Abstract: The present study applies regulatory focus theory (Higgins, 1997, 1998) to the realm of negotiations. It is demonstrated that compatibility between a negotiator's regulatory focus and a negotiation issue influences which issue is given priority ...
Self-regulation in negotiation: Evaluation of a training program to improve negotiating competenceAbstract. The development and evaluation of a negotiation training program based on the model of self-regulation by Zimmerman (2000) is described. The ...
Do prepared negotiators achieve more? Testing a training program to improve planning of negotiationsThis article focuses on the presentation of a scientifically evaluated training program, which aims to improve strategic planning for negotiations. The ...