Anmerkungen:
In: IACM 24th Annual Conference Paper
Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments June 26, 2011 erstellt
Beschreibung:
The present study explores the impact of an anticipated arbitration through a third-party in an integrative negotiation task. It was predicted that the mere anticipation of third-party intervention by an arbitrator would suffice to facilitate cooperation between the parties and lead to more integrative offers. The findings of the present research revealed that being confronted with a looming arbitration at the end of the negotiation, parties acted more cooperative and substantially made more concessions compared to parties not anticipating arbitration. In line with our predictions, this beneficial effect of a looming arbitration emerged right from the start of the negotiation. The findings are discussed with respect to the role of the anticipated loss of decisional control of negotiators faced with an arbitrator