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INFLUENCE OF MOVEMENT TOWARD AGREEMENT AND THIRD PARTY INTERVENTION ON NEGOTIATOR FAIRNESS JUDGMENTS

INFLUENCE OF MOVEMENT TOWARD AGREEMENT AND THIRD PARTY INTERVENTION ON NEGOTIATOR FAIRNESS JUDGMENTS In a simulated organizational conflict, concession behavior by a negotiator's opponent was manipulated to examine how subsequent third party intervention would influence negotiator perceptions of process control, decision control, distributive justice, and the third party. Negotiators whose opponents made large concessions reciprocated by also making large concessions, suggesting a high level of movement toward agreement by the disputants subjects whose opponents made few concessions reciprocated in kind, resulting in little movement toward agreement. Third parties, however, imposed outcomes on all negotiators prior to negotiated agreements. Perceptions of decision control, distributive justice, and the necessity of third party intervention were influenced by whether disputants were close to reaching an agreement on their own or not. Outcome imposed by the third party influenced almost all measures. The study suggests that behavior by the disputants in the form of movement toward agreement, and not just behavior by the third party, can influence ratings of both procedures and outcomes. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Conflict Management Emerald Publishing

INFLUENCE OF MOVEMENT TOWARD AGREEMENT AND THIRD PARTY INTERVENTION ON NEGOTIATOR FAIRNESS JUDGMENTS

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References (28)

Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
1044-4068
DOI
10.1108/eb022712
Publisher site
See Article on Publisher Site

Abstract

In a simulated organizational conflict, concession behavior by a negotiator's opponent was manipulated to examine how subsequent third party intervention would influence negotiator perceptions of process control, decision control, distributive justice, and the third party. Negotiators whose opponents made large concessions reciprocated by also making large concessions, suggesting a high level of movement toward agreement by the disputants subjects whose opponents made few concessions reciprocated in kind, resulting in little movement toward agreement. Third parties, however, imposed outcomes on all negotiators prior to negotiated agreements. Perceptions of decision control, distributive justice, and the necessity of third party intervention were influenced by whether disputants were close to reaching an agreement on their own or not. Outcome imposed by the third party influenced almost all measures. The study suggests that behavior by the disputants in the form of movement toward agreement, and not just behavior by the third party, can influence ratings of both procedures and outcomes.

Journal

International Journal of Conflict Management – Emerald Publishing

Published: Mar 1, 1992

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