Style of third party intervention, face-saving and bargaining behavior

Abstract

Four forms of third party intervention were investigated under both high- and low-need to save face in a bargaining study. These forms were: nonbinding suggestion (mediation), binding decision (arbitration), selection of the best of the bargainers own proposals (govplan), and no third party intervention (control). This variable was crossed with high- vs low-need to save face. The interaction of these variables indicated that when there was a high-need to save face bargainers were more conciliatory when no intervention was anticipated. When there was low-need to save face those expecting arbitration were most likely to reach agreement. After intervention, those who received a suggestion for s..