Roman Trötschel's research while affiliated with Leuphana University Lüneburg and other places

Publications (41)

Article
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The present study tests the effectiveness of a mindset intervention for negotiators in value-driven conflicts. We hypothesize that this intervention fosters integrative negotiation behaviors and subjective outcomes. In an experimental 2 (motive: value vs. utility) by 2 (intervention: mindset vs. control) design, 253 participants negotiated online w...
Article
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Conflict management scholars study mixed-motive negotiation situations with cooperative and competitive incentives predominantly through multi-issue negotiation tasks in experimental studies. Intriguingly, experimenters currently lack an objective, generalizable, and continuous measure that precisely quantifies the incentives underlying these negot...
Article
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Current sustainability challenges often reflect common resource dilemmas where peoples’ short-term self-interests are at odds with collective interests in the present and future. In this article, we highlight the key role of joint decision-making processes in negotiations to facilitate the management of common resource dilemmas and to promote the t...
Article
In this article, we extend theorizing on how actors in individual decision-making situations deal with multiple choices (choice bracketing) in an important joint, interdependent decision-making context—that is, negotiations. Based on the insights on choice bracketing, we posit that parties handle the complexity of multi-issue decision-making by cog...
Article
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Negotiations that involve contributions or distributions of shared resources are ubiquitous. However, the empirical literature has predominantly focused on how parties negotiate the exchange of exclusive resources in transaction negotiations (e.g., buyer-seller negotiations) and ignored shared-resource negotiations. We develop a novel negotiation t...
Article
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Practitioners in business-to-business (B2B) organizations often report difficulties to reach mutually beneficial outcomes in their buyer-seller negotiations—a finding that contrasts with researchers’ expectations based on the favorable preconditions B2B negotiations provide. In this conceptual article, we argue that this researcher-practitioner gap...
Article
Purpose This paper aims to review and synthesize the existing literature related to negotiation complexity and provides an integrative model to systematically identify and examine factors contributing to negotiation complexity and how they affect negotiating parties’ behaviors and economic and subjective outcomes. Design/methodology/approach The a...
Article
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Transformative and mutually beneficial solutions require decision-makers to reconcile present- and future interests (i.e., intrapersonal conflicts over time) and to align them with those of other decision-makers (i.e., interpersonal conflicts between people). Despite the natural co-occurrence of intrapersonal and interpersonal conflicts in the tran...
Article
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Value conflicts have been shown to impair negotiation behaviors and outcomes (Harinck & Ellemers, 2014). The present studies aim to replicate and extend this finding in a paradigm where the parties’ values were different, but not opposed. We hypothesized that activating values, rather than utilities, as motives in a negotiation would not only impai...
Article
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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, Schuster, Harinck, & Trötschel, 2018), which describes a set of three inclinations of parties approaching negotiations: a collabo...
Article
Abundant research has established that first proposals can anchor negotiations and lead to a first-mover advantage. The current research developed and tested a motivated anchor adjustment hypothesis that integrates the literatures on framing and anchoring and highlights how anchoring in negotiations differs in significant ways from standard decisio...
Preprint
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Value conflicts have been shown to impair negotiation behavior and outcomes (Harinck & Ellemers, 2014). Positions on values may be perceived as more incompatible than positions interests in utility-driven conflicts because incompatible values typically induce identity threat and a trade-off aversion. In two preregistered experiments (N=176/310), we...
Article
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In this conceptual paper, we propose that both skill set development and mindset development would be desirable dimensions of negotiation training. The second dimension has received little attention thus far, but negotiation mindsets, i.e., the psychological orientations by which people approach negotiations, are likely to have a considerable influ...
Article
When negotiations are complex and consequential, organizations usually send teams rather than individuals to the negotiation table because teams are expected to provide additional beneficial negotiation processes and, thus, generate superior outcomes. Similarly, theoretical accounts of integrative negotiations assume higher outcomes for teams than...
Article
Young researchers of today will shape the field in the future. In light of current debates about social psychology’s research culture, this exploratory survey assessed early-career researchers’ beliefs (N = 88) about the prevalence of questionable research practices (QRPs), potential causes, and open science as a possible solution. While there was...
Article
A negotiation commonly starts with one party sending and the counterpart receiving a first offer. This first offer anchors recipients and yields higher profits to the sender. Recent research has shown that precise anchors ($28.75) – those fea- turing fewer trailing zeros – are more potent than round anchors ($30.00). The present studies extend this...
Chapter
To avoid impasses and to reach mutually beneficial agreements in negotiation and mediation, parties need to overcome a multitude of pitfalls—both of psychological and structural nature. En route to facilitating beneficial agreements, mediators can build on negotiation theory, which provides a number of key insights into the psychological and struct...
Article
Does making the first offer increase or impair a negotiator's outcomes? Past research has found evidence supporting both claims. To reconcile these contradictory findings, we developed and tested an integrative model-the Information-Anchoring Model of First Offers. The model predicts when and why making the first offer helps versus hurts. We sugges...
