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...

Beyond breathing, the regulation of body temperature — thermoregulation — is one of the most pressing concerns for many animals. A dysregulated body temperature has dire consequences for survival and development. Despite the high frequency of social thermoregulation occurring across many...

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 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...

The current study tested the boundary conditions of ethical decision-making by increasing cognitive load. This manipulation is believed to hinder deliberation, and, as we argue, reduces the cognitive capacity needed for a self-serving bias to occur. As telling a lie is believed to be more...

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...

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...

Research on multiparty negotiation has investigated how parties form coalitions to secure payoffs but has not assessed the underlying self-regulatory and physiological principles. Integrating insights from research on the social functions of emotions and the bio-psychosocial model as proposed by...

In two experiments we investigated the relation between power and deception in ultimatum bargaining. Results showed that recipients of an ultimatum used deception to obtain better offers and that more recipients did so in a low power position. Further analyses showed that the recipient's use of...