The Change and Convergence of Mental Models in Negotiation: Taking Social Conditions Into Consideration
28 Pages Posted: 24 Oct 2009 Last revised: 11 Nov 2009
Date Written: June 15, 2009
The change and convergence of mental models have received increasing attention, while the antecedents have been under researched. The purpose of this study is to explore under which conditions people are likely to change and converge their mental models in the context of dyadic negotiation. Based on the motivated information processing model of negotiation (De Dreu & Carnevale, 2003), we propose that the group membership of the other party (ingroup vs. outgroup) and accountability (high vs. low) influence the change and convergence of mental models in negotiation. We collected data from 256 college students in China, and some of our hypotheses were supported. One of the most interesting finding was that shared mental model mediated the relationship between social conditions (group membership and accountability) and joint gain. The implications of our study are discussed.
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