How do you ensure a negotiation is fair? In Getting to Yes, Fisher and Ury recommend using objective criteria—standards that both parties agree are legitimate.

Examples of objective criteria:

• Market value
• Industry standards
• Legal precedents

By grounding the negotiation in facts, you avoid arbitrary decisions and build a stronger case for your position.

Reference: Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books.