How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self-categorization theory), the effects of group member prototypicality, accountability, and group attractiveness on competitiveness...

Negotiators in intergroup conflict often represent a constituency that does not agree on the strategy their representative should follow — some constituents may favor a competitive, rigid stance, while other may favor a cooperative, conciliatory stance. Prior research has repeatedly shown that...

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...

Research on information sharing in group decision-making has widely assumed a cooperative context and focused on the exchange of shared or unshared information in the hidden profile paradigm (Stasser & Titus, 1985, 1987), thereby neglecting the role of information importance. We argue that...

Intergroup conflict presents a complicated situation, in which resolution success depends largely on representative negotiators' motivation to process large quantities of information. Four intergroup negotiation experiments demonstrate that such information processing motivation is shaped by the...

The present paper builds on social comparison theory and the motivated information processing model to explain negotiation behavior and outcomes in two different economic contexts: for better or for worse. Across two experiments (scenario and repeated negotiations) results show that negotiating...

The relation between social value orientation and the use of deception was studied in two experiments. Results showed that proself bargainers used deception mainly to increase their own outcomes. This was different for prosocial bargainers. Prosocial bargainers used deception often against...