Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts

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The present study tests the effectiveness of a mindset intervention for negotiators in value-driven conflicts. We hypothesize that this intervention fosters integrative negotiation behaviors and subjective outcomes. In an experimental 2 (motive: value vs. utility) by 2 (intervention: mindset vs. control) design, 253 participants negotiated online with a simulated counterpart. In contrast to predictions, the mindset led to more integrative trade-offs among utility-driven but not value-driven negotiators. However, the results support the effectiveness of the mindset intervention to improve subjective outcomes of value-driven negotiators. Without the intervention, they perceive the negotiation outcome as significantly less positive than utility-driven negotiators with the same objective outcome. In addition, explorative analyses show that without the mindset intervention, value-driven negotiators respect their counterpart less as a person of equal worth than utility-driven negotiators; this is no longer the case after activating the integrative mindset. The implications of these findings for resolving value conflicts and improving tolerance between parties with different value priorities are discussed.

Original languageEnglish
JournalNegotiation and Conflict Management Research
Issue number1
Pages (from-to)80-99
Number of pages20
Publication statusPublished - 01.02.2023

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