TY - JOUR
T1 - How the quality of third parties' settlement solutions is affected by the relationship between negotiators
AU - Thompson, Leigh
AU - Kim, Peter H.
PY - 2000
Y1 - 2000
N2 - Observers watched videotapes of people negotiating. In half of the videotapes, the negotiators had a negative relationship; in the other half, the negotiators had a positive relationship. Some observers believed that the relationship was a genuine reflection of how the parties felt about one another; others were told that the behavior of negotiators was strategic (i.e., used by parties to gain advantage). Following the tape, observers recommended a settlement. Observers' suggestions were most efficient when the negotiators' relationship was positive and genuine; observers proposed significantly worse solutions when negotiators' relationships were negative and genuine. The authors advise mediators to focus on the issues rather than the emotional tone and to avoid the correspondence bias when observing conflicts among parties with negative relationships.
AB - Observers watched videotapes of people negotiating. In half of the videotapes, the negotiators had a negative relationship; in the other half, the negotiators had a positive relationship. Some observers believed that the relationship was a genuine reflection of how the parties felt about one another; others were told that the behavior of negotiators was strategic (i.e., used by parties to gain advantage). Following the tape, observers recommended a settlement. Observers' suggestions were most efficient when the negotiators' relationship was positive and genuine; observers proposed significantly worse solutions when negotiators' relationships were negative and genuine. The authors advise mediators to focus on the issues rather than the emotional tone and to avoid the correspondence bias when observing conflicts among parties with negative relationships.
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U2 - 10.1037/1076-898X.6.1.3
DO - 10.1037/1076-898X.6.1.3
M3 - Article
C2 - 10937308
AN - SCOPUS:0034149822
SN - 1076-898X
VL - 6
SP - 3
EP - 14
JO - Journal of Experimental Psychology: Applied
JF - Journal of Experimental Psychology: Applied
IS - 1
ER -