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

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.

Carolin Schuster
Leuphana University Lüneburg

Fieke Harinck
Leiden University

Roman Trötschel
Leuphana University Lüneburg


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