(Hochschule für Angewandte Psychologie FHNW, 17.01.2022) Bieri, Adrian; Ade, Valentin; Dantlgraber, Michael; The Negotiation Studio, Konstanz DE
The aim of this master thesis is to exploratively test theoretical assumptions of the scale for
the integrative mindset (SIM) with a 15-item scale that quantifies a negotiator’s success
holistically. Interest in negotiation trainings has grown exponentially. Training transfer
however, seems to be largely anecdotal. Ade et al. (2018) suggest to foster an integrative
mindset to leverage negotiation skills and knowledge hence increase long-term negotiation
effectiveness by reaching sustainable integrative agreements. In two six-party multilateral
policy negotiations simulations in an online setting, students (n = 31) self-reported the SIM
and their past negotiation experiences, peer-rated negotiation performance and gave
endorsements for their top-five negotiators. There were significant correlations between the
performance and experiences r(29) = .46, p = .009, and performance and endorsements r(29)
= .54, p = .002. However, comparing Pearson and Spearman correlations provides no support
for the SIM’s validity. Strengths and limitations of the study and the negotiation performance
measurement are discussed.