The Mediator as Leader EFFECTS OF BEHAVIORAL STYLE AND DEADLINE CERTAINTY ON NEGOTIATOR BEHAVIOR

This study investigated the effects of different mediator behavioral styles and disputant knowl-edge regarding negotiation deadline on bargaining behavior. A 2 x 2 factorial design varied mediator behavioral style (task-oriented versus person-oriented) and deadline certainty (certain versus uncertain) in a simulated laboratory dispute. Disputants with task-oriented mediators made larger initial offers and reached settlement more rapidly under uncertain-deadline rather than certain-deadline conditions. Subjects with person-oriented mediators did not differ signif-icantly in the size of their initial offers or speed of settlement across deadline condition. Similar interactions emerged for a number of attitudinal measures. The results suggest that person-oriented mediators are effective regardless of deadline uncertainty, while the effectiveness of task-oriented mediators is contingent on the ambiguity inherent in the dispute. Implications of the results for procedural and distributive justice theory and research are also discussed. The resolution of disputes involving individuals or organizations in a complex society is often expensive and time consuming, especially if the parties seek redress in the court system. Mediation is an increasingly popular alternative third-party procedure that is usually less costly than adjudication (Wall & Schiller, 1983). Mediation is a dispute resolution procedure where a third party attempts to assist two or more disputants in reaching an agreement. Mediators do not have the power to impose settlements on Thanks to J. Keith Murnighan for making comments on an earlier draft of this paper, presente