The Effectiveness of Mediation in Brazilian Business Negotiations
Abstract
Is Mediation effective in business negotiations? In this article, the Mediation versus negotiation process is under investigation. A random sample of N=600 Brazilian business negotiations was divided into the following: (i) the Negotiation group, in which 300 negotiations were carried independently, and (ii) the Mediation group, in which 300 negotiations were conducted with a mediator. One hypothesis was investigated, with a 99 percent confidence interval, through the Nonparametric Mann-Whitney U test. Key findings pointed out an average of 27 percent difference and a significant statistical difference between the groups. The null hypothesis has been rejected. Finally, this article provides scholars with a proper perspective on the alternative dispute resolution processes on business negotiations. Case analysis and further implications are discussed. Finally, conclusion and future research recommendations compile the present study.
Keywords: Business negotiations, deal value, mediation, alternative dispute resolution
Downloads
Issue
Section
License
Terms and conditions of Creative Commons Attribution 4.0 International License apply to all published manuscripts. This Journal is licensed under a Creative Commons Attribution 4.0 International License. This licence allows authors to use all articles, data sets, graphics and appendices in data mining applications, search engines, web sites, blogs and other platforms by providing appropriate reference. The journal allows the author(s) to hold the copyright without restrictions and will retain publishing rights without restrictions.
A competing interest exists when professional judgment concerning the validity of research is influenced by a secondary interest, such as financial gain. We require that our authors reveal all possible conflicts of interest in their submitted manuscripts.
The Editor reserves the right to shorten and adjust texts. Significant changes in the text will be agreed with the Authors.