Journal ArticleDOI
Mediation as an aid to face saving in negotiation
Dean G. Pruitt,Douglas F Johnson +1 more
TLDR
In this article, the mediator's suggestion of a point of settlement halfway between the positions of two negotiators was found to produce substantial concessions, and this effect was especially prominent under the condition of high time pressure and little movement from the other, which presumably produces conflict about whether or not to make concessions.Abstract:
: The suggestion by a mediator of a point of settlement half-way between the positions of two negotiators was found to produce substantial concessions. Concessions were also produced by high, as opposed to low, time pressures; and there were more concessions when the other negotiator had moved rapidly toward agreement than when he had moved slowly. Contrary to the main hypotheses, the effectiveness of mediation was not a function of the degree of time pressure or the rapidity with which the other negotiator had moved. Intervention by a mediator was found to relieve the sense of personal inadequacy that otherwise inheres in making concessions; and this effect was especially prominent under the condition of high time pressure and little movement from the other, which presumably produces conflict about whether or not to make concessions.read more
Citations
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Book ChapterDOI
12 – Impression Management in Bargaining: Images of Firmness and Trustworthiness1
Dean G. Pruitt,D. Leasel Smith +1 more
Journal ArticleDOI
Mediation Tactics: A Comparison of Field and Laboratory Research1
TL;DR: In this paper, an overview of the field and laboratory research on mediation is presented and the generalizability of laboratory research to field settings is discussed, concluding that laboratory experiments on mediation should not be considered inferior to field research, but rather should be considered complementary.
Journal ArticleDOI
The effects of the constituent's affirmation and the opposing negotiator's self-presentation in bargaining between unequal status groups
TL;DR: In this article, 60 college students were induced to be representatives of a high-status (manager) group in order to study how the interaction patterns between unequal-status groups affect their resolution of conflict.
Book ChapterDOI
Fundamental Motives and Business Decisions
TL;DR: In this paper, the fundamental motives framework has been used to understand how behavior in business contexts connects to other aspects of human and animal behavior, such as personal safety, romance, status-seeking, affiliation, or motivation to attain some other evolutionary important goal.
Journal ArticleDOI
Position Loss and Image Loss in Bargaining
Jean M. Hiltrop,Jeffrey Z. Rubin +1 more
TL;DR: In this paper, two questionnaire studies were conducted to evaluate the precise relationship between position loss and image loss, and they were found to discriminate better among various bargainer appearances in Experiment I than in Experiment II.
References
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Journal ArticleDOI
The Intermediaries: Third Parties in International Crises
Geoffrey Murray,Oran R. Young +1 more
Journal ArticleDOI
Opening offer and frequency of concession as bargaining strategies.
Journal ArticleDOI
The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation.
TL;DR: In this article, Siegel and Fouraker used a laboratory paradigm of negotiation similar to the one employed by Srinivasan and Kannan, and found that increased time pressure resulted in less ambitious goals, lower levels of demand and less bluffing.
Book
Strategy And Collective Bargaining Negotiation
TL;DR: In this paper, the tactics and strategy of conflict and cooperation as they related to collective bargaining negotiation are investigated. But they do not consider the role of conflict in the negotiation process.