There are cognitive and motivational processes that impede mutually beneficial exchanges of concessions when two people attempt to resolve conflict unassisted. There are five particular psychological barriers and different sorts of bias that can negatively affect one’s ability to negotiate an amicable solution to a dispute. This article also addresses the effect of resentment, misunderstanding, mis-attribution, and distrust in the negotiation process.

Why is it SO hard to Resolve Disputes Without the Guidance of a Mediator?

Ross, L., & Ward, A. (1995). Psychological barriers to dispute resolution. Advances in experimental social psychology, 27, 255-304.

Link to this article: http://www.sciencedirect.com/science/article/pii/S0065260108604074