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Erscheinungsjahr
- 2020 (2) (entfernen)
Institut
- Institut für Psychologie (IFP) (2) (entfernen)
Panic disorder is a common anxiety disorder, which is associated with high subjective burden as well as a high cost for the health economy. According to the National Treatment Guideline S3, cognitive behavior therapy is recommended as the most effective psychological treatment. However, many people in need do not have access to cognitive behavior therapy. Internet-based interventions have proven to be an effective way to provide access to evidence-based treatment to those affected, thereby reducing gaps in care. For anxiety disorders, such as panic disorder and agoraphobia, a good effectiveness of internet-based interventions has been proven in numerous international studies. However, the internet has changed over the last few years: mobile technologies have considerable potential to further improve the adherence and effectiveness of internet-based interventions. Against this background, we developed the hybrid online training
The present doctoral dissertations seeks to shed theoretical and empirical light on how complexity and different approaches to manage it affect perceptions, behaviors, and outcomes in integrative negotiations. Chapter 1 summarizes the following five chapters, describes their individual contribution to the present thesis, and outlines avenues for future research. In Chapter 2, a theoretical model comprising of task- and context-based determinants of complexity in negotiations is developed. In Chapter 3, the effects of the number of issues (high vs. low) as one essential determinant of complexity on parties’ trade-off behavior and joint outcomes are investigated in a series of four experiments. Furthermore, negotiators’ cognitive categorizing of issues (i.e., their mental-accounting approach) is examined as the underlying psychological mechanism. Results reveal that more issues lead to a higher risk of scattering the integrative potential between cognitive categories (i.e., mental accounts), reducing trade-off quality and joint outcomes. In Chapter 4, the generalizability of the detrimental effect of the number of issues on joint outcomes is tested across varying numbers of issues in a meta-analysis. Moreover, boundary conditions for the effect are investigated. Results confirm the generalizability of the number-of-issues effect, but no relevant boundary conditions are identified. In Chapter 5, the effects of different mental-accounting approaches on negotiators’ judgment accuracy, trade-off behaviors, and negotiation outcomes are examined in a series of five experiments. Results demonstrate that categorizing a moderate number of issues into each mental account leads to a higher judgment accuracy, trade-off quality, and joint outcomes, but only if negotiators manage to pool the integrative potential within these accounts. Finally, Chapter 6 takes a broader perspective on different integrative strategies in negotiations (i.e., expanding the pie, logrolling, solving underlying interests), thereby laying the groundwork for future research.
Keywords: integrative negotiation, complexity, number of issues, mental accounting