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  6. Roman Trötschel
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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. Published

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

    Mann, M., Trötschel, R., Warsitzka, M. & Hüffmeier, J., 28.04.2025, In: International Journal of Conflict Management. 36, 3, p. 481-513 33 p.

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

  3. Published

    How Do Negotiators Resolve Conflict Over Resources of Changing Value: The Role of Trust in Sequential Negotiations

    Heydenbluth, C., Aaldering, H., Zhang, H., Majer, J. & Trötschel, R., 2025, In: Journal of Experimental Psychology: Applied.

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

  4. 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

  5. Published

    Resolving the Complexity-Flexibility Dilemma in Multi-Issue Negotiations: Nested Bracketing as a Strategy to Enhance Negotiation Outcomes

    Zhang, H., Majer, J., Warsitzka, M. & Trötschel, R., 2025, In: Journal of Applied Psychology.

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

  6. Accepted/In press

    Thinking Beyond the Bargaining Table: Negotiators’ Perceptions, Behaviours and Outcomes in Negotiations Affecting External Parties

    Zhang, K., Zhang, H., Aaldering, H., Majer, J. M. & Trötschel, R., 2025, (Accepted/In press) In: European Journal of Social Psychology. 19 p.

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

  7. 2024
  8. 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

  9. 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

  10. 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

  11. 2023
  12. 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

  13. 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

  14. 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

  15. 2022
  16. 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

  17. 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

  18. 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

  19. 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

  20. 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

  21. 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

  22. 2021
  23. 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

  24. 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

  25. 2020
  26. 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

  27. 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

  28. 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

  29. 2019
  30. 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

  31. 2018
  32. 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

  33. 2017
  34. 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

  35. 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

  36. 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

  37. 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, 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

  38. 2016
  39. 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

  40. 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

  41. 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

  42. 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 Verlag, 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

  43. 2015
  44. 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

  45. 2014
  46. 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

  47. 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

  48. 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

  49. 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

  50. 2013

  51. 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

  52. 2012

  53. 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

  54. 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

  55. 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

  56. 2011

  57. 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

  58. 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

  59. 2010

  60. 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

  61. 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

  62. 2008

  63. 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

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

    Simon, B., Trötschel, R. & Dähne, D., 01.09.2008, In: European Journal of Social Psychology. 38, 6, p. i 1 p.

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

  65. 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

  66. 2007

  67. 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

  68. 2006

  69. Soziale Identität

    Simon, B. & Trötschel, R., 2006, Handbuch der Sozialpsychologie und Kommunikationspsychologie. Bierhoff , H.-W. & Frey, D. (eds.). Göttingen: Hogrefe Verlag, 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

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