@article{NCMR 544, author = {Carolin Schuster, Fieke Harinck, Roman Trötschel}, title = {Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts}, volume = {16}, year = {2022}, url = {https://lps.library.cmu.edu/NCMR/article/id/544/}, issue = {1}, doi = {10.34891/2022.0544}, 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. In contrast to predictions, the mindset led to more integrative trade-offs among utility-driven but not value-driven negotiators. 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 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.}, month = {11}, keywords = {social psychology,value conflict,mindset,integrative negotiation,experimental study}, issn = {1750-4716}, publisher={Carnegie Mellon University Library Publishing Service}, journal = {Negotiation and Conflict Management Research} }