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Roman Trötschel

Prof. Dr.

Roman Trötschel

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Prof. Dr. Roman Trötschel

    Research areas

  • Psychology - Social Psychology, Political Psychology

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    1. 2025
    2. E-pub ahead of print

      How, when and why do negotiators use reference points? A qualitative interview study with negotiation practitioners

      Mann, M., Trötschel, R., Warsitzka, M. & Hüffmeier, J., 20.03.2025, (E-pub ahead of print) In: International Journal of Conflict Management. 33 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    3. Accepted/In press

      Negotiating With Yourself and Winning: The Dual Commitment Model for Intrapersonal Sustainability Goal Conflicts

      Sevincer, A. T., Majer, J. M. & Trötschel, R., 2025, (Accepted/In press) In: Motivation Science.

      Research output: Journal contributions › Journal articles › Research › peer-review

    4. 2024
    5. Published

      Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining

      Warsitzka, M., Zhang, H., Beersma, B., Freund, P. A. & Trötschel, R., 01.08.2024, In: Journal of Applied Psychology. 109, 8, p. 1224-1249 26 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    6. Published

      United we stand: A principle-based negotiation training for collective bargaining

      Mann, M., Warsitzka, M., Hüffmeier, J. & Trötschel, R., 13.02.2024, In: International Journal of Conflict Management. 35, 2, p. 427-452 26 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    7. Published

      Wie treffen Gruppen gute Entscheidungen? "Holzbein Kiel" - eine Übung zur Entscheidungsfindung in Gruppen

      Mann, M., Warsitzka, M., Trötschel, R. & Hüffmeier, J., 2024, Planspiele – interdisziplinär vernetzt: Rückblick auf das 34. Europäische Planspielforum und den Deutschen Planspielpreis 2023. Alf, T., Hahn, S., Fischer, I., Zürn, B. & Trautwein, F. (eds.). Stuttgart: ZMS – Zentrum für Managementsimulation, DHBW Stuttgart, p. 8-19 12 p. (ZMS-Schriftenreihe; vol. 14).

      Research output: Contributions to collected editions/works › Article in conference proceedings › Transfer

    8. 2023
    9. Published

      Present generation’s negotiators realize their interests at the cost of future generations

      Treek, M., Majer, J. M., Zhang, H., Zhang, K. & Trötschel, R., 01.11.2023, In: Journal of Environmental Psychology. 91, 102126.

      Research output: Journal contributions › Journal articles › Research › peer-review

    10. Published

      Nine Degrees of Uncertainty in Negotiations

      Schauer, M., Majer, J. M. & Trötschel, R., 01.05.2023, In: Negotiation Journal. 39, 2, p. 207-228 22 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    11. Published

      Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts

      Schuster, C., Harinck, F. & Trötschel, R., 01.02.2023, In: Negotiation and Conflict Management Research. 16, 1, p. 80-99 20 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    12. 2022
    13. Published

      Negotiating Sustainability Transitions: Why Does It Matter? What Are the Challenges? How to Proceed?

      Majer, J. M. & Troetschel, R., 15.07.2022, In: Sustainability. 14, 14, 5 p., 8691.

      Research output: Journal contributions › Other (editorial matter etc.) › Research

    14. 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 contributions › Journal articles › Research › peer-review

    15. 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 contributions › Journal articles › Research › peer-review

    16. 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 contributions › Journal articles › Research › peer-review

    17. 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 contributions › Journal articles › Research › peer-review

    18. 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 contributions › Journal articles › Research › peer-review

    19. 2021
    20. 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 contributions › Journal articles › Research › peer-review

    21. Published

      Resolving conflicts between people and over time in the transformation toward sustainability: A framework of interdependent conflicts

      Majer, J. M., Barth, M., Zhang, H., Treek, M. & Trötschel, R., 15.04.2021, In: Frontiers in Psychology. 12, 16 p., 623757.

      Research output: Journal contributions › Journal articles › Research › peer-review

    22. 2020
    23. 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 contributions › Journal articles › Research › peer-review

    24. Published

      Whatever we negotiate is not what I like: How value-driven conflicts impact negotiation behaviors, outcomes, and subjective evaluations

      Schuster, C., Majer, J. M. & Trötschel, R., 01.09.2020, In: Journal of Experimental Social Psychology. 90, 12 p., 103993.

      Research output: Journal contributions › Journal articles › Research › peer-review

    25. 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 contributions › Journal articles › Research › peer-review

    26. 2019
    27. Published

      Strong or weak synergy? Revising the assumption of team-specific advantages in integrative negotiations

      Hüffmeier, J., Zerres, A., Freund, P. A., Backhaus, K., Trötschel, R. & Hertel, G., 01.09.2019, In: Journal of Management. 45, 7, p. 2721-2750 30 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    28. 2018
    29. Published

      Mindset-Oriented Negotiation Training (MONT): Teaching more than skills and knowledge

      Ade, V., Schuster, C., Harinck, F. & Trötschel, R., 05.06.2018, In: Frontiers in Psychology. 9, JUN, 13 p., 907.

