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Frontiers in Psychology|June 22, 2018
Mindset-Oriented Negotiation Training (MONT): Teaching More Than Skills and KnowledgeValentin Ade, Carolin Schuster, Fieke Harinck, et al.The Journal of Applied Psychology|December 8, 2025
Resolving the complexity-flexibility dilemma in multi-issue negotiations: Nested bracketing as a strategy to enhance negotiation outcomesHong Zhang, Johann M Majer, Marco Warsitzka, et al.Psychological Science|June 10, 2011
Self-regulation of priming effects on behaviorPeter M Gollwitzer, Paschal Sheeran, Roman Trötschel, et al.Journal of Experimental Psychology. Applied|December 1, 2025
How do negotiators resolve conflict over resources of changing value: The role of trust in sequential negotiationsCaroline Heydenbluth, Hillie Aaldering, Hong Zhang, et al.Journal of Personality and Social Psychology|September 27, 2019
Open to offers, but resisting requests: How the framing of anchors affects motivation and negotiated outcomesJohann M Majer, Roman Trötschel, Adam D Galinsky, et al.Psychological Science|February 15, 2014
The first-mover disadvantage: the folly of revealing compatible preferencesDavid D Loschelder, Roderick I Swaab, Roman Trötschel, et al.Journal of Personality and Social Psychology|March 10, 2015
Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomesRoman Trötschel, David D Loschelder, Benjamin P Höhne, et al.The Journal of Applied Psychology|December 7, 2023
Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargainingMarco Warsitzka, Hong Zhang, Bianca Beersma, et al.Frontiers in Psychology|May 3, 2021
Resolving Conflicts Between People and Over Time in the Transformation Toward Sustainability: A Framework of Interdependent ConflictsJohann M Majer, Matthias Barth, Hong Zhang, et al.Journal of Personality and Social Psychology|July 7, 2011
Perspective taking as a means to overcome motivational barriers in negotiations: when putting oneself into the opponent's shoes helps to walk toward agreementsRoman Trötschel, Joachim Hüffmeier, David D Loschelder, et al.Pageof 2