The Surprising Effectiveness of the Hostile Mediator

Ting Zhang , Harvard Business School, USA
Francesca Gino, Harvard Business School, USA
Michael Norton, Harvard Business School, USA
Contrary to the tendency of mediators to diffuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Across a series of experiments, adversaries seem less negative in the presence of hostile mediators, generating greater willingness and ability to reach agreements.
[ to cite ]:
Ting Zhang , Francesca Gino, and Michael Norton (2014) ,"The Surprising Effectiveness of the Hostile Mediator ", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 225-229.