Predicting the effects of anticipated third party intervention: A template-matching approach

48 undergraduates played the bilateral monopoly bargaining game against a phantom opponent while a programmed mediator (M) attempted to hasten agreement. The M was described as either dependent or not dependent on the S, whereas the S was either to be dependent or not dependent on the M in the future. Q-sorts of Ss were obtained from roommates and were matched with 6 personality templates hypothesized to relate to concession making. Results indicated that future dependence on an M hastened agreement. Similarity to the template of unambitiousness was highly predictive of concession making in all conditions. The hostile personality was conciliatory in the mutual dependence condition and exploitative when the M was weak. Implications for bargaining research and for the mediation process are discussed. (17 ref)