Management & Operations
  • Business Communications & Negotiation

Entitlement and Fairness in Negotiation

How do Perceptions of Entitlement and Fairness Affect a Negotiation?

Written by Jason Gordon

Updated at April 15th, 2022

Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Marketing, Advertising, Sales & PR
    Principles of Marketing Sales Advertising Public Relations SEO, Social Media, Direct Marketing
  • Accounting, Taxation, and Reporting
    Managerial & Financial Accounting & Reporting Business Taxation
  • Professionalism & Career Development
  • Law, Transactions, & Risk Management
    Government, Legal System, Administrative Law, & Constitutional Law Legal Disputes - Civil & Criminal Law Agency Law HR, Employment, Labor, & Discrimination Business Entities, Corporate Governance & Ownership Business Transactions, Antitrust, & Securities Law Real Estate, Personal, & Intellectual Property Commercial Law: Contract, Payments, Security Interests, & Bankruptcy Consumer Protection Insurance & Risk Management Immigration Law Environmental Protection Law Inheritance, Estates, and Trusts
  • Business Management & Operations
    Operations, Project, & Supply Chain Management Strategy, Entrepreneurship, & Innovation Business Ethics & Social Responsibility Global Business, International Law & Relations Business Communications & Negotiation Management, Leadership, & Organizational Behavior
  • Economics, Finance, & Analytics
    Economic Analysis & Monetary Policy Research, Quantitative Analysis, & Decision Science Investments, Trading, and Financial Markets Banking, Lending, and Credit Industry Business Finance, Personal Finance, and Valuation Principles
  • Courses
+ More

Table of Contents

How do Perceptions of Entitlement and Fairness Affect a  Negotiation?What are common perceptions of fairness in a negotiation?Equality Rule Equity Rule Needs-based Rule 

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. 


Back to: Negotiations & Communications

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?
perception in negotiation

Was this article helpful?

Yes
No

Related Articles

  • Context of Communication - Explained
  • The Negotiators and the Situation Affect Negotiation Process - Explained
  • Digital Divide - Explained
  • How do Relationships Affect Negotiations?



©2011-2023. The Business Professor, LLC.
  • Privacy

  • Questions

Definition by Author

0
0
Expand