Abstract
This laboratory experiment examined the differing effects of anticipating a mediator versus an arbitrator upon the negotiating behavior of group spokesmen who represented actual constituencies. In addition, the reputation (attractiveness) of the third party was also manipulated. It was hypothesized, based upon previous research, that representatives facing high-power third parties (arbitrators) would have more difficulty in negotiations. This, in fact, was found. Representatives facing a third party with arbitration power took more time to reach an agreement, used more bargaining dyads and had more deadlocks than did representatives who faced a low-power third party. Contrary to expectations, no main effect was found for third-party reputation. In concluding, the importance of replicating this study's findings was emphasized.
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