The Effects of Perceived Ability and Impartiality of Mediators and Time Pressure on Negotiation

Abstract

This study provided empirical clarification of the effects of factors presumed in the negotiation literature, but not clearly demonstrated, to be central to the negotiation process. One hundred and forty subjects participated in a simulated labor-management negotiation to determine the effects of perceived ability and impartiality of a mediator and time pressure on negotiation. Results showed that negotiators utilizing a mediator perceived to be high in ability gained more money, were influenced to a greater extent, and perceived the mediator as more powerful and favorable than negotiators with a mediator perceived to be low in ability. Also, negotiators bargaining with a high perceived-ability mediator ended with more money, were more influenced, and indicated more satisfaction than controls. Finally, time pressure produced more contract settlements in the high time-pressure situation than in the low time-pressure situation.