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The Surprising Effectiveness of Hostile Mediators

Author

Listed:
  • Ting Zhang

    (Columbia Business School, Columbia University, New York, New York 10027)

  • Francesca Gino

    (Harvard Business School, Harvard University, Boston, Massachusetts 02163)

  • Michael I. Norton

    (Harvard Business School, Harvard University, Boston, Massachusetts 02163)

Abstract

Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements between adversaries (Experiment 1). Consequently, negotiators interacting with hostile mediators are better able to reach agreements in incentive-compatible negotiations than those interacting with nice mediators (Experiment 2). By serving as common enemies, hostile mediators cause adversaries in conflict to feel more connected and become more willing to reach agreement (Experiments 3 and 4). Finally, we manipulate the target of mediators’ hostility to document the moderating role of common enemies: mediators who directed their hostility toward both negotiators (bilateral hostility)—becoming a common enemy—increased willingness to reach agreement; those who directed hostility at just one negotiator (unilateral hostility) did not serve as common enemies, eliminating the hostile mediator effect (Experiment 5). We discuss theoretical and practical implications, and we suggest future directions.

Suggested Citation

  • Ting Zhang & Francesca Gino & Michael I. Norton, 2017. "The Surprising Effectiveness of Hostile Mediators," Management Science, INFORMS, vol. 63(6), pages 1972-1992, June.
    • Handle: RePEc:inm:ormnsc:v:63:y:2017:i:6:p:1972-1992
    DOI: 10.1287/mnsc.2016.2431
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    References listed on IDEAS

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    Cited by:

    1. Dickinson, David L. & McEvoy, David M. & Bruner, David M., 2022. "The impact of sleep restriction on interpersonal conflict resolution and the narcotic effect," Journal of Economic Behavior & Organization, Elsevier, vol. 194(C), pages 71-90.

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