The effect of mediation on the perceived firmness of the opponent

Several writers (e.g., Douglas, 1962; Jackson, 1952; Peters, 1952; Stevens, 1963) suggest that when negotiations between parties to a dispute have broken down, a mediator can contribute to the achievement of a peaceful settlement. Even though it is frequently argued that the need for mediation is increasing because of the growth in number and seriousness of social conflicts, evidence concerning the contribution of the mediator has remained anecdotal and controversial. The study reported here was an experimental analysis of the effect of mediation on social perception in the negotiation situation, specifically its effect on the perceived resistance to yielding of the opposing negotiator. No attempt was made, however, to discover whether mediation produces more effective or morefrequent settlements. Since mediation functions only within the context of negotiation, it is necessary first to present this context in a systematic manner. Suppose individuals A and B each desire goods and/or services controlled by the other, and suppose there are no established rates or terms of exchange; then terms must be achieved before each party can consummate his desire. Consummation requires agreement on qualitative, quantitative, and