Johann M Majer
Biographic Data
| ID | 4082620 |
|---|---|
| NAME | Johann M Majer |
| GIVEN NAMES | Johann M |
| FAMILY NAME | Majer |
| SIGNATURE | MAJER J M |
| AFFILIATIONS | Leuphana University of Lüneburg |
| ORCID | 0000-0001-6974-5439 |
| VERIFIED | Yes |
| TOTAL WORKS | 13 |
| TOTAL CITATIONS | 12 |
| AUTHOR COUNT | 13 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2015 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 3 |
Applying a conflict typology to ecologies of intermediation
Ecologies of intermediation offer a context for the study of conflict in transitions. • Conflict typology proposed, relating to: values, socio-cognitive, and interest conflicts. • Interactions between conflict types and levels of intermediation. • Ecologies of intermediation as both a source and resolution of conflicts. • Conflict intermediation benefits from making deeply rooted differences visible. Within ecologies of intermediation, multiple i…
Playing it safe
Thinking Beyond the Bargaining Table
Although many negotiations affect external parties, prior research has often overlooked how negotiated agreements shape the outcomes of those who are dependent on–but absent from–the bargaining table. Across one scenario and three interactive, face‐to‐face negotiation experiments ( N = 458), we investigated how, when and why negotiators consider the outcomes of external parties. Using a novel experimental paradigm, we introduced the proximity eff…
Structuring success
Conflict frames in the wild
Addressing climate change with behavioral science
Effectively reducing climate change requires marked, global behavior change. However, it is unclear which strategies are most likely to motivate people to change their climate beliefs and behaviors. Here, we tested 11 expert-crowdsourced interventions on four climate mitigation outcomes: beliefs, policy support, information sharing intention, and an effortful tree-planting behavioral task. Across 59,440 participants from 63 countries, the interve…
Increased climate change skepticism among farmers? The roles of motivated cognition and social identity processes
Landwehr and colleagues (2023) surveyed climate change perceptions in Bavaria, focusing on the influence of socio-demographic and local environmental factors. They found that farmers exhibited higher climate change skepticism than other societal actor groups. In our attempt to explain these findings, we attribute climate change skepticism among farmers to motivated cognitions and social identity processes. Farmers may be motivated to deny climate…
Nine Degrees of Uncertainty in Negotiations
Joint decision-making processes such as negotiations play a vital role in diverse societal contexts spanning from business and politics to sustainability-related negotiations. One of the most prominent examples of how negotiations play an important role in overcoming societal challenges was the COVID-19 vaccine supply negotiations. These negotiations have put the spotlight on an aspect of joint decision-making that always has been of great intere…
Give and take frames in shared-resource negotiations
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 task to investigate how parties resolve conflicts over the contribution versus distribution of resour…
How cognitive issue bracketing affects interdependent decision-making in negotiations
Whatever we negotiate is not what I like
Open to offers, but resisting requests
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 decision-making contexts. Our research begins with the premise that first proposals can be framed as either…
Procedural frames in negotiations
Although 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 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transactio…
Give and take frames in shared-resource negotiations
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 task to investigate how parties resolve conflicts over the contribution versus distribution of resour…
Open to offers, but resisting requests
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 decision-making contexts. Our research begins with the premise that first proposals can be framed as either…
Procedural frames in negotiations
Although 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 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transactio…
Whatever we negotiate is not what I like
Procedural frames in negotiations
Although 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 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transactio…
Open to offers, but resisting requests
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 decision-making contexts. Our research begins with the premise that first proposals can be framed as either…
Whatever we negotiate is not what I like
How cognitive issue bracketing affects interdependent decision-making in negotiations
Give and take frames in shared-resource negotiations
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 task to investigate how parties resolve conflicts over the contribution versus distribution of resour…
Nine Degrees of Uncertainty in Negotiations
Joint decision-making processes such as negotiations play a vital role in diverse societal contexts spanning from business and politics to sustainability-related negotiations. One of the most prominent examples of how negotiations play an important role in overcoming societal challenges was the COVID-19 vaccine supply negotiations. These negotiations have put the spotlight on an aspect of joint decision-making that always has been of great intere…
Addressing climate change with behavioral science
Effectively reducing climate change requires marked, global behavior change. However, it is unclear which strategies are most likely to motivate people to change their climate beliefs and behaviors. Here, we tested 11 expert-crowdsourced interventions on four climate mitigation outcomes: beliefs, policy support, information sharing intention, and an effortful tree-planting behavioral task. Across 59,440 participants from 63 countries, the interve…
Increased climate change skepticism among farmers? The roles of motivated cognition and social identity processes
Landwehr and colleagues (2023) surveyed climate change perceptions in Bavaria, focusing on the influence of socio-demographic and local environmental factors. They found that farmers exhibited higher climate change skepticism than other societal actor groups. In our attempt to explain these findings, we attribute climate change skepticism among farmers to motivated cognitions and social identity processes. Farmers may be motivated to deny climate…
Thinking Beyond the Bargaining Table
Although many negotiations affect external parties, prior research has often overlooked how negotiated agreements shape the outcomes of those who are dependent on–but absent from–the bargaining table. Across one scenario and three interactive, face‐to‐face negotiation experiments ( N = 458), we investigated how, when and why negotiators consider the outcomes of external parties. Using a novel experimental paradigm, we introduced the proximity eff…
Structuring success
Conflict frames in the wild
Applying a conflict typology to ecologies of intermediation
Ecologies of intermediation offer a context for the study of conflict in transitions. • Conflict typology proposed, relating to: values, socio-cognitive, and interest conflicts. • Interactions between conflict types and levels of intermediation. • Ecologies of intermediation as both a source and resolution of conflicts. • Conflict intermediation benefits from making deeply rooted differences visible. Within ecologies of intermediation, multiple i…
Playing it safe
Conflict Management and Negotiation (9 works) · Negotiation (8 works) · Political science (7 works) · Psychology (7 works) · Social Psychology (6 works) · Computer Science (5 works) · Economics (5 works) · Social Psychology (5 works) · Law (4 works) · Microeconomics (4 works)