The social identity literature has traditionally examined affirmational identities, that is, groups defined by what they are (e.g., "we are management scholars"), but has largely overlooked negational identities, that is, groups defined by what they are not (e.g., "we are not Republicans") as a...

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...

Merging ideas from optimal distinctiveness theory (M. B. Brewer, 1991) and the self-affirmation literature, we predicted that individuals would have a greater need to affirm memberships in minority groups than memberships in majority groups. Furthermore, ingroup favoritism produced by minority...

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...