Workplace mediation: Lessons from negotiation theory

Benjamin Höhne; David D. Loschelder; Lisa Gutenbrunner; Johann Martin Majer; Roman Trötschel

doi:10.1007/978-3-319-42842-0_5

Workplace mediation: Lessons from negotiation theory

Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review

Authors

Benjamin Höhne
David D. Loschelder
Lisa Gutenbrunner
Johann Martin Majer
Roman Trötschel

Professorship of business and social psychology & methods

To avoid impasses and to reach mutually beneficial agreements in negotiation and mediation, parties need to overcome a multitude of pitfalls—both of psychological and structural nature. En route to facilitating beneficial agreements, mediators can build on negotiation theory, which provides a number of key insights into the psychological and structural backdrop of conflicts. Capitalizing on these insights may alter parties’ willingness to concede, their problem-solving behavior, and their ability to discover hidden resources. In this chapter, we review some influential theories, models, and concepts from the field of negotiation research and illustrate how these can help to better understand the pitfalls of workplace conflicts. We furthermore discuss a number of implications that negotiation theory has for successful mediation in the workplace.

Original language	English
Title of host publication	Advancing workplace mediation through integration of theory and practice
Editors	K. Bollen, M. Euwema, L. Munduate
Number of pages	20
Place of Publication	Cham
Publisher	Springer
Publication date	2016
Pages	67-86
ISBN (print)	978-3-319-42841-3
ISBN (electronic)	978-3-319-42842-0
DOIs	https://doi.org/10.1007/978-3-319-42842-0_5
Publication status	Published - 2016

Research areas

Psychology - Negotiation Research, Negotiation Theory, Labor Conflict, Organizational Conflict, Epistemic Motivation

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