This book will be one of the first to provide an overview of recent developments in social psychological theory as it applies to organizational issues. It brings together outstanding scholars whose research touches the interfaces of social psychology , IO psychology and organizational...

Research on deception in negotiation has regularly emphasized the benefits of not disclosing personal information because others may take advantage of those who are honest. In the current study we show that this advice may backfire in distributive multiparty negotiations in which individuals...

Arousal is a diffuse emotional response that can have multiple effects. We present three studies that investigated arousal's effects on auctions, which are increasingly important engines of contemporary economies and represent social contexts particularly likely to generate and be influenced by...