Although constituencies often consist of opposing factions, we know little about the way such opposing factions influence the representative's negotiation strategy. This study addressed this issue: Representatives negotiated as sellers on behalf of a group consisting of hawkish (competitive) and...

In two experiments we investigated the relation between power and deception in ultimatum bargaining. Results showed that recipients of an ultimatum used deception to obtain better offers and that more recipients did so in a low power position. Further analyses showed that the recipient's use of...

Research on information sharing in group decision-making has widely assumed a cooperative context and focused on the exchange of shared or unshared information in the hidden profile paradigm ([Stasser and Titus, 1985] and [Stasser and Titus, 1987]), neglecting the role of information importance....