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- W3002874200 abstract "Negotiation scholars generally model as the terminal endpoint of the process. From this perspective, parties instantaneously realize their outcomes when 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 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 fluidity. Basic psychometric properties for this measure were established using six correlational samples that demonstrate aspects of both discriminant and convergent validity. Fixed mindset appears to predict important behaviors during and after the negotiation process." @default.
- W3002874200 created "2020-01-30" @default.
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- W3002874200 date "2019-09-09" @default.
- W3002874200 modified "2023-09-24" @default.
- W3002874200 title "Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity" @default.
- W3002874200 hasPublicationYear "2019" @default.
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