Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity

Friedman, Pinkley, Bottom, Liu, & Gelfand. Implicit theories of negotiation: Developing a measure of agreement fluidity. Negotiation and Conflict Management Research, Forthcoming.

SMU Cox School of Business Research Paper No. 19-14

Vanderbilt Owen Graduate School of Management Research Paper

47 Pages Posted: 18 Sep 2019

See all articles by Ray Friedman

Ray Friedman

Vanderbilt University - Organizational Behavior

Robin Pinkley

Southern Methodist University (SMU) - Management and Organizations Department

Wu Liu

Hong Kong Polytechnic University - Department of Management and Marketing

Michele Joy Gelfand

University of Maryland

Date Written: September 9, 2019

Abstract

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.

Keywords: negotiation, mindset, personality, entity theory, agreements, contract

Suggested Citation

Friedman, Raymond A. and Pinkley, Robin and Liu, Wu and Gelfand, Michele Joy, Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity (September 9, 2019). Friedman, Pinkley, Bottom, Liu, & Gelfand. Implicit theories of negotiation: Developing a measure of agreement fluidity. Negotiation and Conflict Management Research, Forthcoming. , SMU Cox School of Business Research Paper No. 19-14, Vanderbilt Owen Graduate School of Management Research Paper, Available at SSRN: https://ssrn.com/abstract=3450605

Raymond A. Friedman (Contact Author)

Vanderbilt University - Organizational Behavior ( email )

401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)

HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

Robin Pinkley

Southern Methodist University (SMU) - Management and Organizations Department ( email )

United States

Wu Liu

Hong Kong Polytechnic University - Department of Management and Marketing ( email )

Li Ka Shing Tower
The Hong Kong Polytechnic University
Hong Kong, Hung Hom, Kowloon M801
China

Michele Joy Gelfand

University of Maryland ( email )

1142 Biology-Psychology Building
College Park, MD 0742-4411
United States
301 405 6972 (Phone)

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