Take a Break! Or not? The Impact of Mindsets During Breaks on Negotiation Processes and Outcomes

Harinck, Fieke; De Dreu, Carsten K. W.

[journal article]

dc.contributor.author	Harinck, Fieke	de
dc.contributor.author	De Dreu, Carsten K. W.	de
dc.date.accessioned	2011-02-06T02:55:00Z	de
dc.date.accessioned	2012-08-29T23:02:08Z
dc.date.available	2012-08-29T23:02:08Z
dc.date.issued	2008	de
dc.identifier.uri	http://www.ssoar.info/ssoar/handle/document/21565
dc.description.abstract	In the current research, we investigate the effects of breaks—temporary recesses in which participants stop interacting and withdraw from the situation—on negotiation processes and outcomes. We conducted two laboratory experiments in which participants engaged in buyer-seller negotiations. Experiment 1 (N = 140) showed that dyads reached higher-quality agreements after a break in which they were cognitively busy with a distraction task than after a break in which they could reflect upon the negotiation. Experiment 2 (N = 76) showed that competitive thinking during a break lead to lower-quality agreements than cooperative thinking during the break. It seems that the negative effects of competitive thoughts during a break can be compensated by turning one’s mind to other issues than the negotiation, or by actively engaging in cooperative thinking.	en
dc.language	en	de
dc.subject.ddc	Psychology	en
dc.subject.ddc	Psychologie	de
dc.subject.other	Negotiation; Integrative agreements; Negotiation outcomes; Breaks; Temporary recess; Rumination; Distraction; Scrambled-sentences task
dc.title	Take a Break! Or not? The Impact of Mindsets During Breaks on Negotiation Processes and Outcomes	en
dc.description.review	begutachtet (peer reviewed)	de
dc.description.review	peer reviewed	en
dc.source.journal	Journal of Experimental Social Psychology	de
dc.source.volume	44	de
dc.publisher.country	NLD
dc.source.issue	2	de
dc.subject.classoz	Social Psychology	en
dc.subject.classoz	Sozialpsychologie	de
dc.subject.thesoz	Prozess	de
dc.subject.thesoz	Erfolg	de
dc.subject.thesoz	process	en
dc.subject.thesoz	negotiation	en
dc.subject.thesoz	Verhandlung	de
dc.subject.thesoz	success	en
dc.identifier.urn	urn:nbn:de:0168-ssoar-215652	de
dc.date.modified	2011-02-07T14:40:00Z	de
dc.rights.licence	PEER Licence Agreement (applicable only to documents from PEER project)	de
dc.rights.licence	PEER Licence Agreement (applicable only to documents from PEER project)	en
ssoar.gesis.collection	SOLIS;ADIS	de
ssoar.contributor.institution	http://www.peerproject.eu/	de
internal.status	3	de
internal.identifier.thesoz	10034404
internal.identifier.thesoz	10037665
internal.identifier.thesoz	10037097
dc.type.stock	article	de
dc.type.document	journal article	en
dc.type.document	Zeitschriftenartikel	de
dc.rights.copyright	f	de
dc.source.pageinfo	397-404
internal.identifier.classoz	10706
internal.identifier.journal	199	de
internal.identifier.document	32
internal.identifier.ddc	150
dc.identifier.doi	https://doi.org/10.1016/j.jesp.2006.12.009	de
dc.description.pubstatus	Postprint	en
dc.description.pubstatus	Postprint	de
internal.identifier.licence	7
internal.identifier.pubstatus	2
internal.identifier.review	1
internal.check.abstractlanguageharmonizer	CERTAIN
internal.check.languageharmonizer	CERTAIN_RETAINED

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