Helping negotiators to overcome judgmental biases: a scenario-based survey analysis on third party direct intervention

Caputo, Andrea (2014) Helping negotiators to overcome judgmental biases: a scenario-based survey analysis on third party direct intervention. In: The 27th Annual Conference of the International Association for Conflict Management, 4-7 July 2014, Leiden, The Netherlands.

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Item Type:Conference or Workshop contribution (Presentation)
Item Status:Live Archive


The unique contribution of the current study is the understanding of how a third party direct intervention in a negotiation is perceived regarding its role in helping to overcome judgmental biases of the negotiators. On this account, I developed the present study, derived from the research undertaken for my doctoral dissertation, in order to understand managers’ perceptions on the integrative role of what I call direct third party intervention. The direct third party intervention can be defined as the situation when parties originally external to a negotiation – i.e. the stakeholders in an acquisition negotiation – enter the negotiation with a strong interest in the achievement, implementation and consequences of the agreement.
The third party direct intervention has been found to have an important influence on the perceived creating value level and fairness level in the negotiation process, as well as on the possibility of reaching a negotiated settlement, by helping in debriefing the situation and by using integrative behavior. This intervention also helped the parties to overcome the fixed-pie error, showed along the negotiation process, which resulted in affecting the perception of fairness. In addition, the vast majority of participants perceived the third party direct intervention as useful and determinant in overcoming judgmental biases, and accepted the mediated agreement.

Keywords:Integrative Negotiation, Cognitive Bias, Third Party
Subjects:N Business and Administrative studies > N200 Management studies
Divisions:Lincoln International Business School
ID Code:18662
Deposited On:16 Sep 2015 10:29

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