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ERIC Number: ED116110
Record Type: RIE
Publication Date: 1975-May-1
Pages: 14
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: N/A
Third Party Intervention Style and Intergroup Bargaining.
Bartunek, Jean M.; And Others
The present study compared the effects of content, process, and passive types of third party intervention on the bargaining behavior of pairs of group representatives. The setting was a simulated school board-teacher's union dispute over a new contract. Each side was represented by one person who was instructed to bargain tenaciously and obtain as much as possible. The job of the representatives was either in jeopardy (High Accountability) or not (Low Accountability). In the content intervention condition, a reasonable settlement was suggested to the representatives by the third party. In the process intervention condition, he taught them how to paraphrase. In the passive condition, he had them take a break from their negotiations. For the high accountable representatives, as predicted, the order of effectiveness of the interventions (number of agreements, average joint profit, and speed of resolution), from most to least, was content, process, and passive. Contrary to expectations, the process intervention did not produce the highest average joint profit for the low accountability representatives. The representatives who did reach agreement in the low accountability-process and content conditions, however, did achieve higher joint profits than the representatives in the passive condition. (Author)
Publication Type: Speeches/Meeting Papers
Education Level: N/A
Audience: N/A
Language: N/A
Sponsor: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Meeting of the Midwestern Psychological Association (46th, Chicago, Illinois, May 2-4, 1975)