Mediator Pressing Techniques: A Theoretical Model of their Determinants

Group Decision and Negotiation

Volumn 21, Issue 5, 2012, Pages 601-619

  Wall, J A ^a   Chan Serafin, Suzanne ^a   Dunne, Timothy ^a  

^a UNIVERSITY OF NEW SOUTH WALES   (Australia)

Author keywords

Conflict; Mediation; Mediation techniques; Pressing

Indexed keywords

EID: 84864458421     PISSN: 09262644     EISSN: 15729907     Source Type: Journal    
DOI: 10.1007/s10726-011-9229-7     Document Type: Article

References (97)

1. Allgeier AR, Byrne D, Brooks B, Revnes D (1979) The waffle phenomenon: Negative Evaluations of people who shift attitudinally. Journal of Applied Social Psychology, 9, 170-182.
2. Barrick MR, Mount MK (1991) The big five personality dimensions and job performance: a meta-analysis. Personnel Psychol 44: 1-26.
3. Beach LR (1997) The psychology of decision making people in organizations. Sage, Thousand Oaks.
4. Bercovitch J (1989) International dispute mediation: a comparative empirical analysis. In: Kressel K, Pruitt D (eds) Mediation Research. Jossey-Bass, San Francisco, pp 284-299.
5. Bernovilli D (1738) Specimen theoriae novae de mensura sortis. Comentarii Academiae Scieniarum Imperiales Petropolitanae 5: 175-192.
6. Blau PM (1964) Exchange and power in social life. Wiley, New York.
7. Blancato W, Gibson CA Jr. (2008) Controlling your own destiny: you can with mediation. Disp Resol J 63: 14-21.
8. Bolstad M (2000) Learning from Japan: the case for increased use of apology in mediation. Cleveland State Law Rev 48: 545-578.
9. Bond R, Smith P (1996) Culture and conformity: a meta-analysis of studies using Asch's (1952, 1956) live judgment task. Psychol Bull 119: 111-137.
10. Brindley B (2006) Surviving mediation. Risk Management Magazine. September: 50-54.
11. Callister RR, Wall J (2001) Conflict across organizational boundaries. Managed care organizations versus health care providers. J Appl Psychol 86: 754-763.
12. Carnevale PJ, Choi D-W (2000) Culture in the mediation of international disputes. Int J Psychol 35: 105-110.
13. Carnevale PJ, Lim RG, McLaughlin ME (1989) Contingent mediation behavior and its effectiveness. In: Kressel K, Pruitt D (eds) Mediation research. Jossey-Bass, San Francisco, pp 213-240.
14. Carnevale PJ, Henry RA (1989) Determinants of mediator behavior: a test of the strategic choice model. J Appl Soc Psychol 19: 469-488.
15. Carnevale PJ, Pegnetter R (1985) The selection of mediation tactics in public-sector disputes: a contingency analysis. J Soc Issues 41: 65-81.
16. Carnevale PJ, Pruitt DG (1992) Negotiation and mediation. Ann Rev Psychol 43: 531-582.
17. Cho YH, Park HH (1996) Conflict management in Korea: a C-S-F-R cycle. Paper presented at the ninth annual meeting of the International Association of Conflict Management, Ithaca, NY.
18. Cialdini R (1988) Influence: science and practice. Scott Foresman and Company, Glenview.
19. Cleary PJ (2001) The negotiation handbook. Sharpe Publishing, Armonk.
20. Coffey L (2006) Mediated settlement of a Native American land claim. CPA J 76: 62-65.
21. Conlon DE, Carnevale PJ, Murnighan K (1994) Intravention: third-party intervention with clout. Organ Behav Human Decis Process 57: 387-410.
22. Dingwall R, Greatbatch D (1991) Behind closed doors: a preliminary report of mediator/client interaction in England. Family Concil Courts Rev 29: 291-303.
23. Donohue WA, Drake L, Roberto AJ (1994) Mediator issue intervention strategies: a replication and some conclusions. Mediat Q 11: 261-274.
24. Dwyer RT, Walker DC (1981) Bargaining in an asymmetric power structure. J Market 55: 104-115.
25. Elangovan AR (1995) Managerial third-party dispute intervention: a prescriptive model of strategy selection. Acad Manag Rev 20: 800-830.
26. Emerson RM (1962) Power-dependence relations. Am Sociol Rev 27: 31-41.
27. Fishbein M, Ajzen I (1975) Belief, attitude, intention, and behavior: an introduction to theory and research. Addison-Wesley, Reading.
28. Fossum JA (1999) Labor relations. Irwin/McGraw-Hill, Boston.
29. Giebels E, De Dreu CKW, van de Vliert E. (2000) Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation. Eur J Soc Psychol 20: 255-272.
