We examine how interpersonal and group-level factors relate to prosocial motivations and group negotiation outcomes. Three studies showed that superordinate group identification and interpersonal attraction positively influence each other, and underlie prosocial value orientations, and joint...

The present research examined how intra- and inter-team discussions prior to negotiations affect negotiation processes and outcomes. A Pilot Study showed that intra-team discussions motivate negotiators to understand the underlying interests more deeply (i.e. epistemic motivation), whereas...

Two interactive studies on multiparty negotiations - with parties represented by several negotiators - show that different interaction structures (or caucusing structures) influence the formation of shared social identities, thereby influencing negotiation behavior and outcomes (Study 1, N =...

System justification theory (SJT; Jost & Banaji, 1994) proposes that people have an inherent motive to support societal systems, even at the expense of their personal and group interests. However, the evidence for this system justification motive is mixed, and a close examination of the relevant...