In all of negotiation, there is no bigger trap than "fairness." This chapter from the Negotiator's Fieldbook explains why among multiple models of fairness, people tend to believe that the one that applies here is the one that happens to favor them. This often creates a bitter element in...

Learning about the other culture is very important starting point. Culture is a basic definition. First of all, in the context of cultural awareness, we have to understand what culture refers to. For this purpose, let's simply define culture as all the (often unspoken) standards and (mostly...