Article
While abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of eight studies, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their o...
Conference Paper
The present paper introduces a novel framework for negotiation research and practice by elaborating on the role of interest-relevant resources in negotiation on conflicts of interests. In the theoretical framework of Resource-Oriented Negotiations (RON) it is predicted that aside from psychological processes (motivation, cognition, emotion) the cha...
Article
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The current research establishes a first-mover disadvantage in negotiation. We propose that making the first offer in a negotiation will backfire when the sender reveals private information that an astute recipient can leverage to his or her advantage. In two experiments, we manipulated whether the first offer was purely distributive or revealed th...
Article
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In negotiations, higher first offers from sellers drive up sale prices—reversely, buyers benefit from lower first offers. Whereas abundant research has replicated this robust anchoring effect of opening offers, little is known about the impact of anchors’ precision or the interplay of extremity and precision. We propose that precision moderates the...
Article
While promotion-focused individuals conceptualize goals as ideals and opportunities, prevention-focused individuals conceptualize goals as obligations and necessities. Due to these different goal conceptualizations, prevention-focused parties are expected to set the framework for agreements in distributive business-negotiations among parties with d...
Article
A frequent problem in negotiation teams is that members insufficiently elaborate and integrate different interests within the team. Building on theory and findings of diversity research, the present research proposes that perceived homogeneity within negotiation teams can explain their problem with interest elaboration and integration. Illuminating...
Article
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The present research investigates the effects of social categorization on the intervention behavior of third parties who engage in the hybrid dispute resolution procedure of mediation-arbitration (Ross & Conlon, 2000). Specifically, it was predicted that an affiliation to a disputant leads third parties to favor the affiliated ingroup disputant ove...
Article
Social situations can, at times, have a detrimental influence on behavior (e.g., exposure to supermodels can make people dumb, certain social situations can prompt excessive alcohol consumption). Gaining control over such effects can be difficult because the situational influence often occurs outside conscious awareness. The present research invest...
Article
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Previous negotiation research predominantly focused on psychological factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators' egoistic...
Article
The present study explores the impact of an anticipated arbitration through a third-party in an integrative negotiation task. It was predicted that the mere anticipation of third-party intervention by an arbitrator would suffice to facilitate cooperation between the parties and lead to more integrative offers. The findings of the present research r...
Article
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In three experiments, we tested whether people can protect their ongoing goal pursuits from antagonistic priming effects by using if-then plans (i.e., implementation intentions). In Experiment 1, concept priming did not influence lexical decision time for a critical stimulus when participants had formed if-then plans to make fast responses to that...
Article
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The present research addresses the specific impairments of an intergroup negotiation context with respect to intergroup competitiveness and partial impasses. We examined whether mediation-arbitration (med-arb), a hybrid form of third-party intervention, is conducive to overcoming the detrimental effect of an intergroup negotiation context. Study 1...
Article
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The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators’ salient group identities increase their...
Article
Identity Affirmation and Social Movement Support By Bernd Simon, Roman Trötschel and Dorit Dähne. The above article (DOI: 10.1002/ejsp.473) was published online in Early View on 6 November 2007. On page 7 of the initial online publication of this article, the first subheading was incorrect. The correct first subheading is reproduced below: Manipula...
Article
It is argued that the power of collective identification to mobilize people for collective action such as social movement support derives at least partly from processes of identity affirmation. The hypothesized identity-affirming function of social movement support is tested in two laboratory experiments which revolve around collective identity as...
Article
Three studies examined whether the self-regulation strategy of forming implementation intentions (i.e., if-then plans) facilitates the attainment of prosocial goals when a limited resource is to be distributed between two parties who hold adverse cognitive orientations. In three experiments, pairs of negotiators were assigned prosocial goals that e...
Chapter
Malen Sie sich zunächst einmal aus, wie Sie den Speichel, der Ihnen im Mund zusammenläuft, herunterschlucken, oder tun Sie es. Stellen Sie sich danach vor, wie Sie ihn in einen Becher spucken und diesen austrinken! Was Ihnen als natürlich und als „Ihnen zugehörig“ erschien, wird eklig und fremd. Das, was man als eng zum eigenen Körper gehörig empfi...
Article
Two experiments explored the role of social motivation and perspective taking in integrative and distributive negotiations. It was tested whether perspective taking moderates the effect of social motivation on negotiation outcomes in integrative and distributive negotiations. In line with previous findings it was found that in an integrative negoti...
Article
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Verhandlungsforschung wird heutzutage unter drei verschiedenen: Perspektiven betrieben: In kognitiven Ansätzen wird untersucht, wie unterschiedliche Konzeptualisierungen der Verhandlungssituation und des Verhandlungsgeschehen zu mehr oder weniger günstigen Verhandlungsergebnissen führen. Motivationale Ansätze versuchen dagegen herauszufinden, wie i...
