Can we predict a negotiator’s success using the concept of an integrative mindset?
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[Can we predict a negotiator’s success using the concept of an integrative mindset?]
Authors
Bieri, Adrian
Author (Corporation)
Publication date
17.01.2022
Typ of student thesis
Master
Course of study
Collections
Type
11 - Student thesis
Editors
Ade, Valentin
Dantlgraber, Michael
Editor (Corporation)
Supervisor
Parent work
Special issue
DOI of the original publication
Link
Series
Series number
Volume
Issue / Number
Pages / Duration
Patent number
Publisher / Publishing institution
Hochschule für Angewandte Psychologie FHNW
Place of publication / Event location
Olten
Edition
Version
Programming language
Assignee
Practice partner / Client
The Negotiation Studio, Konstanz DE
Abstract
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.
Keywords
negotiation, training, learning transfer, training effectiveness, sustainable integrative agreements, integrative mindset, performance
Subject (DDC)
Event
Exhibition start date
Exhibition end date
Conference start date
Conference end date
Date of the last check
ISBN
ISSN
Language
German
Created during FHNW affiliation
Yes
Strategic action fields FHNW
Publication status
Review
Open access category
License
Citation
Bieri, A. (2022). Can we predict a negotiator’s success using the concept of an integrative mindset? (V. Ade & M. Dantlgraber, eds.) [Hochschule für Angewandte Psychologie FHNW]. https://doi.org/10.26041/fhnw-4238