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...

Arousal is a diffuse emotional response that can have multiple effects. We present three studies that investigated arousal's effects on auctions, which are increasingly important engines of contemporary economies and represent social contexts particularly likely to generate and be influenced by...