ThursdaySep 22010


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"It's Not Fair" But does it Matter? What part does fairness play in negotiating?

When it comes to negotiating in long‐term relationships we think fairness, or indeed perceived fairness, plays a big part in the value of the ongoing deal. Why hould that be? Clearly if one side benefits substantially more than the other, but less, the deal still works for both sides.

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