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Schlagworte
- Negotiation (2)
- Kommunikationstraining (1)
- Mindset (1)
- Training (1)
- Verhandlung (1)
- Verhandlungsführung (1)
Institut
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 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.
In this cumulative thesis, the author presents four manuscripts and two appendixes. In the manuscripts he discusses mindsets and their relation to the effectiveness of negotiation training. His general claim is that mindsets promise to be relevant for training effectiveness. Still, more research needs to be done and chapter 3 presents the Scale for the Integrative Mindset of Negotiators (SIM) that can be used for some of that research. In the appendixes, the author presents two negotiation training exercises. The first addresses an international refugee policy summit and the second a negotiation over the sale of a large solar pv park in Thailand.