The effects of mediator rewards and suggestions upon negotiations

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Abstract

Investigated the effects that 2 mediation techniques–rewarding negotiator concessions and suggesting concessions–have upon a negotiator's bargaining and outcomes. 170 male undergraduates served as the negotiator and opposing negotiator while a confederate acted as the mediator in 4 separate wage negotiations. Results show that (a) mediator rewards result in larger negotiator total concessions, more negotiator-opponent agreements, and higher joint outcomes than do no rewards; (b) mediator suggestions produce larger initial concessions than do no suggestions; and (c) mediator rewards and suggestions interact, in that each technique is more potent in the absence of the other. (12 ref) (PsycINFO Database Record (c) 2006 APA, all rights reserved)

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