How does a representative's position in the group influence behavior in intergroup negotiation? Applying insights from social identity theory, the effects of group member prototypicality, process accountability, and group attractiveness on competitiveness in intergroup bargaining were...

How do parties in ongoing repeated negotiation relationships react to changing circumstances? We argue that situations that become more beneficial (i.e. offer potentially higher outcomes to both) can affect negotiatorsacute; relationships in two distinct ways. On the one hand, negotiators may see...

In two experiments we studied the relation between dependency and deception in the ultimatum bargaining game. Participants could deceive the other player about the value of the chips they bargained over. Dependency was manipulated by manipulating the consequences of rejecting a proposal for both...

In two experiments we investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...

How do emotions affect the opponent's behavior in a negotiation? Two experiments explored the interpersonal effects of anger and happiness. In Study 1, participants received information about the emotion (anger vs. happiness vs. no emotion) of their (fake) opponent. Participants with an angry...