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 ...
Since psychotherapy failures and early dropouts represent a sizable percentage of the clients who start psychotherapy, it is clearly important to devise a methodologically sound and effective process of treatment selection. In this study, a negotiation ...
Abstract. This article introduces and discusses the 15-item Scale for the Integrative Mindset (SIM) of negotiators, that is of people involved in joint decision-making processes. The scale is based on the integrative mindset (Ade, ...
Abstract. Increasing price precision leads to linearly stronger anchoring effects for amateurs, but highly precise anchors can backfire for experts. Previous research focused on experts bargaining about an object within their expertise ...
Negotiations between three or more parties are more complex than dyadic negotiations concerning the integration of various interests. In this study, we investigated negotiation in a collaborative virtual environment. We focused specifically on ...