Toward a Better Understanding of the Mindsets of Negotiators

Abstract

Abstract. 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.

Value-focused negotiation versus integrative mindset: Reducing fixed-pie perceptions in integrative negotiations

“…However, there is limited knowledge about why some negotiators suffer from the fixed-pie assumption and why some negotiators can avoid this bias. Businesses need clarity on whether the scale for an integrative mindset proposed by Ade et al (2020) should be applied in practice to reduce fixed assumptions and improve negotiation performance. If this knowledge is created, the following problem could be solved:…”

“…The goal of this study is to test and compare two theories that claim to affect negotiation performance: the scale for integrative mindset (SIM) by Ade et al (2020) and the value-focused thinking (VFT) technique of identifying objectives by Keeney (1992). Ade et al (2018) contended that the negotiator's mindset is one potential explanation for why some negotiators tend to achieve better results in integrative negotiations.…”

“…This "win-lose" perspective is due to a fundamental bias (Bazerman and Neale, 1992, p. 69). This thesis aims to test and compare two theories in the labour negotiation context, both of which claim to affect business negotiation performance: the scale for integrative mindset (SIM) by Ade et al (2020) and the value-focused thinking (VFT) technique of identifying objectives by Keeney (1996). The business problem is presented in the subsequent section.…”

“…This thesis aims to test and compare two theories, the scale for integrative mindset by Ade et al (2020) and the value-focused thinking technique of identifying objectives by Keeney (1992), both of which claim to affect integrative negotiation performance. These theories have not yet been experimentally tested and compared to determine whether and in what combination their application generates superior outcomes in integrative business negotiations in the context of labour negotiations.…”

“…This thesis provides original insights into the scale for integrative mindset by Ade et al (2020) and Keeney's (1992) value-focused thinking technique of identifying objectives. As this study mainly supports Weingarts ' (1996) integrative behaviours as predictors of the Pareto efficiency of the individual economic outcome and joint economic outcome and indicates that the application of the value-focused thinking technique is a predictor of the counterpart's subjective value inventory, this study effectively identifies a combination of methodologies to address all defined negotiation objectives.…”