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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

Structuring success: How issue-packaging agendas foster better joint outcomes in multi-issue negotiations

Zhang, H., Geiger, I., Majer, J. & Trötschel, R., 2025, In: Journal of Experimental Social 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

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Researchers

  1. Matthias Werner

Activities

  1. 39th EGOS Colloquium - EGOS 2023
  2. International Journal of Modelling, Identification and Control (Fachzeitschrift)
  3. Workshop zu gegenwärtigen Bedingungen von Schreib- und Denkarbeit
  4. European Conference on Information Systems 2023 (Veranstaltung)
  5. Roundtable: Autonomous Intelligent Systems in space: Operational and Legal Challenges
  6. A behavioral science view onto climate risk and uncertainty communications
  7. Modellentwicklung zur Beschreibung von Reibschwingungen bei der Schraubenmontage
  8. University of Arts and Industrial Design Linz
  9. 6th IFAC Workshop on Periodic Control Systems (PSYCO)
  10. Do mindsets make a difference? Professionalizing teachers for inclusive language learning environments
  11. Podiumsdiskussion
  12. Western Closure of the Corinth Rift : Stratigraphy and structure of the Lakka fault block
  13. Future Challenges and Opportunities for the Study of National Stereotypes 2008
  14. Wirtschaftsinformatik - ChatGBT im täglichen Einsatz
  15. ‘The contemporary significance of Luther's doctrine of the Eucharist’, lecture given by Martin Wendte, University of Tübingen
  16. FINT Conference 2012

Publications

  1. Towards a Multi-Level Approach to Studying Entrepreneurship in Professional Services
  2. Evidence on copula-based double-hurdle models with flexible margins
  3. Realist Inquiry
  4. Microstructure by design
  5. The most frequent phrasal verbs in English language EU documents - A corpus-based analysis and its implications
  6. Der „reflective practicioner“
  7. "Was tun?"
  8. Enhancing public participation through social learning and local identity
  9. How Big Does Big Data Need to Be?
  10. Links between media communication and local perceptions of climate change in an indigenous society
  11. The Power and Peril of Precise vs. Round Health Message Interventions to Increase Stair-Use
  12. On the impact of network size and average degree on the robustness of centrality measures
  13. Final departure
  14. Generalized Between Icon, Symbol and Index
  15. Dialogue on Writing
  16. Motivation for the Continuation of Work
  17. Modelling and simulation of dynamic microstructure evolution of aluminium alloys during thermomechanically coupled extrusion process
  18. Culture as an Engine of Local Development Processes
  19. Value creation in post-pandemic retailing
  20. Quand la mémoire devient image de souvenier
  21. Comparison through conversation
  22. The impact of digital innovation on path-dependent decision-making
  23. Misconceptions of Measurement Equivalence
  24. Quality Education and lifelong learning for all: trying to get to grips with the iridescent, multifaced, and at the same time universal character of SDG 4
  25. The Making of MEZ - Multilingual Development: