The effects of online mediator's strategies under trust and distrust conditions

William H. Ross, Jeng-Chung Chen

Research output: Contribution to journalArticle

1 Citation (Scopus)

Abstract

This paper describes a laboratory experiment that investigated whether or not three online mediation strategies - rapport building, pressing, and inaction - were effective in promoting agreement when the opponent was trustful vs. distrustful. Students served as negotiators. A 2 × 4 factorial design varied the level of trust (high vs. low) that a pre-programmed opponent communicated while offering moderately competitive bargaining proposals. Pre-programmed mediator strategy was also varied (pressing, inaction, reflexive rapport-building, and a control condition of no messages). Dependent variables included • the value of the subject's offers • the evaluations of the mediation procedure and mediator behaviour (according to procedural justice concepts), using a post-mediation questionnaire. While neither trust nor mediator strategy significantly affected the concessions that the subjects offered, the results revealed that mediator strategy significantly influenced subjects' evaluations of the procedure and of the mediator.

Original languageEnglish
Pages (from-to)30-51
Number of pages22
JournalInternational Journal of Management and Decision Making
Volume8
Issue number1
DOIs
Publication statusPublished - 2007 Mar 14

Fingerprint

Distrust
Mediator
Mediation
Evaluation
Pressing
Questionnaire
Concession
Procedural justice
Factorial design
Laboratory experiments

All Science Journal Classification (ASJC) codes

  • Decision Sciences(all)

Cite this

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The effects of online mediator's strategies under trust and distrust conditions. / Ross, William H.; Chen, Jeng-Chung.

In: International Journal of Management and Decision Making, Vol. 8, No. 1, 14.03.2007, p. 30-51.

Research output: Contribution to journalArticle

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