Negotiator's Trust and Distrust Perceptions and Mediation Strategies‪.‬

ABSTRACT Though previous research on negotiation has focused the choices of strategies by third parties, not many of them looked at the consequences of those most-preferred strategies on negotiator behavior and attitudes. This study based on theories like procedural justice theory, attribution theory, naive realism cognitive theory, and previous studies on mediation strategies to form hypotheses for future research. These hypotheses look to find whether concession in mediation with a trusting opponent will occur; whether negotiators make larger concessions when their mediators use various strategies when the opponent is distrustful; and whether trust and mediation strategy affect fairness judgments. In recognition of the broad theories involved in these issues, cross-cultural theories and group-value model are also discussed.