30. Gilovitch T (1991) How we know what isn't so. Free Press, New York.
31. Hiltrop JM (1985) Mediator behavior and the settlement of collective bargaining disputes in Britain. J Soc Issues 41: 83-100.
32. Johns GA (1999) Multi-level theory of self-serving behavior in and by organizations. In: Sutton RI, Staw BM (eds) Research in organizational behavior, vol 21. JAI Press, Stamford, pp 1-38.
33. Johnson DW, Johnson RT, Dudley B, Ward M, Magunson R (1995) The impact of peer mediation training on the management of school and home conflicts. Am Educ Res J 32: 829-844.
34. Karambayya R, Brett JM (1989) Managers handling disputes: third party roles and perceptions of fairness. Acad Manag J 32: 687-704.
35. Kelly JB (1995) Power imbalance in divorce and interpersonal mediation: assessment and intervention. Mediation Q 13: 85-98.
36. Keltner D, Gruenfeld DH, Anderson C (2003) Power, approach, and inhibition. Psychol Rev 110: 265-284.
37. Kiesler CA, Kiesler SB (1969) Conformity. Addison-Wesley, Reading.
38. Kochan TA, Jick T (1978) The public sector mediation process. J Conflict Resol 22: 209-240.
39. Komorita SS, Nagao D (1982) The functions of resources in coalition bargaining. J Person Soc Psychol 34: 95-196.
40. Kraus SJ (1995) Attitudes and the prediction of behavior: a meta-analysis of the empirical literature. Personal Soc Psychol Bull 21: 58-75.
41. Kressel K, Frontera EA, Forlenza S, Butler F, Fish L (1994) The settlement-orientation vs. problem-solving style in custody mediation. J Soc Issues 50: 67-84.
42. Kressel K, Pruitt DG (1985) Themes in the mediation of social conflict. J Soc Issues 41: 179-198.
43. Kressel K, Pruitt DG (1989) Mediation research. Jossey-Bass, San Francisco.
44. Kruk E (1998) Practice issues, strategies, and models: the current state of the art of family mediation. Family Concil Courts Rev 36: 195-215.
45. Latane B. (1981) The psychology of social impact. Am Psychol 36: 343-356.
46. Levitt MA (1997) Kilometer 101: Oasis or mirage? An analysis of third-party self-interest in international mediation. Mediation Q 15: 155-176.
47. Lord RG, Hanges PJ (1987) A control systems model of organizational motivation: theoretical development and applied implications. Behav Sci 32: 161-178.
48. Madison JR (2008) Everything you need to know about authority to settle a mediation. Dispute Resol J 63: 21-23.
49. Magee JC, Galinsky AD, Gruenfeld (2007) Power, propensity to negotiate, and moving first in competitive interactions. Person Soc Psychol Bull 33: 200-212.
50. Magee JC, Gruenfeld DH, Keltner DJ, Galinsky AD (2005) Leadership and the psychology of power. In: Messick DM, Kramer RM (eds) The psychology of leadership: some new approaches. Erlbaum, Mahwah, pp 275-294.
51. Martinez-Pecino R, Mundurate L, Euwema M (2006). Labour conflict mediation in Andalusia. Paper presented at IACM meeting June 25-28, Montreal, Canada.
52. McClelland DC (1969) The two faces of power. J Int Aff 24: 141-154.
53. McClelland D (1961) The achieving society. van Nostrand Reinhold, New York.
54. McDermott EP, Obar R (2004) What's going on in mediation. An empirical analysis of the influence of a mediator's style on party satisfaction and monetary benefit. Harvard Negot Law Rev 9: 75-114.
55. Meglino BM, Rawlin EC (1989) Individual values in organizations: concepts, controversies and research. J Manag 24: 351-389.
56. Monahan CF (2008) Cheaper and unusual: the paradox of grievance mediation in unionized environments. Conflict Resol Q 25: 479-495.
57. Mumpower JL, Rohrbaugh J (1996) Negotiation and design: supporting resource allocation decisions through analytical mediation. Group Decis Negot 5: 385-409.
58. Newcomb T (1953) An approach to the study of communicative acts. Psychol Rev 60: 393-404.
59. O'Connor K, Arnold J (2001) Distributive spirals: negotiation impasses and the moderating role of disputant self-efficacy. Organ Behav Human Decis Process 84: 148-176.
60. O'Connor K, Arnold J, Burris E (2005) Negotiators' bargaining histories and their effects on future negotiation performance. J Appl Psychol 90: 350-362.
61. Porter ME (1985) Competitive advantage. Free Press, New York.
62. Pruitt DG (1981) Negotiation behavior. Academic Press, New York.
