Time Pressure in Negotiation and Mediation

  • Peter J. Carnevale
  • Kathleen M. O’Connor
  • Christopher McCusker


This chapter examines the role of time pressure in negotiation and mediation. Negotiation can be defined as discussion between two or more parties and joint decision making with the goal of reaching agreement. Mediation is a variation on negotiation in which one or more outsiders (“third parties”) assist the parties in their efforts to reach agreement.


Time Pressure Risk Attitude Reservation Price Loss Aversion Negotiation Task 
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Copyright information

© Springer Science+Business Media New York 1993

Authors and Affiliations

  • Peter J. Carnevale
    • 1
  • Kathleen M. O’Connor
    • 1
  • Christopher McCusker
    • 1
  1. 1.Department of PsychologyUniversity of Illinois at Urbana-ChampaignChampaignUSA

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