In negotiations, people often use the word "fair" to express their desire for a balanced or equitable outcome. They may say they want something fair, suggesting that what they seek is just and reasonable. Similarly, when discussing prices, individuals might ask about the "fair market price," implying an expectation of a value that aligns with common standards of fairness.
The deeper meaning behind this quote lies in the subjective nature of the term "fair." While it sounds like a straightforward concept, fairness can vary greatly from person to person and situation to situation. What one negotiator considers fair might be perceived as unfair by another. This variability means that invoking fairness can sometimes serve as a rhetorical device rather than an objective standard. It allows individuals to frame their demands or positions in a positive light, appealing to a sense of justice or moral correctness without necessarily providing concrete criteria for what constitutes fairness.
Christopher Voss is the author of this insightful quote and brings extensive experience in negotiation strategies to his work. As a former FBI hostage negotiator and the founder of The Black Swan Group, he specializes in teaching people how to use principles from psychological science to achieve better outcomes in their negotiations. His expertise spans across various fields including business, leadership, and personal development.
