Toward a Better Understanding of the Mindsets of Negotiators: Development and Construct Validation of the Scale for the Integrative Mindset (SIM)
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 incli...
Gespeichert in:
| Veröffentlicht in: | European journal of psychological assessment : official organ of the European Association of Psychological Assessment 2020-09, Vol.36 (5), p.740-747 |
|---|---|
| Hauptverfasser: | , , , |
| Format: | Artikel |
| Sprache: | eng |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Tags: |
Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
|
| container_end_page | 747 |
|---|---|
| container_issue | 5 |
| container_start_page | 740 |
| container_title | European journal of psychological assessment : official organ of the European Association of Psychological Assessment |
| container_volume | 36 |
| creator | Ade, Valentin Dantlgraber, Michael Schuster, Carolin Trötschel, Roman |
| description | 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. |
| doi_str_mv | 10.1027/1015-5759/a000548 |
| format | Article |
| fullrecord | <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_journals_2316510836</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><sourcerecordid>2316510836</sourcerecordid><originalsourceid>FETCH-LOGICAL-a261t-d96689e6bf4ef38b63bc2ba0637714f242d42dfd178e0b6aa0612e4aee87e2fa3</originalsourceid><addsrcrecordid>eNo9UE1Lw0AQXUTBWP0B3gIeJXZnN9lswYsWv6DqpT0vk2S2ptQk7m6R_ns3tAgDw8x7b97wGLsGfgdclFPgUGRFWcymyDkvcn3CEgEFZCIX6pQl__g5u_B-wzlorXjC7pf9L7omxfSRQiCXrrqGnA_YNW23Tnubhi9K39uu8RT8OH_Qug8tht75S3Zmcevp6tgnbPX8tJy_ZovPl7f5wyJDoSBkzUwpPSNV2Zys1JWSVS0q5EqWJeQ2ftjEsg2UmnilMCIgKEciXZKwKCfs5nB3cP3Pjnwwm37numhphARVANdSRRYcWLXrvXdkzeDab3R7A9yMIZkxBDOGYI4hRc3tQYMDmsHva3Shrbfk651z1EWjuJfKFKbMufwDyLhowg</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>2316510836</pqid></control><display><type>article</type><title>Toward a Better Understanding of the Mindsets of Negotiators: Development and Construct Validation of the Scale for the Integrative Mindset (SIM)</title><source>EBSCOhost APA PsycARTICLES</source><source>PsyJOURNALS</source><creator>Ade, Valentin ; Dantlgraber, Michael ; Schuster, Carolin ; Trötschel, Roman</creator><creatorcontrib>Ade, Valentin ; Dantlgraber, Michael ; Schuster, Carolin ; Trötschel, Roman</creatorcontrib><description>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.</description><identifier>ISSN: 1015-5759</identifier><identifier>EISSN: 2151-2426</identifier><identifier>DOI: 10.1027/1015-5759/a000548</identifier><language>eng</language><publisher>Hogrefe Publishing</publisher><subject>Collaboration ; Construct Validity ; Creativity ; Decision Making ; Female ; Human ; Male ; Mind ; Mindset ; Negotiation ; Test Construction ; Test Validity</subject><ispartof>European journal of psychological assessment : official organ of the European Association of Psychological Assessment, 2020-09, Vol.36 (5), p.740-747</ispartof><rights>2019 Hogrefe Publishing</rights><rights>2019, Hogrefe Publishing</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><cites>FETCH-LOGICAL-a261t-d96689e6bf4ef38b63bc2ba0637714f242d42dfd178e0b6aa0612e4aee87e2fa3</cites><orcidid>0000-0001-5984-9146</orcidid></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><link.rule.ids>314,777,781,27905,27906</link.rule.ids></links><search><creatorcontrib>Ade, Valentin</creatorcontrib><creatorcontrib>Dantlgraber, Michael</creatorcontrib><creatorcontrib>Schuster, Carolin</creatorcontrib><creatorcontrib>Trötschel, Roman</creatorcontrib><title>Toward a Better Understanding of the Mindsets of Negotiators: Development and Construct Validation of the Scale for the Integrative Mindset (SIM)</title><title>European journal of psychological assessment : official organ of the European Association of Psychological Assessment</title><description>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.