Chapter 15 An Analysis of the Judgmental Components of Negotiation and a Proposed Judgmentally-Oriented Approach to Mediation Academic Article uri icon

abstract

  • This chapter examines negotiation from the perspective of social judgment theory (SJT) and proposes a judgmentally-based approach to mediation, illustrated by a case study. SJT research on cognitive and judgmental factors suggests a number of counter-intuitive conclusions regarding conflict, negotiation, and mediation. Negotiations take a variety of forms. One of the most common occurs when individuals are in conflict because they want different things, but must settle for the same thing. Negotiation can be conceptualized as a hierarchical, n-party judgment problem, involving three stages. The first involves independent evaluations by each party of the desirability of packages of potential settlements, considering solely those issues explicitly under negotiation. The second involves further evaluation taking into account additional factors not subject to direct negotiation. The third involves joint judgments of acceptability and agreement between negotiators. A key contribution of SJT to the study of conflict resolution is the observation that people dispute many things besides who gets what. 1988, Elsevier Science & Technology. All rights reserved.

published proceedings

  • Advances in Psychology

author list (cited authors)

  • Mumpower, J. L.

citation count

  • 9

complete list of authors

  • Mumpower, Jeryl L

publication date

  • January 1988