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

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

Authors

Original languageEnglish
JournalJournal of Applied Psychology
ISSN0021-9010
Publication statusPublished - 2025

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Other publications by the same author(s)

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

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

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

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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

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

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

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