Structural Adaptation Theory proposes that it is more difficult for teams to change from competitive to cooperative reward conditions than it is for them to change in the opposite direction, and this has been labeled the cutthroat cooperation effect [Johnson, M. D., Hollenbeck, J. R., Ilgen, D....

Although the effects of regulatory focus on individual-level performance have often been studied, relatively little is yet known about team-level effects. Filling this void, we integrate the notion that promotion-focused individuals are concerned with progress and achievement, whereas...

This experiment examined the effects of negotiators' and opponents' coercive capability on level of demand and on communication of threats and promises. Applying conflict spiral and deterrence perspectives inspired contrasting predictions. Subjects were given high, moderate, or low coercive...