Professorship for Social-, Organizational and Political Psychology, especially empirical Negotiation Research

Organisational unit: Professoship

Organisation profile

The Department of Social and Political Psychology and its affiliated Negotiation Research Group (NRG) deals with the empirical study of psychological processes in negotiations. The focus of the scientific work is on psychological processes that facilitate or hinder an integrative balance of interests between negotiating parties. In a large number of third-party funded research projects (e.g. DFG, EU-Fonds, Volkswagenstiftung), the experience and behaviour of people in socially relevant negotiation situations, such as in the context of economy, politics, work or the environment, is investigated together with international cooperation partners.

The department positions itself as an important player at the interface between science and practice. In addition to the establishment of a certificate course in "The Psychology of Negotiation", the research group regularly offers further education and training seminars in which scientifically sound knowledge on the subject of negotiation is conveyed in a practical and action-oriented manner.

In order to transfer scientific knowledge to the public and practice, the department regularly contributes to the social discourse, both through training and education offers and through public relations work (e.g. newspaper reports, radio reports and television interviews).

  1. 2022
  2. Published

    Give and take frames in shared-resource negotiations

    Majer, J., Zhang, K., Zhang, H., Höhne, B. & Trötschel, R., 01.06.2022, In: Journal of Economic Psychology. 90, 20 p., 102492.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  3. Published

    Conflict strength: Measuring the tension between cooperative and competitive incentives in experimental negotiation tasks

    Majer, J., Schweinsberg, M., Zhang, H. & Trötschel, R., 06.05.2022, In: Collabra: Psychology. 8, 1, 17 p., 35330.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  4. Published

    From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas

    Trötschel, R., Treek, M., Heydenbluth, C., Zhang, K. & Majer, J. M., 01.05.2022, In: Sustainability. 14, 9, 26 p., 5257.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  5. Published

    When control does not pay off: The dilemma between trade-off opportunities and budget restrictions in B2B negotiations

    Mann, M., Warsitzka, M., Zhang, H., Hüffmeier, J. & Trötschel, R., 06.04.2022, In: Negotiation and Conflict Management Research. 15, 4, p. 240-263 24 p.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  6. Published

    How cognitive issue bracketing affects interdependent decision-making in negotiations

    Warsitzka, M., Zhang, H., Loschelder, D. D., Majer, J. & Trötschel, R., 01.03.2022, In: Journal of Experimental Social Psychology. 99, 16 p., 104268.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  7. 2021
  8. Published

    Negotiation complexity: a review and an integrative model

    Zhang, H., Zhang, K., Warsitzka, M. & Trötschel, R., 27.07.2021, In: International Journal of Conflict Management. 32, 4, p. 554-573 20 p.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  9. Published
  10. 2020
  11. Published

    Toward a better understanding of the mindsets of negotiators: Development and construct validation of the Scale for the Integrative Mindset (SIM)

    Ade, V., Dantlgraber, M., Schuster, C. & Trötschel, R., 01.09.2020, In: European Journal of Psychological Assessment. 36, 5, p. 740-747 8 p., a000548.

    Research output: Journal contributionsJournal articlesResearchpeer-review

  12. Published
  13. Published

    Open to Offers, but Resisting Requests: How the Framing of Anchors Affects Motivation and Negotiated Outcomes

    Majer, J. M., Trötschel, R., Galinsky, A. & Loschelder, D. D., 09.2020, In: Journal of Personality and Social Psychology. 119, 3, p. 582-599 18 p.

    Research output: Journal contributionsJournal articlesResearchpeer-review