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

Author

Listed:
  • Fieke Harinck

    (Leiden University)

  • Daniel Druckman

    (George Mason University
    Macquarie University
    University of Queensland)

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.

Suggested Citation

  • Fieke Harinck & Daniel Druckman, 2019. "Values and Interests: Impacts of Affirming the Other and Mediation on Settlements," Group Decision and Negotiation, Springer, vol. 28(3), pages 453-474, June.
    • Handle: RePEc:spr:grdene:v:28:y:2019:i:3:d:10.1007_s10726-019-09620-x
    DOI: 10.1007/s10726-019-09620-x
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    References listed on IDEAS

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    1. Jacob Bercovitch & Scott Sigmund Gartner, 2006. "Is There Method in the Madness of Mediation? Some Lessons for Mediators from Quantitative Studies of Mediation," International Interactions, Taylor & Francis Journals, vol. 32(4), pages 329-354, December.
    2. Daniel Druckman & James N. Druckman & Tatsushi Arai, 2004. "e-Mediation: Evaluating the Impacts of an Electronic Mediator on Negotiating Behavior," Group Decision and Negotiation, Springer, vol. 13(6), pages 481-511, November.
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    Cited by:

    1. Daniel Druckman & Fieke Harinck, 2022. "Trust Matters in Negotiation," Group Decision and Negotiation, Springer, vol. 31(6), pages 1179-1202, December.

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