Values and interests

impacts of affirming the other and mediation on settlements

Fieke Harinck, Daniel Druckman*

*Corresponding author for this work

Research output: Contribution to journalArticle

1 Citation (Scopus)

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.

Original languageEnglish
Pages (from-to)453-474
Number of pages22
JournalGroup Decision and Negotiation
Volume28
Issue number3
DOIs
Publication statusPublished - Jun 2019

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Keywords

  • Directive mediation
  • Facilitative mediation
  • Other-affirmation
  • Regulatory fit
  • Resource conflict
  • Uncertainty reduction
  • Value conflict

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