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

Standard

Workplace mediation: Lessons from negotiation theory. / Höhne, Benjamin; Loschelder, David D.; Gutenbrunner, Lisa et al.
Advancing workplace mediation through integration of theory and practice. ed. / K. Bollen; M. Euwema; L. Munduate. Cham: Springer, 2016. p. 67-86 (Industrial Relations & Conflict Management; Vol. 3).

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

Harvard

Höhne, B, Loschelder, DD, Gutenbrunner, L, Majer, JM & Trötschel, R 2016, Workplace mediation: Lessons from negotiation theory. in K Bollen, M Euwema & L Munduate (eds), Advancing workplace mediation through integration of theory and practice. Industrial Relations & Conflict Management, vol. 3, Springer, Cham, pp. 67-86. https://doi.org/10.1007/978-3-319-42842-0_5

APA

Höhne, B., Loschelder, D. D., Gutenbrunner, L., Majer, J. M., & Trötschel, R. (2016). Workplace mediation: Lessons from negotiation theory. In K. Bollen, M. Euwema, & L. Munduate (Eds.), Advancing workplace mediation through integration of theory and practice (pp. 67-86). (Industrial Relations & Conflict Management; Vol. 3). Springer. https://doi.org/10.1007/978-3-319-42842-0_5

Vancouver

Höhne B, Loschelder DD, Gutenbrunner L, Majer JM , Trötschel R. Workplace mediation: Lessons from negotiation theory. In Bollen K, Euwema M, Munduate L, editors, Advancing workplace mediation through integration of theory and practice. Cham: Springer. 2016. p. 67-86. (Industrial Relations & Conflict Management). doi: 10.1007/978-3-319-42842-0_5

Bibtex

@inbook{79498d9ebbe840a8abb9fbccb7d90742,

title = "Workplace mediation: Lessons from negotiation theory",

abstract = "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{\textquoteright} 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.",

keywords = "Psychology, Negotiation Research, Negotiation Theory, Labor Conflict, Organizational Conflict, Epistemic Motivation",

author = "Benjamin H{\"o}hne and Loschelder, {David D.} and Lisa Gutenbrunner and Majer, {Johann Martin} and Roman Tr{\"o}tschel",

year = "2016",

doi = "10.1007/978-3-319-42842-0_5",

language = "English",

isbn = "978-3-319-42841-3",

series = "Industrial Relations & Conflict Management",

publisher = "Springer",

pages = "67--86",

editor = "K. Bollen and Euwema, { M.} and Munduate, {L. }",

booktitle = "Advancing workplace mediation through integration of theory and practice",

address = "Germany",

}

RIS

TY - CHAP

T1 - Workplace mediation: Lessons from negotiation theory

AU - Höhne, Benjamin

AU - Loschelder, David D.

AU - Gutenbrunner, Lisa

AU - Majer, Johann Martin

AU - Trötschel, Roman

PY - 2016

Y1 - 2016

N2 - 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.

AB - 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.

KW - Psychology

KW - Negotiation Research

KW - Negotiation Theory

KW - Labor Conflict

KW - Organizational Conflict

KW - Epistemic Motivation

UR - https://link.springer.com/content/pdf/bfm%3A978-3-319-42842-0%2F1.pdf

U2 - 10.1007/978-3-319-42842-0_5

DO - 10.1007/978-3-319-42842-0_5

M3 - Contributions to collected editions/anthologies

SN - 978-3-319-42841-3

T3 - Industrial Relations & Conflict Management

SP - 67

EP - 86

BT - Advancing workplace mediation through integration of theory and practice

A2 - Bollen, K.

A2 - Euwema, M.

A2 - Munduate, L.

PB - Springer

CY - Cham

ER -

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