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?]
Autor:innen
Bieri, Adrian
Autor:in (Körperschaft)
Publikationsdatum
17.01.2022
Typ der Arbeit
Master
Studiengang
Sammlung
Typ
11 - Studentische Arbeit
Herausgeber:innen
Ade, Valentin
Dantlgraber, Michael
Herausgeber:in (Körperschaft)
Betreuer:in
Übergeordnetes Werk
Themenheft
DOI der Originalpublikation
Link
Reihe / Serie
Reihennummer
Jahrgang / Band
Ausgabe / Nummer
Seiten / Dauer
Patentnummer
Verlag / Herausgebende Institution
Hochschule für Angewandte Psychologie FHNW
Verlagsort / Veranstaltungsort
Olten
Auflage
Version
Programmiersprache
Abtretungsempfänger:in
Praxispartner:in/Auftraggeber:in
The Negotiation Studio, Konstanz DE
Zusammenfassung
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.
Schlagwörter
negotiation, training, learning transfer, training effectiveness, sustainable integrative agreements, integrative mindset, performance
Fachgebiet (DDC)
Veranstaltung
Startdatum der Ausstellung
Enddatum der Ausstellung
Startdatum der Konferenz
Enddatum der Konferenz
Datum der letzten Prüfung
ISBN
ISSN
Sprache
Deutsch
Während FHNW Zugehörigkeit erstellt
Ja
Zukunftsfelder FHNW
Publikationsstatus
Begutachtung
Open Access-Status
Lizenz
Zitation
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