Justice and Negotiation

Posted: 6 Jan 2016

See all articles by Daniel Druckman

Daniel Druckman

George Mason University - Department of Public & International Affairs

Lynn Wagner

International Institute for Sustainable Development

Date Written: January 2016

Abstract

This review article examines the literature regarding the role played by principles of justice in negotiation. Laboratory experiments and high-stakes negotiations reveal that justice is a complex concept, both in relation to attaining just outcomes and to establishing just processes. We focus on how justice preferences guide the process and outcome of negotiated exchanges. Focusing primarily on the two types of principles that have received the most attention, distributive justice (outcomes of negotiation) and procedural justice (process of negotiation), we introduce the topic by reviewing the most relevant experimental and field or archival research on the roles played by these justice principles in negotiation. A discussion of the methods used in these studies precedes a review organized in terms of a framework that highlights the concept of negotiating stages. We also develop hypotheses based on the existing literature to point the way forward for further research on this topic.

Suggested Citation

Druckman, Daniel and Wagner, Lynn, Justice and Negotiation (January 2016). Annual Review of Psychology, Vol. 67, pp. 387-413, 2016, Available at SSRN: https://ssrn.com/abstract=2711691 or http://dx.doi.org/10.1146/annurev-psych-122414-033308

Daniel Druckman (Contact Author)

George Mason University - Department of Public & International Affairs ( email )

4400 University Drive
Fairfax, VA 22030
United States
703-993-1400 (Phone)

Lynn Wagner

International Institute for Sustainable Development ( email )

161 Portage Avenue East, 6th Floor
Winnipeg
Manitoba, R3B 0Y4, Manitoba
United States

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