</description><subject>Collaboration</subject><subject>Construct Validity</subject><subject>Creativity</subject><subject>Decision Making</subject><subject>Female</subject><subject>Human</subject><subject>Male</subject><subject>Mind</subject><subject>Mindset</subject><subject>Negotiation</subject><subject>Test Construction</subject><subject>Test Validity</subject><issn>1015-5759</issn><issn>2151-2426</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2020</creationdate><recordtype>article</recordtype><recordid>eNo9UE1Lw0AQXUTBWP0B3gIeJXZnN9lswYsWv6DqpT0vk2S2ptQk7m6R_ns3tAgDw8x7b97wGLsGfgdclFPgUGRFWcymyDkvcn3CEgEFZCIX6pQl__g5u_B-wzlorXjC7pf9L7omxfSRQiCXrrqGnA_YNW23Tnubhi9K39uu8RT8OH_Qug8tht75S3Zmcevp6tgnbPX8tJy_ZovPl7f5wyJDoSBkzUwpPSNV2Zys1JWSVS0q5EqWJeQ2ftjEsg2UmnilMCIgKEciXZKwKCfs5nB3cP3Pjnwwm37numhphARVANdSRRYcWLXrvXdkzeDab3R7A9yMIZkxBDOGYI4hRc3tQYMDmsHva3Shrbfk651z1EWjuJfKFKbMufwDyLhowg</recordid><startdate>20200901</startdate><enddate>20200901</enddate><creator>Ade, Valentin</creator><creator>Dantlgraber, Michael</creator><creator>Schuster, Carolin</creator><creator>Trötschel, Roman</creator><general>Hogrefe Publishing</general><scope>AAYXX</scope><scope>CITATION</scope><scope>7RZ</scope><scope>PSYQQ</scope><orcidid>https://orcid.org/0000-0001-5984-9146</orcidid></search><sort><creationdate>20200901</creationdate><title>Toward a Better Understanding of the Mindsets of Negotiators</title><author>Ade, Valentin ; Dantlgraber, Michael ; Schuster, Carolin ; Trötschel, Roman</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-a261t-d96689e6bf4ef38b63bc2ba0637714f242d42dfd178e0b6aa0612e4aee87e2fa3</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>2020</creationdate><topic>Collaboration</topic><topic>Construct Validity</topic><topic>Creativity</topic><topic>Decision Making</topic><topic>Female</topic><topic>Human</topic><topic>Male</topic><topic>Mind</topic><topic>Mindset</topic><topic>Negotiation</topic><topic>Test Construction</topic><topic>Test Validity</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Ade, Valentin</creatorcontrib><creatorcontrib>Dantlgraber, Michael</creatorcontrib><creatorcontrib>Schuster, Carolin</creatorcontrib><creatorcontrib>Trötschel, Roman</creatorcontrib><collection>CrossRef</collection><collection>APA PsycArticles®</collection><collection>ProQuest One Psychology</collection><jtitle>European journal of psychological assessment : official organ of the European Association of Psychological Assessment</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Ade, Valentin</au><au>Dantlgraber, Michael</au><au>Schuster, Carolin</au><au>Trötschel, Roman</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Toward a Better Understanding of the Mindsets of Negotiators: Development and Construct Validation of the Scale for the Integrative Mindset (SIM)</atitle><jtitle>European journal of psychological assessment : official organ of the European Association of Psychological Assessment</jtitle><date>2020-09-01</date><risdate>2020</risdate><volume>36</volume><issue>5</issue><spage>740</spage><epage>747</epage><pages>740-747</pages><issn>1015-5759</issn><eissn>2151-2426</eissn><abstract>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.</abstract><pub>Hogrefe Publishing</pub><doi>10.1027/1015-5759/a000548</doi><tpages>8</tpages><orcidid>https://orcid.org/0000-0001-5984-9146</orcidid></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 1015-5759 |
| ispartof | European journal of psychological assessment : official organ of the European Association of Psychological Assessment, 2020-09, Vol.36 (5), p.740-747 |
| issn | 1015-5759 2151-2426 |
| language | eng |
| recordid | cdi_proquest_journals_2316510836 |
| source | EBSCOhost APA PsycARTICLES; PsyJOURNALS |
| subjects | Collaboration Construct Validity Creativity Decision Making Female Human Male Mind Mindset Negotiation Test Construction Test Validity |
| title | Toward a Better Understanding of the Mindsets of Negotiators: Development and Construct Validation of the Scale for the Integrative Mindset (SIM) |
| url | https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2025-01-17T12%3A57%3A25IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-proquest_cross&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=Toward%20a%20Better%20Understanding%20of%20the%20Mindsets%20of%20Negotiators:%20Development%20and%20Construct%20Validation%20of%20the%20Scale%20for%20the%20Integrative%20Mindset%20(SIM)&rft.jtitle=European%20journal%20of%20psychological%20assessment%20:%20official%20organ%20of%20the%20European%20Association%20of%20Psychological%20Assessment&rft.au=Ade,%20Valentin&rft.date=2020-09-01&rft.volume=36&rft.issue=5&rft.spage=740&rft.epage=747&rft.pages=740-747&rft.issn=1015-5759&rft.eissn=2151-2426&rft_id=info:doi/10.1027/1015-5759/a000548&rft_dat=%3Cproquest_cross%3E2316510836%3C/proquest_cross%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_pqid=2316510836&rft_id=info:pmid/&rfr_iscdi=true |