63. Pruitt D. G. (1971) Indirect communication and the search for agreement in negotiation. J Appl Soc Psychol 1: 204-239.
64. Pruitt DG, McGillicuddy NB, Welton GL, Fry WR (1989) Process of mediation in dispute settlement centers. In: Kressel K, Pruitt DG (eds) Mediation research. Jossey-Bass, San Francisco, pp 368-393.
65. Pruitt DG, Peirce RS, McGillicuddy NB, Welton GL, Castrianno LM (1995) Long-term success in mediation. Law Human Behav 17: 313-330.
66. Riskin LL (1996) Understanding mediators' orientations, strategies, and techniques: a grid for the perplexed. Harvard Negot Law Rev 1: 7-51.
67. Rogers SJ (1991) Ten ways to work more effectively with volunteer mediators. Negot J 7: 201-211.
68. Rogers SJ, Kanrich S, Steinhauser I (1989) Understanding our criminal justice volunteers: a study of community mediators in New York State. Brooklyn Mediation Center, New York.
69. Ross WH, Wieland C (1996) Effects of interpersonal trust and time pressure on managerial mediation strategy in a simulated organizational dispute. J Appl Psychol 81: 228-248.
70. Rosenberg JD (1992) In defense of mediation. Family Concil Courts Rev 30: 422-467.
71. Sapolsky R (2005) Are the desert people winning? Discover August: 36-41.
72. Shack JE (2003) Bibliographic summary of cost, pace, and satisfaction studies of court-related mediation programs. Center for Analysis of Alternative Dispute Resolution Systems, Chicago.
73. Sheppard BH (1984) Third party conflict intervention: a procedural framework. In: Sutton RI, Staw BM (eds) Research in organizational behavior, vol 6, pp 141-190.
74. Silbey S, Merry S (1986) Mediation settlement strategies. Law Policy 8: 7-32.
75. Siegel S, Fouraker LE (1960) Bargaining and group decision making: experiments in bilateral monopoly. McGraw-Hill, New York.
76. Skinner BF (1971) Contingencies of reinforcement. Appleton-Century-Crafts, East Norwalk.
77. Staw BM, Ross J (1985) Stability in the midst of change: a dispositional approach to job attitudes. J Appl Psychol 70: 469-480.
78. Stevens CM (1963) Strategy and collective bargaining negotiations. McGraw-Hill, New York.
79. Tabucanon GMP, Wall JA Jr., Yan W (2008) Philippine community mediation, katarungang pombarangay. J Dispute Resol 2008: 501-513.
80. Thoennes N (1997) An evaluation of child protection mediation in five California courts. Family Concil Courts Rev 35: 184-195.
81. Triandis H (1994) Culture and social behavior. McGraw-Hill, New York.
82. Vanayan M, White N, Yuen P, Teper M (1997) Would you like to be a peer mediator? Willingness to be a peer mediator among elementary students: effects of grade and gender. Alberta J Educ Res 43: 57-60.
83. Vancouver JB (2005) The depth of history and explanation as benefit and bane for psychological control theories. J Appl Psychol 90: 38-52.
84. Von Neumann J, Morgenstern O (1947) Theory of games and economics behavior. Princeton University Press, Princeton.
85. Vroom VH (1964) Work and motivation. John Wiley, New York.
86. Vyse SA (1997) Believing in magic. The psychology of superstition. Oxford Press, New York.
87. Wall JA, Arunachalam V, Callister RR (2008) Third-party dispute resolution in India and the United States. J Appl Soc Psychol 38: 3075-3100.
88. Wall JA, Blum M (1991) Community mediation in the People's Republic of China. J Conflict Resol 35: 3-20.
89. Wall JA, Lynn A (1993) Mediation: a current review. J Conflict Resol 37: 160-194.
90. Wall JA, Rude D (1985) Judicial mediation: techniques, strategies and situational effects. J Soc Issues 41: 47-64.
91. Wall JA, Rude D (1991) The judge as mediator. J Appl Psychol 76: 54-59.
92. Wall JA, Stark JB, Standifer RL (2001) Mediation: a current review and theory development. J Conflict Resol 45: 370-391.
93. Wall JA, Yan W, Chung T, Druckman D (2009) Philippine and Taiwanese legal mediation. In: Bercovitz J, Gartner SS (eds) International conflict mediation. Rutledge, London, pp 265-284.
94. Winter DG (1973) The power motive. The Free Press, New York.
95. Wood RE, Atkins PWB, Bright JEH (1999) Bonuses, goals and instrumentality effects. J Appl Psychol 84: 703-720.
96. Yates JF (1990) Judgment and decision making. Prentice Hall, Englewood Cliffs.
97. Zimmer C (2010) The brain. Discover 31: 24-26.