Prominence as a Determinant of Bargaining Outcomes
Bibliographic Data
| ID | 6283680 |
|---|---|
| Authors | Melvin A Eisenberg (0000-0001-7710-2724, University of California, Berkeley), Michael E Patch (Department of Psychology California State University, Hayward) |
| Year | 1976 |
| Volume | 20 |
| Issue | 3 |
| Pages | 523-538 |
| Publication date | 1976-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/002200277602000307 |
| OpenAlex | W1975668573 |
| Language | EN |
| Citations received | 3 |
| References cited | 15 |
An experiment designed to test Schelling's notion of prominence in conflict resolution varied the fairness of a mediator's suggestion and the opportunity to communicate. The conflict, drawn from one of Schelling's original examples, involved a hypothetical lost sum of money in which a mediator is called in to help settle the dispute between the loser and finder. It was predicted that the prominence effect would be strongest where the mediator's suggestion fell within accepted standards of fairness and where communication was prevented. Both predictions were generally confirmed as to frequency of specific outcomes, but mean outcomes did not seem to be affected by prominence. In addition, the use and functions of various kinds of norms in bargaining were discussed
Conflict resolution · Dispute resolution · Economics · Mediator · Political science · Test (biology · Experimental Behavioral Economics Studies · Game Theory and Applications · Game Theory and Voting Systems · Law · Psychology · Social Psychology
The Social Psychology of Groups
Fights, Games, and Debates
Style of third party intervention, face-saving and bargaining behavior
Bargaining behavior. I. "Prominence" as a predictor of the outcome of games of agreement
Conceptual and methodological considerations in the study of trust and suspicion
Third Party Intervention and the Bargaining Behavior of Group Representatives
The influence of the situation in interparty conflict
Negotiation in leader and delegate groups
Effects of representational roles and mediators on negotiation effectiveness
Mediation as an aid to face saving in negotiation
Strategy and Collective Bargaining Negotiation
| Unique citing works | 3 |
|---|---|
| Citations per year | 0,07 |
| Citation span | 1981 - 2017 (37) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 3 |