{"corpus_id":144590606,"paper_sha":"26555c3950c4baaabcfa9ec1cf6a30573447562e","doi":"10.1037/H0028883","arxiv_id":null,"pmid":null,"pmcid":null,"mag_id":2059651956,"dblp_id":null,"acl_id":null,"title":"MEDIATION AS AN AID TO FACE SAVING IN NEGOTIATION","year":1970,"publication_date":null,"venue":"","journal":{"name":"Journal of Personality and Social Psychology","pages":"239-246","volume":"14"},"journal_issn":null,"journal_title":null,"publication_types":[],"pubmed_pub_types":null,"s2_fields_of_study":["Psychology"],"reference_count":4,"citation_count":138,"influential_citation_count":0,"is_open_access":false,"arxiv_categories":null,"arxiv_license":null,"arxiv_journal_ref":null,"mesh_headings":null,"chemicals":null,"comments_corrections":null,"source_flags":1,"s2_open_access_pdf_url":null,"s2_open_access_landing_url":null,"s2_open_access_license":null,"s2_open_access_status":null,"pmc_open_access_pdf_url":null,"pmc_open_access_landing_url":null,"pmc_open_access_license":null,"pmc_open_access_status":null,"unpaywall_open_access_pdf_url":null,"unpaywall_open_access_landing_url":null,"unpaywall_open_access_license":null,"unpaywall_open_access_status":null,"abstract":"Abstract : The suggestion by a mediator of a point of settlement half-way between the positions of two negotiators was found to produce substantial concessions. Concessions were also produced by high, as opposed to low, time pressures; and there were more concessions when the other negotiator had moved rapidly toward agreement than when he had moved slowly. Contrary to the main hypotheses, the effectiveness of mediation was not a function of the degree of time pressure or the rapidity with which the other negotiator had moved. Intervention by a mediator was found to relieve the sense of personal inadequacy that otherwise inheres in making concessions; and this effect was especially prominent under the condition of high time pressure and little movement from the other, which presumably produces conflict about whether or not to make concessions.","claims":[{"public_id":"cl_81ccf5dbca465cd1acc2b27d212027fe","status":"active","text":"Contrary to the main hypotheses, the effectiveness of mediation does not depend on the degree of time pressure or the rapidity of the other negotiator's movement.","confidence":0.8,"contributors":[{"id":1165,"public_id":"ezd9qvkvax","public_label":"The Reverser‮ (ezd9qvkvax)","roles":["extraction"],"url":"https://sah.borca.ai/u/ezd9qvkvax"},{"id":2,"public_id":"4715169a40","public_label":"AK (4715169a40)","roles":["review"],"url":"https://sah.borca.ai/u/4715169a40"},{"id":17,"public_id":"322360f1c1","public_label":"Killer Whale 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concessions, especially under high time pressure and little movement from the other negotiator, which produces conflict about whether or not to make concessions.","confidence":0.9,"contributors":[{"id":1165,"public_id":"ezd9qvkvax","public_label":"The Reverser‮ (ezd9qvkvax)","roles":["extraction"],"url":"https://sah.borca.ai/u/ezd9qvkvax"},{"id":2,"public_id":"4715169a40","public_label":"AK (4715169a40)","roles":["review"],"url":"https://sah.borca.ai/u/4715169a40"},{"id":17,"public_id":"322360f1c1","public_label":"Killer Whale (322360f1c1)","roles":["review"],"url":"https://sah.borca.ai/u/322360f1c1"}],"url":"https://sah.borca.ai/claims/cl_385d9f8a837e8421f872539e0470703b"},{"public_id":"cl_c7566e4b423216bfd5e3c8657c40dbf1","status":"active","text":"Mediator suggestion of a point of settlement halfway between the positions of two negotiators produces substantial concessions.","confidence":0.9,"contributors":[{"id":1165,"public_id":"ezd9qvkvax","public_label":"The Reverser‮ 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