      Research output: Journal contributions › Journal articles › Research › peer-review

    30. 2017
    31. Published

      Early-Career Researchers’ Perceptions of the Prevalence of Questionable Research Practices, Potential Causes, and Open Science

      Stürmer, S., Oeberst, A., Trötschel, R. & Decker, O., 01.11.2017, In: Social Psychology. 48, 6, p. 365-371 7 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    32. Published

      Kommentar zur .,Stellungnahme zur Lage des wissenschaftlichen Nachwuchses in der Psychologie" von Rentzsch et al.

      Stürmer, S., Oeberst, A., Trötschel, R. & Decker, O., 10.2017, In: Psychologische Rundschau. 68, 4, p. 270-272 3 p.

      Research output: Journal contributions › Comments / Debate / Reports › Research

    33. Published

      How and Why Precise Anchors Distinctly Affect Anchor Recipients and Senders

      Loschelder, D. D., Friese, M. & Trötschel, R., 01.05.2017, In: Journal of Experimental Social Psychology. 70, p. 164-176 13 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    34. Published

      Verhandeln

      Trötschel, R., Höhne, B., Majer, J. M., Loschelder, D. D., Deller, J. & Frey, D., 20.02.2017, Kommunikation, Interaktion und soziale Gruppenprozesse. Bierhoff, H.-W. & Frey, D. (eds.). 1 ed. Göttingen: Hogrefe Verlag GmbH & Co. KG, p. 803-846 44 p. (Enzyklopädie der Psychologie; vol. 6, no. 3).

      Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review

    35. 2016
    36. Published

      The Information-anchoring model of first-offers: When moving first helps versus hurts negotiators

      Loschelder, D. D., Trötschel, R., Swaab, R. I., Friese, M. & Galinsky, A. D., 01.07.2016, In: Journal of Applied Psychology. 101, 7, p. 995-1012 18 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    37. Published

      Mentoring in Massive Open Online Courses - Eine Nutzenanalyse auf Basis des IS-Success-Modells

      Drawert, K., Mager, M., Funk, B., Trötschel, R. & Pfeifer, C., 03.2016, Multikonferenz Wirtschaftsinformatik (MKWI) 2016: Technische Universität Ilmenau 09. - 11. März 2016 . Nissen, V., Stelzer, D., Straßburger, S. & Fischer, D. (eds.). Universitätsverlag Ilmenau - ilmedia, Vol. 3. p. 1511-1522 12 p. (Multikonferenz Wirtschaftsinformatik, MKWI 2016; vol. 3).

      Research output: Contributions to collected editions/works › Article in conference proceedings › Research › peer-review

    38. Published

      Verhandlungsforschung als Grundlage einer Mediationstheorie

      Trötschel, R., Majer, J. M. & Höhne, B., 2016, Handbuch Mediation. Haft, F. & von Schlieffen, K. (eds.). 3 ed. München: C.H. Beck Verlag, p. 163-186 24 p. 6

      Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Education › peer-review

    39. Published

      Workplace mediation: Lessons from negotiation theory

      Höhne, B., Loschelder, D. D., Gutenbrunner, L., Majer, J. M. & Trötschel, R., 2016, Advancing workplace mediation through integration of theory and practice. Bollen, K., Euwema, M. & Munduate, L. (eds.). Cham: Springer, p. 67-86 20 p. (Industrial Relations & Conflict Management; vol. 3).

      Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review

    40. 2015
    41. Published

      Procedural Frames in Negotiations: How offering my resources versus requesting yours impacts perception, behavior, and outcomes

      Trötschel, R., Loschelder, D. D., Höhne, B. & Majer, J. M., 01.03.2015, In: Journal of Personality and Social Psychology. 108, 3, p. 417-435 19 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    42. 2014
    43. Published

      “€14,875?!”: Precision boosts the anchoring potency of first offers

      Loschelder, D. D., Stuppi, J. & Trötschel, R., 05.2014, In: Social Psychological and Personality Science. 5, 4, p. 491-499 9 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    44. Published

      Ratgeber: Erfolgreich beim Gehaltspoker

      Loschelder, D. & Trötschel, R., 03.04.2014, In: Gehirn und Geist. 5, p. 22-27 5 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    45. Published

      The First-Mover Disadvantage: The Folly of Revealing Compatible Preferences

      Loschelder, D. D., Swaab, R., Trötschel, R. & Galinsky, A. D., 04.2014, In: Psychological Science. 25, 4, p. 954-962 9 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    46. Published

      Unsicher in Verhandlungsfragen? Hier finden Sie Antworten von Verhandlungsexperten!

