The idea
A proposed standard gives parties a reasoned basis for comparison beyond pressure or preference. Useful standards can include comparable services, relevant costs, or agreed performance measures. The choice of comparison must itself be examined because different standards can favor different parties.
Worked example
Two fictional organizations share a venue and disagree about costs. Equal division is simple, but one uses twice as many hours. They compare equal shares, hours of use, and ability to pay. Each reflects a different fairness principle. Rather than presenting one as objective destiny, they explain what each measure rewards and agree which purpose the allocation should serve. The conversation shifts from accusations toward transparent reasons.
Use it carefully
A number is not neutral merely because it is measurable. Comparables may differ in quality, location, obligations, or risk. Selection can be biased toward favorable examples. Agree on relevant criteria before searching for convenient evidence, and disclose important differences. Standards can narrow disagreement without resolving every value conflict. This educational framework does not determine legal payment duties under an actual agreement.
FROM UNDERSTANDING TO ACTION
Put it to work.
Choose a fictional cost-sharing dispute. Compare two standards and explain which value each expresses.
RETRIEVE. REASON. REMEMBER.
Knowledge check.
Choose one answer for each question, then check your reasoning.
Sources & further reading.
Links support the core concepts or identify the book. Examples, exercises, and critical analysis are original Institute material. Source checks are not an independent expert review of every claim.
- Harvard Program on Negotiation: objective criteria and fairness norms ↗
Harvard Program on Negotiation: objective criteria and fairness norms; supports the core concept. Scenarios, calculations, and practice questions are original. Source reviewed 2026-10-19.