The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational...

In three studies, the authors demonstrate that a promotion regulatory focus leads to greater distributive and integrative negotiated outcomes than a prevention regulatory focus. In Study 1, correlational evidence demonstrates that individuals with a greater promotion focus tend to give more...

Previous research on coalition formation has argued that people exclude others to maximize their own payoff. However, the majority of this research has been conducted in settings where participants do not interact person-to-person or where they communicate through highly restricted means. We...

Uncertainty is an inescapable element of human life. But how do people deal with it? To date, most research has focused on the cognitive strategies people adopt to do so. In four experiments we examine, whether people may also use an alternative experiential route to cope with uncertainty. We...

Three experiments demonstrated that the experience of power leads to an illusion of personal control. Regardless of whether power was experientially primed (Experiments 1 and 3) or manipulated through manager-subordinate roles (Experiment 2), it led to perceived control over outcomes that were...

The current research explores the impact of power on temporal commitment preference (an individual?s preference for shorter or longer time durations for agreements in decision making situations) across three countries: Portugal, Turkey, and the United States. A pilot study (N = 356) established...

Research examining both the organizing and activating effects of testosterone in one-shot bargaining contexts has been vexed by inconsistencies. Some research finds that high testosterone men are more likely to reject unfair offers in an ultimatum game and exogenous administration of...

The current research explored the influence of regulatory focus on the accuracy of lie detection. We propose that a prevention focus leads to greater performance in detecting lies than those under a promotion focus, because a prevention focus engenders a vigilant state and enhances people’s...

Hierarchy is such a defining feature of organizations that its forms and basic functions are often taken for granted in organizational research. In this chapter, we revisit some basic sociological and psychological elements of hierarchy to explain why hierarchy is so pervasive across groups and...