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 ...
The Influence of Group Memberships on the Information Exchange in Digital MediaAbstract. Digital media have become a central means for information exchange in learning and work environments. The decrease of social cues during computer-mediated ...