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 ...
Females are perceived to have less power than males. These differences in perceived power might render different self-regulatory strategies appropriate: Women should (as members of other low-power groups) care about security, whereas men should (as ...