TY - JOUR

T1 - Mindset-Oriented Negotiation Training (MONT)

T2 - Teaching more than skills and knowledge

AU - Ade, Valentin

AU - Schuster, Carolin

AU - Harinck, Fieke

AU - Trötschel, Roman

PY - 2018/6/5

Y1 - 2018/6/5

N2 - In this conceptual paper, we propose that both skill set development and mindset development would be desirable dimensions of negotiation training. The second dimension has received little attention thus far, but negotiation mindsets, i.e., the psychological orientations by which people approach negotiations, are likely to have a considerable influence on the outcome of negotiations. Referring to empirical and conceptual mindset studies from outside the negotiation field, we argue that developing mindsets can leverage the effectiveness of skills and knowledge, increase learning transfer, and lead to long-term behavioral changes. We introduce an integrative negotiation mindset that comprises three inclinations which complement each other: a collaborative, a curious, and a creative one. We also discuss activities that help people to develop and enhance this mindset both in and out of the classroom. Our general claim is that by moving beyond the activities of conventional negotiation training, which focuses on skills and knowledge, mindset-oriented negotiation training can increase training effectiveness and enable participants to more often reach what we define as sustainable integrative agreements.

AB - In this conceptual paper, we propose that both skill set development and mindset development would be desirable dimensions of negotiation training. The second dimension has received little attention thus far, but negotiation mindsets, i.e., the psychological orientations by which people approach negotiations, are likely to have a considerable influence on the outcome of negotiations. Referring to empirical and conceptual mindset studies from outside the negotiation field, we argue that developing mindsets can leverage the effectiveness of skills and knowledge, increase learning transfer, and lead to long-term behavioral changes. We introduce an integrative negotiation mindset that comprises three inclinations which complement each other: a collaborative, a curious, and a creative one. We also discuss activities that help people to develop and enhance this mindset both in and out of the classroom. Our general claim is that by moving beyond the activities of conventional negotiation training, which focuses on skills and knowledge, mindset-oriented negotiation training can increase training effectiveness and enable participants to more often reach what we define as sustainable integrative agreements.

KW - Psychology

KW - negotiation

KW - training

KW - mindset

KW - learning transfer

KW - training effectiveness

KW - sustainable integrative agreements

UR - http://www.scopus.com/inward/record.url?scp=85048081497&partnerID=8YFLogxK

U2 - 10.3389/fpsyg.2018.00907

DO - 10.3389/fpsyg.2018.00907

M3 - Journal articles

C2 - 29928247

VL - 9

JO - Frontiers in Psychology

JF - Frontiers in Psychology

SN - 1664-1078

IS - JUN

M1 - 907

ER -