Can we predict a negotiator’s success using the concept of an integrative mindset?

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.