Roman Trötschel
Dados Biográficos
| ID | 4231839 |
|---|---|
| NOME | Roman Trötschel |
| PRENOMES | Roman |
| SOBRENOME | Trötschel |
| ASSINATURA | TRÖTSCHEL R |
| AFILIAÇÕES | Leuphana University of Lüneburg |
| ORCID | 0009-0009-3817-873X |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 21 |
| TOTAL DE CITAÇÕES | 237 |
| TOTAL COMO AUTOR | 21 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 2001 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2026 |
| ÍNDICE H | 6 |
Playing it safe
How, when and why do negotiators use reference points? A qualitative interview study with negotiation practitioners
Purpose Human decision-making is strongly influenced by the reference points (RPs) people choose. Despite their relevance and ubiquity in negotiations, RPs have received little attention on a conceptual level. To broaden the conceptual knowledge on RPs in negotiations, this paper aims to conduct a qualitative study with experienced negotiation practitioners. Design/methodology/approach To identify relevant RPs in negotiations, 58 key informants f…
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
United we stand
Purpose This study aims to identify effective behaviors in labor-management negotiation (LMN) and, on that basis, derive overarching psychological principles of successful negotiation in this important context. These empirical findings are used to develop and test a comprehensive negotiation training program. Design/methodology/approach Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requir…
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…
Early-Career Researchers' Perceptions of the Prevalence of Questionable Research Practices, Potential Causes, and Open Science
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 relative consensus that outright fraud is an exception, a majority of participants believed that som…
How and why precise anchors distinctly affect anchor recipients and senders
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…
Promoting prevention success at the bargaining table
Perspective taking as a means to overcome motivational barriers in negotiations
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 motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to …
When yielding pieces of the pie is not a piece of cake
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 competitive perceptions, reduce their concession behavior, and consequently lead to inferior negoti…
Overcoming the competitiveness of an intergroup context
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 demonstrated the detrimental effect of an intergroup negotiation context and showed that mediation-a…
Identity affirmation and social movement support
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 a supporter of the peace movement. In Experiment 1, we predicted and found that people who strongly …
Das Selbst und die soziale Identität
Implementation intentions and the willful pursuit of prosocial goals in negotiations
The automated will
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 of the goal to perform well caused participants to perform comparatively better on an intellectual …
The automated will
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 of the goal to perform well caused participants to perform comparatively better on an intellectual …
Perspective taking as a means to overcome motivational barriers in negotiations
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 motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to …
Implementation intentions and the willful pursuit of prosocial goals in negotiations
How and why precise anchors distinctly affect anchor recipients and senders
When yielding pieces of the pie is not a piece of cake
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 competitive perceptions, reduce their concession behavior, and consequently lead to inferior negoti…
Identity affirmation and social movement support
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 a supporter of the peace movement. In Experiment 1, we predicted and found that people who strongly …
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…
Promoting prevention success at the bargaining table
Overcoming the competitiveness of an intergroup context
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 demonstrated the detrimental effect of an intergroup negotiation context and showed that mediation-a…
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
Early-Career Researchers' Perceptions of the Prevalence of Questionable Research Practices, Potential Causes, and Open Science
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 relative consensus that outright fraud is an exception, a majority of participants believed that som…
The automated will
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 of the goal to perform well caused participants to perform comparatively better on an intellectual …
Implementation intentions and the willful pursuit of prosocial goals in negotiations
Das Selbst und die soziale Identität
Identity affirmation and social movement support
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 a supporter of the peace movement. In Experiment 1, we predicted and found that people who strongly …
When yielding pieces of the pie is not a piece of cake
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 competitive perceptions, reduce their concession behavior, and consequently lead to inferior negoti…
Overcoming the competitiveness of an intergroup context
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 demonstrated the detrimental effect of an intergroup negotiation context and showed that mediation-a…
Perspective taking as a means to overcome motivational barriers in negotiations
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 motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to …
Promoting prevention success at the bargaining table
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…
How and why precise anchors distinctly affect anchor recipients and senders
Early-Career Researchers' Perceptions of the Prevalence of Questionable Research Practices, Potential Causes, and Open Science
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 relative consensus that outright fraud is an exception, a majority of participants believed that som…
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…
United we stand
Purpose This study aims to identify effective behaviors in labor-management negotiation (LMN) and, on that basis, derive overarching psychological principles of successful negotiation in this important context. These empirical findings are used to develop and test a comprehensive negotiation training program. Design/methodology/approach Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requir…
How, when and why do negotiators use reference points? A qualitative interview study with negotiation practitioners
Purpose Human decision-making is strongly influenced by the reference points (RPs) people choose. Despite their relevance and ubiquity in negotiations, RPs have received little attention on a conceptual level. To broaden the conceptual knowledge on RPs in negotiations, this paper aims to conduct a qualitative study with experienced negotiation practitioners. Design/methodology/approach To identify relevant RPs in negotiations, 58 key informants f…
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
Playing it safe
Negotiation (16 obras) · Psychology (15 obras) · Social Psychology (15 obras) · Conflict Management and Negotiation (14 obras) · Political science (13 obras) · Computer Science (9 obras) · Economics (8 obras) · Law (8 obras) · Social Psychology (8 obras) · Social and Intergroup Psychology (7 obras)