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

Research output: Journal contributionsJournal articlesResearchpeer-review

Standard

Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts. / Schuster, Carolin; Harinck, Fieke; Trötschel, Roman.
In: Negotiation and Conflict Management Research, Vol. 16, No. 1, 01.02.2023, p. 80-99.

Research output: Journal contributionsJournal articlesResearchpeer-review

Harvard

APA

Vancouver

Bibtex

@article{f488d7d3c6f2441e9530c8cc21f734c6,
title = "Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts",
abstract = "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.",
keywords = "Psychology, Negotiation",
author = "Carolin Schuster and Fieke Harinck and Roman Tr{\"o}tschel",
note = "Publisher Copyright: {\textcopyright} 2023 International Association for Conflict Management.",
year = "2023",
month = feb,
day = "1",
doi = "10.34891/2022.0544",
language = "English",
volume = "16",
pages = "80--99",
journal = "Negotiation and Conflict Management Research",
issn = "1750-4708",
publisher = "International Association for Conflict Management",
number = "1",

}

RIS

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 -

DOI

Recently viewed

Publications

  1. What restricts generative rejuvenation of Calluna vulgaris in continental, dry heathland ecosystems
  2. Multiplikative Vorstellungen von Viert- und Sechstklässlern im Bereich natürlicher sowie Bruchzahlen
  3. Intelligent Diagnostics of Radial Internal Clearance in Ball Bearings with Machine Learning Methods
  4. Bifurcation loads of circular curved beams of glued-laminated timber with continuous lateral support
  5. Plant diversity effects on pollinating and herbivorous insects can be linked to plant stoichiometry
  6. Predicting suitable habitats of the African cherry (Prunus africana) under climate change in Tanzania
  7. Inverting the Large Lecture Class: Active Learning in an Introductory International Relations Course
  8. Development and validation of a U.S. and German short version of the Later Life Workplace Index (LLWI-S)
  9. Uncertainty analysis of the coefficients of friction during the tightening process of bolted joints
  10. Sliding Mode Control and Observer-Based Disturbance Compensation for a Permanent Magnet Linear Motor
  11. Policy schemes, operational strategies and system integration of residential co-generation fuel cells.
  12. Using an adaptive memory strategy to improve a multistart heuristic for sequencing by hybridization
  13. Simultantestprozedur für globale Nullhypothesen bei beliebiger Abhängigkeitsstruktur der Einzeltests
  14. Traits of dominant plant species drive normalized difference vegetation index in grasslands globally
  15. Self-Compassion as a Facet of Neuroticism? A Reply to the Comments of Neff, Tóth-Király, and Colosimo (2018)
  16. The influence of the radial internal clearance on the dynamic response of self-aligning ball bearings
  17. Abflussverhältnisse steuern die Retention von Pestiziden und hydrologischen Tracern in Feuchtflächen
  18. Impact assessment of emissions stabilization scenarios with and without induced technological change
  19. Individual Scans Fusion in Virtual Knowledge Base for Navigation of Mobile Robotic Group with 3D TVS
  20. Analytic reproducibility in articles receiving open data badges at the journal Psychological Science
  21. Psychometric Properties of the German Short Version of the Maslach Burnout Inventory - Student Survey
  22. Modernizing persistence–bioaccumulation–toxicity (PBT) assessment with high throughput animal-free methods
  23. Relative inequality and poverty in Germany and the United States using alternative equivalence scales
  24. Control of a two-thermoelectric-cooler system for ice-clamping application using Lyapunov based approach
  25. Super-Twisting Sliding Mode Control for Differential Steering Systems in Vehicular Yaw Tracking Motion
  26. More than only skin deep: Appearance self-concept predicts most of secondary school students’ self-esteem
  27. Do student ratings of classroom management tell us more about teachers or about classroom composition?
  28. The Gender Composition of Establishments' Workforces and Gender Gaps in Wages and Leadership Positions
  29. Arithmetische Basiskompetenzen von Schülerinnen und Schülern in den Klassen 5 bis 7 der Sekundarstufe
  30. Zur psychophysischen Bedeutung c-förmiger Simplex-Organisationen bei der Multidimensionalen Skalierung
  31. Studienwahlmotive von Bewerberinnen und Bewerbern auf ein Lehramtsstudium und auf andere Studiengänge
  32. Stratification of stakeholders for participation in the governance of coastal social-ecological systems
  33. Wirkungen alternativer Steuerreformmodelle auf die Einkommensverteilung von freien und anderen Berufen
  34. AN INVESTIGATION OF LENGTH ESTIMATION SKILLS OF HIGH SCHOOL STUDENTS WITH MILD INTELLECTUAL DISABILITY