Trust Matters in Negotiation

In this article we investigate the effects of negotiator trust and mediation on negotiating behavior perceptions. We conduct three experiments in sequence with each succeeding study building results prior study. All used same simulated dispute between a bar owner customers. first experiment found that negotiators who trusted owner’s integrity moved further an acceptable offer scale than those did not. Results from second showed strong main effect for but no difference presence vs. absence mediator. The third also differences among approaches; facilitative, directive or transformative. However, mediators were seen as less helpful influential both facilitative transformative mediators. findings statistically mediated by negotiator’s mindset, which consisted perceptions negotiation win-lose contest problem-solving debate. These are discussed terms power value advancing knowledge about mediation.