Values and Interests: Impacts of Affirming the Other and Mediation on Settlements

Fieke Harinck and Daniel Druckman ()
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Fieke Harinck: Leiden University
Daniel Druckman: George Mason University

Group Decision and Negotiation, 2019, vol. 28, issue 3, No 1, 453-474

Abstract: Abstract Other-affirmation (thinking positively about the other party) seems to be a promising intervention for settling conflicts in which value differences are salient. Hypotheses from research on regulatory fit theory are evaluated in this study. A 2 × 2 design combines pre-negotiation other-affirmation (as explicit or implicit) and mediator approach (as directive or facilitative). In support of the fit hypothesis, we showed that the implicit-directive combination produced the best joint outcomes. Directional findings showed that the fit between explicit affirmation and facilitative mediation also produced favorable outcomes. Uncertainty reduction was posited as a plausible explanation for these findings. Implications are suggested for interventions intended to resolve conflicts over resources derived from values.

Keywords: Directive mediation; Facilitative mediation; Other-affirmation; Regulatory fit; Resource conflict; Uncertainty reduction; Value conflict (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (1)

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DOI: 10.1007/s10726-019-09620-x

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