Open AccessImplicit Theories of Negotiation: Developing a Measure of Agreement Fluidity
Author(s) -
Friedman Raymond A.,
Pinkley Robin L.,
Bottom William P.,
Liu Wu,
Gelfand Michele
Publication year - 2020
Publication title -
negotiation and conflict management research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.474
H-Index - 15
eISSN - 1750-4716
pISSN - 1750-4708
DOI - 10.1111/ncmr.12166
Subject(s) - mindset , negotiation , measure (data warehouse) , agreement , psychology , discriminant validity , process (computing) , perspective (graphical) , social psychology , attunement , cognitive psychology , computer science , psychometrics , sociology , artificial intelligence , developmental psychology , data mining , social science , internal consistency , operating system , medicine , alternative medicine , pathology , linguistics , philosophy
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.