series of studies conducted by Laura Kray and Michael Haselhuhn on the mind-sets of students in an MBA course on negotiating (Kray and Haselhuhn, 2007). In one of their experiments, they measured students' mind-sets at the beginning of the course by asking them the extent to which they agreed with statements like, “Good negotiators are born that way” or “All people can change even their most basic negotiation qualities” (p. 64).
