Mediation: The Effects of Mediator Proposals, Number of Issues, and Altered Negotiator Aspirations
研究通过面对面谈判实验，发现调解人提议能改善谈判结果，且当谈判问题较少时效果更显著；提高谈判者期望仅在问题少时能提高收益。
This study investigated the effects that a mediator's proposals, the number of issues, and the mediator's alteration of the negotiators' aspirations have upon negotiators' bargaining outcomes. In the study subjects bargained face to face while a confederate acted as the mediator. The results revealed that (a) mediator proposals improve negotiators' outcomes, (b) proposals are more effective when few issues are under negotiation, and (c) raised negotiator aspirations result in higher payoffs only when there are few bargaining issues.