skip navigation


Register for Latest Research

Stay Informed
Register with NCJRS to receive NCJRS's biweekly e-newsletter JUSTINFO and additional periodic emails from NCJRS and the NCJRS federal sponsors that highlight the latest research published or sponsored by the Office of Justice Programs.

NCJRS Abstract

The document referenced below is part of the NCJRS Virtual Library collection. To conduct further searches of the collection, visit the Virtual Library. See the Obtain Documents page for direction on how to access resources online, via mail, through interlibrary loans, or in a local library.


NCJ Number: 94193 Find in a Library
Title: Role of Perspective-Taking Ability in Negotiating Under Different Forms of Arbitration
Journal: Industrial and Labor Relations Review  Volume:36  Issue:3  Dated:(April 1983)  Pages:378-388
Author(s): M A Neale; M H Bazerman
Date Published: 1983
Page Count: 11
Format: Article
Language: English
Country: United States of America
Annotation: This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration.
Abstract: The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of negotiations. The results suggest that both the perspective-taking ability of the negotiators and the type of arbitration affect negotiations -- as measured by concession rate, number of issues resolved, and outcome success (the dollar value of the contract obtained) -- and such attitudes as perceived agreement with and control over the outcome. The authors also find that negotiating experience affects various process and outcome measures of the negotiation as well as perceived control over and agreement with the outcome. Twenty-five footnotes are provided. (Author abstract modified)
Index Term(s): Arbitration; Mediators; Negotiation; Perception
To cite this abstract, use the following link:

*A link to the full-text document is provided whenever possible. For documents not available online, a link to the publisher's website is provided. Tell us how you use the NCJRS Library and Abstracts Database - send us your feedback.