Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts
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In: Negotiation and Conflict Management Research, Vol. 16, No. 1, 01.02.2023, p. 80-99.
Research output: Journal contributions › Journal articles › Research › peer-review
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TY - JOUR
T1 - Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts
AU - Schuster, Carolin
AU - Harinck, Fieke
AU - Trötschel, Roman
N1 - Publisher Copyright: © 2023 International Association for Conflict Management.
PY - 2023/2/1
Y1 - 2023/2/1
N2 - 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.
AB - 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.
KW - Psychology
KW - Negotiation
UR - http://www.scopus.com/inward/record.url?scp=85149225598&partnerID=8YFLogxK
U2 - 10.34891/2022.0544
DO - 10.34891/2022.0544
M3 - Journal articles
AN - SCOPUS:85149225598
VL - 16
SP - 80
EP - 99
JO - Negotiation and Conflict Management Research
JF - Negotiation and Conflict Management Research
SN - 1750-4708
IS - 1
ER -