Accession Number:

AD0684797

Title:

MEDIATION AS AN AID TO FACE SAVING IN NEGOTIATION

Descriptive Note:

Technical rept.

Corporate Author:

STATE UNIV OF NEW YORK AT BUFFALO DEPT OF PSYCHOLOGY

Personal Author(s):

Report Date:

1969-01-10

Pagination or Media Count:

38.0

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.

Subject Categories:

  • Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE