Although negotiation experiences can affect a negotiator's ensuing attitudes and behavior, little is known about their long-term consequences. Using a longitudinal survey design, we test the degree to which economic and subjective value achieved in job offer negotiations predicts employees'...

We investigate rivalry as a driver of unethical behavior. We first distinguish it from general competition, both conceptually and in terms of its consequences for behavior. Then, across four experiments and one archival study, we find evidence that rivalry fuels greater unethical behavior than...

Across five studies, we investigate the use of appeals to the moral emotion of sympathy in negotiations. We find that negotiators who actively appeal to the sympathy of their counterparts achieve improved outcomes, both in terms of distributive value claiming as well as integrative value...

Purpose – In this chapter, we review the research on status hierarchies in groups and teams to assess the relative validity of two major models – the dominance and functionalist theories of status hierarchies. We find that these models cannot fully account for empirical evidence in the...