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Toward a Better Understanding of the Mindsets of Negotiators : Development and Construct Validation of the Scale for the Integrative Mindset (SIM)

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Toward a Better Understanding of the Mindsets of Negotiators : Development and Construct Validation of the Scale for the Integrative Mindset (SIM)

Type of Publication: Journal article
Publication status: Published
Author: Ade, Valentin; Dantlgraber, Michael; Schuster, Carolin; Trötschel, Roman
Year of publication: 2020
Published in: European Journal of Psychological Assessment ; 36 (2020), 5. - pp. 740-747. - Hogrefe & Huber. - ISSN 1015-5759. - eISSN 2151-2426
DOI (citable link): https://dx.doi.org/10.1027/1015-5759/a000548
Summary:
This article introduces and discusses the 15-item Scale for the Integrative Mindset (SIM) of negotiators, that is of people involved in joint decision-making processes. The scale is based on the integrative mindset (Ade, Schuster, Harinck, & Trötschel, 2018), which describes a set of three inclinations of parties approaching negotiations: a collaborative, a curious, and a creative one. Using a first sample (N = 1,030) of online survey participants, we provide evidence for a high psychometric quality of the SIM as suggested by high reliabilities and good fit indices. We also compare the SIM with scales that measure well-known and possibly related psychological constructs and show the SIM’s distinction to them. Using a second sample (N = 417), we show how the SIM differs from a Scale on Inappropriate Negotiation Strategies (SINS) that has been used in previous negotiation research. The findings of the present studies are discussed with respect to potential applications of the SIM in experimental research.
Subject (DDC): 150 Psychology
Keywords: negotiation, integrative mindset, scale development, construct validation
Bibliography of Konstanz: Yes
Refereed: Yes

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ADE, Valentin, Michael DANTLGRABER, Carolin SCHUSTER, Roman TRÖTSCHEL, 2020. Toward a Better Understanding of the Mindsets of Negotiators : Development and Construct Validation of the Scale for the Integrative Mindset (SIM). In: European Journal of Psychological Assessment. Hogrefe & Huber. 36(5), pp. 740-747. ISSN 1015-5759. eISSN 2151-2426. Available under: doi: 10.1027/1015-5759/a000548

@article{Ade2020Towar-52378, title={Toward a Better Understanding of the Mindsets of Negotiators : Development and Construct Validation of the Scale for the Integrative Mindset (SIM)}, year={2020}, doi={10.1027/1015-5759/a000548}, number={5}, volume={36}, issn={1015-5759}, journal={European Journal of Psychological Assessment}, pages={740--747}, author={Ade, Valentin and Dantlgraber, Michael and Schuster, Carolin and Trötschel, Roman} }

Trötschel, Roman Ade, Valentin Schuster, Carolin eng Ade, Valentin This article introduces and discusses the 15-item Scale for the Integrative Mindset (SIM) of negotiators, that is of people involved in joint decision-making processes. The scale is based on the integrative mindset (Ade, Schuster, Harinck, & Trötschel, 2018), which describes a set of three inclinations of parties approaching negotiations: a collaborative, a curious, and a creative one. Using a first sample (N = 1,030) of online survey participants, we provide evidence for a high psychometric quality of the SIM as suggested by high reliabilities and good fit indices. We also compare the SIM with scales that measure well-known and possibly related psychological constructs and show the SIM’s distinction to them. Using a second sample (N = 417), we show how the SIM differs from a Scale on Inappropriate Negotiation Strategies (SINS) that has been used in previous negotiation research. The findings of the present studies are discussed with respect to potential applications of the SIM in experimental research. Dantlgraber, Michael 2021-01-13T11:00:01Z 2020 Toward a Better Understanding of the Mindsets of Negotiators : Development and Construct Validation of the Scale for the Integrative Mindset (SIM) Dantlgraber, Michael Trötschel, Roman 2021-01-13T11:00:01Z Schuster, Carolin

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