Many previous studies have documented the detrimental effects of social loafing on others (interpersonal impacts) at the between-person level. However, social loafing may carry underappreciated intrapersonal functional effects at the within-person level. Our research develops a novel theoretical...

Cynicism about organizational change is often considered an important factor that influences employee acceptance of change initiatives. However, cynicism has been compared to several similar constructs with little conceptual or empirical differentiation. To provide a deeper understanding of...

Negotiators often bargain on behalf of others. In many cases, these constituents set the goals they want their negotiators to achieve at the table. We argue that prior evidence for superior results of promotion-focused negotiators may not hold when goals are set by others. We report the results...

Negotiators often bargain on behalf of constituents to whom they feel accountable. We argue that prior evidence for the superior outcomes of promotion-focused (vs. prevention-focused) negotiators may not hold when negotiators perceive high accountability to a third party. In two studies, we...