Article
Full-text available
It is proposed that goals can be activated outside of awareness and then operate nonconsciously to guide self-regulation effectively (J. A. Bargh, 1990). Five experiments are reported in which the goal either to perform well or to cooperate was activated, without the awareness of participants, through a priming manipulation. In Experiment 1 priming...

Citations

... Negotiation scholars have often emphasized that it is not only crucial how we characterize conflict situations from an objective perspective [31], but also how individual stakeholders mentally construe these objective conflict structures [32,33]. We believe that investigating how stakeholders subjectively construe the specific structure of negotiation processes in sustainability transitions may provide new insights into the psychological and social barriers toward more integrative agreements and transformative solutions. ...
... Climate change, biodiversity loss, resource depletion, and related sustainability challenges often form a common resource dilemma where short-term individual interests are at odds with long-term collective interests [23,24]. Whereas previous research on negotiation processes and conflict management primarily focused on classic exchange negotiations between a buyer and a seller (e.g., [25]), Trötschel and colleagues [26] argue that negotiation processes in sustainability transitions most often revolve around common resource dilemmas. The unique structural features of these dilemma situations suggest that stakeholders primarily tend to claim resources in a destructive way, leading to the exploitation and long-term collapse of resources. ...
... Negotiation can help manage both our social interdependencies and the systemic social-ecological interdependencies that must be acknowledged and managed for successful transitions. Given the negotiations' prominent role in the management of transitions and processes of policy design, it is surprising that insights from psychological and behavioral negotiation research have rarely been applied to inform and facilitate the management of sustainability transitions (see for exceptions: [10][11][12][13]) and processes of policy design [14]. ...
... Second, the literature on multi-party negotiation does not yet report theorydriven empirical results on the direct effects of power on performance (Trif et al. 2022), and recent reviews call for research on power beyond dyadic contexts (Schaerer et al. 2020;Zhang et al. 2021). Thus, we extend the literature on power by using the insights from the Social Distance Theory of Power (Magee and Smith 2013) and group synergy (Larson 2010) to explore power dynamics in complex negotiation settings characterized by ill-defined issues that do not have a clear definition, pre-set solving strategies, or clear stopping points, and that require the integration of multiple perspectives. ...
... Negotiation can help manage both our social interdependencies and the systemic social-ecological interdependencies that must be acknowledged and managed for successful transitions. Given the negotiations' prominent role in the management of transitions and processes of policy design, it is surprising that insights from psychological and behavioral negotiation research have rarely been applied to inform and facilitate the management of sustainability transitions (see for exceptions: [10][11][12][13]) and processes of policy design [14]. ...
... R2 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60 A c c e p t e d M a n u s c r i p t people participate only if they would never accept the project, and do not participate when they find the project acceptable provided that certain conditions are met. This might hinder the potential of public participation to weigh different arguments and deliberate different perspectives (Corner et al., 2012;Harinck & De Dreu, 2004;Schuster et al., 2020). ...
... Future studies could also test whether interventions can widen the range of these points across the full offer spectrum. For example, the drop in impasse risk around the 50% mark could be widened to 45% to 55% by making range offers (Ames and Mason 2015), providing rationales (Lee and Ames 2017), or utilizing first-offer framing effects (Majer et al. 2020 The relationship between first offers and impasses is likely different for services (Hart and Schweitzer 2020). Only two of the 34 categories in our data set included services (i.e., specialty services, business and industrial). ...
... A mindset is a "psychological orientation that affects the selection, encoding, and retrieval of information; as a result, mindsets drive evaluations, actions, and responses" (Rucker & Galinsky, 2016, p. 161). Especially in complex social situations like negotiations, which require the ongoing analysis of information and appropriate reactions rather than following specific predefined recipes for success, mindsets can be crucial factors to bundle and guide constructive processing and the retrieval and execution of previously learned negotiation skills (Ade et al., 2018). Support for the idea that a defensive mindset negatively affects the information processing of valuedriven negotiators comes from previous research suggesting that they perceive the conflict as a clash of values even when those values are actually quite compatible and that this perception guides their negative evaluation of the outcome (Schuster et al., 2020). ...
... Recent evidence on negotiation outcomes shows that group outcomes (i.e., group synergy) may, in fact, be directly attributable to individual-level variables (Hüffmeier et al. 2019). When the best negotiators in the group ask relevant interest-related questions, group processes have no additional incremental value for the negotiation outcomes (Hüffmeier et al. 2019). ...
... In their recent study, Hardwicke et al. [24] found that only 3% of 188 examined articles from 2014 to 2017 included a preregistration statement, which contradicts the more positive outlook by [21] and [23]. Stürmer et al. [25] also found that when early career researchers were asked about questionable research practices and open science, they deemed many open science practices necessary, yet toward preregistration they expressed more reluctance: Only about half of the participants found that preregistration was fairly necessary or very necessary, and even less indicated that they planned to consider preregistering their studies in the near future. ...