This paper examines the relation between shared cognition and shared social identity, and the influence of these two variables on negotiation productivity. Three studies showed that both shared cognition and identification with an overarching group are associated with better negotiation...

In this study we investigated how the excluded player's payoff in coalition formation affects coalition behavior. Results of two experiments showed that a decrease in excluded player's payoff decreased the number of proposed small coalitions. This effect was moderated by social value...

Deception is a common bargaining tactic that has also often been described as a form of unethical behavior. One reason why deception could be considered unethical is that it may evoke false expectations in others. In the current article we investigated false expectations that may be raised by...

Horizontal collaboration between companies has been recognized as beneficial, although implementing horizontal collaboration has proven to be challenging. In this paper, we zoom in on the largest challenges and present a holistic approach to foster horizontal collaboration. Specifically, we...

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...

Prior research on negotiation and especially ultimatum bargaining has shown that fear of rejection may induce bargainers make high offers. In the current study we show that there is a limit to the beneficial effects of making high offers and that becoming to generous may backfire. participants...

In this paper, we introduce the concept of faultline solo splits. Faultline solo splits occur when a demographic dividing line in a group separates a single dissimilar group member from a larger subgroup of demographically similar members, as opposed to separating two dissimilar subgroups as has...

This study explores how researchers’ analytical choices affect the reliability of scientific findings. Most discussions of reliability problems in science focus on systematic biases. We broaden the lens to emphasize the idiosyncrasy of conscious and unconscious decisions that researchers make...

Although cooperation can lead to mutually beneficial outcomes, cooperative actions only pay off for the individual if others can be trusted to cooperate as well. Identifying trustworthy interaction partners is therefore a central challenge in human social life. How do people navigate this...