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.

中文翻译：

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隐式谈判理论：制定衡量协议流动性的方法

谈判学者通常将协议建模为流程的最终“终点”。从这个角度来看，当事各方达成协议后会立即实现其结果。尽管此概念也可能反映了一些谈判者的理解（那些我们称之为“固定协议”心态的谈判者），但我们认为其他人实际上将协议设想为正在进行的过程中的一个步骤（我们称之为“流体协议”心态）。 。为了刺激对此主题的研究，我们报告了开发新的协议流动性衡量指标的初步进展。使用六个相关样本建立了此度量的基本心理计量属性，这些样本证明了判别和收敛效度的各个方面。固定的协议心态似乎可以预测谈判过程中和之后的重要行为。