Mediation as an aid to face saving in negotiation

Bibliographic Data

ID6204972
AuthorsDean G Pruitt (Buffalo State University), Douglas Johnson (0000-0001-6584-1327), Douglas F Johnson
Year1970
Volume14
Issue3
Pages239-246
Publication date1970-03-01
Peer ReviewedYes
Open AccessNo
TypeARTICLE
VenueJournal of Personality and Social Psychology (JOURNAL)
Journal identifiersISSN: 0022-3514 • E-ISSN: 1939-1315
PublisherAmerican Psychological Association (APA) (PUBLISHER)
DOI10.1037/h0028883
OpenAlexW2059651956
LanguageEN
Citations received40
References cited3

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

Alternative dispute resolution · Epistemology · Face (sociological concept) · Face-to-face · Mediation · Negotiation · Party-directed mediation · Sociology · Behavioral and Psychological Studies · Cognitive and psychological constructs research · Conflict Management and Negotiation · Psychology · Social Psychology

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