Toward a better understanding of the mindsets of negotiators: Development and construct validation of the Scale for the Integrative Mindset (SIM)
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In: European Journal of Psychological Assessment, Vol. 36, No. 5, a000548, 01.09.2020, p. 740-747.
Research output: Journal contributions › Journal articles › Research › peer-review
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TY - JOUR
T1 - Toward a better understanding of the mindsets of negotiators
T2 - Development and construct validation of the Scale for the Integrative Mindset (SIM)
AU - Ade, Valentin
AU - Dantlgraber, Michael
AU - Schuster, Carolin
AU - Trötschel, Roman
PY - 2020/9/1
Y1 - 2020/9/1
N2 - This article introduces and discusses the 15-item Scale for the Integrative Mindset (SIM) of negotiators, that is of people involved in joint decision-making processes. The scale is based on the integrative mindset (Ade, Schuster, Harinck, & Trötschel, 2018), which describes a set of three inclinations of parties approaching negotiations: a collaborative, a curious, and a creative one. Using a first sample (N = 1,030) of online survey participants, we provide evidence for a high psychometric quality of the SIM as suggested by high reliabilities and good fit indices. We also compare the SIM with scales that measure well-known and possibly related psychological constructs and show the SIM’s distinction to them. Using a second sample (N = 417), we show how the SIM differs from a Scale on Inappropriate Negotiation Strategies (SINS) that has been used in previous negotiation research. The findings of the present studies are discussed with respect to potential applications of the SIM in experimental research.
AB - This article introduces and discusses the 15-item Scale for the Integrative Mindset (SIM) of negotiators, that is of people involved in joint decision-making processes. The scale is based on the integrative mindset (Ade, Schuster, Harinck, & Trötschel, 2018), which describes a set of three inclinations of parties approaching negotiations: a collaborative, a curious, and a creative one. Using a first sample (N = 1,030) of online survey participants, we provide evidence for a high psychometric quality of the SIM as suggested by high reliabilities and good fit indices. We also compare the SIM with scales that measure well-known and possibly related psychological constructs and show the SIM’s distinction to them. Using a second sample (N = 417), we show how the SIM differs from a Scale on Inappropriate Negotiation Strategies (SINS) that has been used in previous negotiation research. The findings of the present studies are discussed with respect to potential applications of the SIM in experimental research.
KW - Psychology
KW - negotiation
KW - integrative mindset
KW - scale development
KW - construct validation
UR - http://www.scopus.com/inward/record.url?scp=85075042175&partnerID=8YFLogxK
U2 - 10.1027/1015-5759/a000548
DO - 10.1027/1015-5759/a000548
M3 - Journal articles
VL - 36
SP - 740
EP - 747
JO - European Journal of Psychological Assessment
JF - European Journal of Psychological Assessment
SN - 1015-5759
IS - 5
M1 - a000548
ER -