MEDIATOR INSIGHT: DISPUTANTS' PERCEPTIONS OF THIRD PARTIES' KNOWLEDGE AND ITS EFFECT ON MEDIATED NEGOTIATION

Abstract

This study examined the influence of mediator insight on disputants' perceptions and behaviors in negotiation. Participants played the role of student employee representatives and bargained with student management representatives over a number of issues. During the course of the negotiation, a mediator made recommendations as to how the conflict should be resolved. The experiment varied (1) the amount of information disputants believed mediators possessed about their interests and needs and (2) mediator recommendations (e.g., integrative, compromise, non/ integrative). The results indicated that perceived insight (i.e., the level of information about the conflict) had strong effects on disputants' perceptions of mediator credibility. Perceptions of mediator credibility, in turn, were found to influence disputants' general perceptions of the mediator (e.g., acceptability, confidence, satisfaction) and perceptions of the mediator's recommendations.

Citation

Arnold, J.A. (2000), "MEDIATOR INSIGHT: DISPUTANTS' PERCEPTIONS OF THIRD PARTIES' KNOWLEDGE AND ITS EFFECT ON MEDIATED NEGOTIATION", International Journal of Conflict Management, Vol. 11 No. 4, pp. 318-336. https://doi.org/10.1108/eb022844