      Gamm, F., Dall, M., Schranner, M., Höhne, B., Loschelder, D. D. & Trötschel, R., 2014, In: Die Wirtschaftsmediation. 2014, 1, p. 47-49 3 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    47. 2013

    48. Promoting Prevention Success at the Bargaining Table: Regulatory Focus in Distributive Negotiations

      Trötschel, R., Bündgens, S., Hüffmeier, J. & Loschelder, D. D., 10.2013, In: Journal of Economic Psychology. 38, p. 26-39 14 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    49. 2012

    50. Identity-b(i)ased intervention of third-parties: The effects of social categorization during mediation-arbitration

      Loschelder, D. D., Bündgens, S. & Trötschel, R., 06.05.2012, In: Journal of European Psychology Students (JEPS). 3, 1, p. 24-38 15 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    51. Konfliktlösung durch Verhandlung: Ein wissenschafliches Training für die Praxis

      Trötschel, R., Höhne, B. & Loschelder, D., 2012, In: Zeitschrift für Sozialmanagement. 10, 1, p. 40-58 19 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    52. Strategic control over the unhelpful effects of primed social categories and goals

      Webb, T. L., Sheeran, P., Gollwitzer, P. M. & Trötschel, R., 2012, In: Zeitschrift für Psychologie. 220, 3, p. 187-193 7 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    53. 2011

    54. Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself into the opponent's shoes helps to walk toward agreements

      Trötschel, R., Hüffmeier, J., Loschelder, D. D., Schwartz, K. & Gollwitzer, P. M., 10.2011, In: Journal of Personality and Social Psychology. 101, 4, p. 771-790 20 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    55. Self-regulation of priming effects on behavior

      Gollwitzer, P. M., Sheeran, P., Trötschel, R. & Webb, T. L., 07.2011, In: Psychological Science. 22, 7, p. 901-907 7 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    56. 2010

    57. Overcoming the competitiveness of an intergroup context: Third-party intervention in intergroup negotiations

      Loschelder, D. & Trötschel, R., 11.2010, In: Group Processes & Intergroup Relations. 13, 6, p. 795-815 21 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    58. When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations

      Trötschel, R., Hüffmeier, J. & Loschelder, D., 11.2010, In: Group Processes & Intergroup Relations. 13, 6, p. 741-763 23 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    59. 2008

    60. Identity affirmation and social movement support

      Simon, B., Trötschel, R. & Dähne, D., 10.2008, In: European Journal of Social Psychology. 38, 6, p. 935-946 12 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    61. Erratum: Identity affirmation and social movement support (European Journal of Social Psychology (2007) (7) DOI10.1002/ejsp.473)

      Simon, B., Trötschel, R. & Dähne, D., 09.2008, In: European Journal of Social Psychology. 38, 6, p. i 1 p.

      Research output: Journal contributions › Comments / Debate / Reports › Research

    62. Self and social identity

      Simon, B. & Trötschel, R., 2008, Introduction to Social Psychology: a European perspective. Hewstone, M., Stroebe, W. & Jonas , K. (eds.). 4 ed. Malden: Wiley-Blackwell Publishing Ltd., p. 88-110 23 p.

      Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review

    63. 2007

    64. Implementation intentions and the willful pursuit of prosocial goals in negotiations

      Trötschel, R. & Gollwitzer, P. M., 01.07.2007, In: Journal of Experimental Social Psychology. 43, 4, p. 579-598 20 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    65. 2006

    66. Soziale Identität

      Simon, B. & Trötschel, R., 2006, Handbuch der Sozialpsychologie und Kommunikationspsychologie. Bierhoff , H.-W. & Frey, D. (eds.). Göttingen: Hogrefe Verlag GmbH & Co. KG, p. 684-693 10 p. (Handbuch der Psychologie; vol. 3).

      Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review

    67. 2004

    68. Verhandlungsführung: Psychologische Grundlagen

      Trötschel, R. & Gollwitzer, P. M., 2004, Krieg und Frieden: Handbuch der Konflikt- und Friedenspsychologie. Sommer, G. & Fuchs, A. (eds.). 1 ed. Weinheim [u.a.]: Julius Beltz Verlag, p. 116-128 13 p.

      Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research › peer-review

    69. 2001

    70. The Automated will: Nonconscious activation and pursuit of behavioral goals

      Bargh, J. A., Gollwitzer, P. M., Lee-Chai, A., Barndollar, K. & Trötschel, R., 12.2001, In: Journal of Personality and Social Psychology. 81, 6, p. 1014-1027 14 p.

      Research output: Journal contributions › Journal articles › Research › peer-review

    71. Den Verlust vor Augen, die Einigung im Sinn: Zur Realisierung prosozialer Verhandlungsziele durch Vorsätze

      Trötschel, R., 2001, Osnabrück: Der Andere Verlag. 301 p.

      Research output: Books and anthologies › Monographs › Research › peer-review