Article

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

Authors

• Carolin Schuster, carolin.schuster@leuphana.de(compose email, opens in email app.), Institute of Psychology, Leuphana University Lüneburg, None
• Fieke Harinck
• Roman Trötschel, Institute of Psychology, Leuphana University Lueneburg, None

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.

Keywords:

social psychology, value conflict, mindset, integrative negotiation, experimental study

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