From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas

Research output: Journal contributionsJournal articlesResearchpeer-review

Authors

Current sustainability challenges often reflect common resource dilemmas where peoples’ short-term self-interests are at odds with collective interests in the present and future. In this article, we highlight the key role of joint decision-making processes in negotiations to facilitate the management of common resource dilemmas and to promote the transition toward sustainability. By reflecting on psychological drivers and barriers, we argue that the limited availability, the restricted accessibility, and the dynamic alterability of resources in negotiations on common resource dilemmas may cause a myopic mindset that fosters value claiming strategies and, ultimately, results in distributive-consumptive negotiation outcomes. To promote value creation in negotiations on common resource dilemmas, we argue that agents must perform a mindset shift with an inclusive social identity on a superordinate group level, an embracive prosocial motivation for other parties’ interests at and beyond the table, and a forward-looking cognitive orientation towards long-term consequences of their joint decisions. By shifting their mindset from a myopic towards a holistic cognitive orientation, agents may explore negotiation strategies to create value through increasing the availability, improving the accessibility, and using the alterability of resources. Applying these value creation strategies may help achieve integrative-transformative negotiation outcomes and promote sustainable agreements aimed at intersectional, interlocal, and intergenerational justice. We conclude by discussing additional psychological factors that play a pivotal role in negotiations on common resource dilemmas as well as further developments for future research.
Original languageEnglish
Article number5257
JournalSustainability
Volume14
Issue number9
Number of pages26
ISSN2071-1050
DOIs
Publication statusPublished - 01.05.2022

Bibliographical note

The development of this framework was supported by a research grant from the Volkswagen-Foundation awarded to Roman Trötschel, Johann Majer, and Hong Zhang.

Publisher Copyright:
© 2022 by the authors. Licensee MDPI, Basel, Switzerland.

Documents

DOI

Recently viewed

Researchers

  1. Peter Leonhard

Publications

  1. Part based decentralized information handling for process improvements along the supply chain
  2. Towards a Heuristic for Scheduling Offshore Installation Processes
  3. CaO dissolution during melting and solidification of a Mg-10 wt.% CaO alloy detected with in situ synchrotron radiation diffraction
  4. Homogenization approach based on laminates
  5. Categorizing urban tasks
  6. A Systematic Literature Review Of Machine Learning Approaches For The Prediction Of Delivery Dates
  7. New developments in space technology
  8. ‘The Useful, the Bad and the Ugly’.
  9. Simple Mouse Attribute Analysis
  10. An Integrative and Comprehensive Methodology for Studying Aesthetic Experience in the Field
  11. Single-Word Recognition Need Not Depend on Single-Word Features
  12. Toward supervised anomaly detection
  13. Organization
  14. Science and policy on endocrine disrupters must not be mixed
  15. Governmental activity, integration, and agglomeration
  16. Constitutions, Democratic Self-Determination and the Institutional Empowerment of Future Generations: Mitigating an Aporia
  17. Narrative dialogic reading with wordless picture books
  18. Resource use and competition between honey bees and wild bees in the Lüneburger Heath
  19. Corrosion behavior of As-Cast binary Mg-Dy alloys
  20. Use of Recurrence Quantification Analysis to Examine Associations Between Changes in Text Structure Across an Expressive Writing Intervention and Reductions in Distress Symptoms in Women With Breast Cancer
  21. Introduction
  22. Implementing inquiry-based science education to foster emotional engagement of special-needs students
  23. Organizing Colour
  24. Die Unternehmergesellschaft
  25. Analyse und Gestaltung von Fabriklebenszyklen
  26. Logistische Lageranalyse und Methodenvalidierung
  27. Between Usability and Trustworthiness-The Potential of Information Transfer Using Digital Information Platforms for Refugees
  28. National Parks, buffer zones and surrounding lands
  29. Grazing response patterns indicate isolation of semi-natural European grasslands
  30. Credit constraints and margins of import
  31. The constructs of sustainable supply chain management
  32. A Note on Smoking Behavior and Health Risk Taking
  33. Operaismo and the Wicked Problem of Organization
  34. Kindeswohl