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

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

Authors

Original languageEnglish
JournalJournal of Experimental Psychology: Applied
ISSN1076-898X
Publication statusPublished - 2025

Other publications by the same author(s)

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

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

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

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

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

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