Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts

Abstract: The present study tests the effectiveness of a mindset intervention in value-driven conflicts. We hypothesize that this intervention fosters integrative negotiation behaviors and subjective outcomes. In an experimental 2(motive: value vs. utility) by 2(intervention: mindset vs. control) design, 253 participants negotiated online with a simulated counterpart. The results show not the expected intervention effect on integrative negotiation behaviors such as trade-offs. However, the results support the effectiveness of the mindset intervention to improve subjective outcomes of value-driven negotiators. Without the intervention, they perceive the negotiation as significantly less positive than utility-driven negotiators with the same, actually optimal objective outcome. In addition, explorative analyses show further interpersonal benefits of an integrative mindset: It counteracts an effect that value-driven negotiators respect their counterpart less as a person of equal worth than utility-driven negotiators. The implications of these findings for resolving value conflicts and improving tolerance between parties with different value priorities are discussed.

Keywords: value conflict, integrative negotiation, mindset, subjective outcome