Any solution to rising levels of CO2 depends on human behavior. One common approach to changing human behavior is rewarding desired behavior. Because financial incentives often have side effects that diminish efficacy, we predict that more psychologically oriented social rewards are more...

We propose that the psychological effects of performing the buyer versus the seller role in a negotiation depend on regulatory fit (Higgins, 2000) with the demands of the role. When the negotiation emphasizes price, buyers want to pay only what is necessary (minimize monetary loss), which fits...

Negotiators in regulatory fit report feeling right about an upcoming negotiation more than those in non-fit, and this intensifies their responses to negotiation preparation (Appelt, Zou, Arora, & Higgins, 2009). High assessors emphasize critical evaluation and being right (Higgins, Kruglanski, &...

Negotiators may use vigilant, loss-minimizing strategies or eager, gain-maximizing strategies. The present study provides evidence that preferences for these different strategies depend on negotiator role and personal orientation. In a price negotiation, buyers and prevention-focused individuals...

Expectations about how long one will live are essential for making informed choices about many important personal decisions. We propose that beliefs (expectations) about longevity are a response constructed at the time of judgment, subject to irrelevant task and context factors, and leading to...

In negotiation settings, individuals’ perception of their position or status can strongly influence strategic choices and outcomes. Although some sources of status (such as race, gender, expertise, and power) have been studied in the context of negotiations, other subtler sources that are more...