This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of...

This study uses a simulation methodology to analyze the use of three alternative norms of distributive justice by arbitrators in conventional interest arbitration. Sixty-nine experienced arbitrators each provided decisions in 25 hypothetical wage cases in which seven factors, such as the...