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http://hdl.handle.net/10397/93792
Title: | Implicit theories of negotiation : developing a measure of agreement fluidity | Authors: | Friedman, RA Pinkley, RL Bottom, WP Liu, W Gelfand, M |
Issue Date: | 1-Apr-2020 | Source: | Negotiation and conflict management research, 1 Apr. 2020, v. 13, no. 2, p. 127-150 | Abstract: | Negotiation scholars generally model agreement as the terminal “endpoint” of the process. From this perspective, parties instantaneously realize their outcomes when agreement is reached. Although this conception may also reflect the understanding of some negotiators (those with what we call a “fixed agreement” mindset), we argue that others actually envision agreement as one step in an ongoing process (what we call a “fluid agreement” mindset). To spur research on this topic, we report initial progress on development of a new measure of agreement fluidity. Basic psychometric properties for this measure were established using six correlational samples that demonstrate aspects of both discriminant and convergent validity. Fixed agreement mindset appears to predict important behaviors during and after the negotiation process. | Keywords: | Agreements Contract Entity theory Mindset Negotiation Personality |
Publisher: | International Association for Conflict Management | Journal: | Negotiation and conflict management research | ISSN: | 1750-4708 | EISSN: | 1750-4716 | DOI: | 10.34891/v9td-vd63 | Rights: | This article is made available under the Creative Commons Attribution NonCommercial International 4.0 (CC BY NC 4.0) license (https://creativecommons.org/licenses/by-nc/4.0/). The following publication Friedman, R. & Pinkley, R. & Bottom, W. & Liu, W. & Gelfand, M., (2019) “Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity”, Negotiation and Conflict Management Research 13(2), p.127-150 is available at https://doi.org/10.34891/v9td-vd63. |
Appears in Collections: | Journal/Magazine Article |
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