An Action Model of Mediation in International Business with the Emphasis on Psychological Mechanisms and the Impact of Cultural Differences
Article from: TDM 1 (2007), in Mediation & ADR
In mediation, the 'human factor' in negotiations is mostly recognised as being important for a better understanding of the process. It is recommended, eg by W Ury, J Brett and S Goldberg (1989), who belong to the Harvard-Negotiation Project, to give the negotiating parties an opportunity to articulate their emotions (in a controlled manner) since this will facilitate the process of achieving a joint resolution of the conflict. This recommendation is based on the fact that in most cases, emotions and conflicts go hand in hand and this involvement has reciprocal effects. Emotions ...