This study examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ?student? or ?financial aid officer? exchanged proposals regarding the terms of a student loan. In accord with dissonance theory, participants increased their liking...

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of...

The purpose of the study is to explore, in the context of the Israeli-Palestinian conflict, the influence of framing a decision task as inclusion or exclusion on Israeli Jewish respondents’ support for the concession of Jewish settlements in the West Bank and Gaza. Respondents received a...

This study presents a systematic transcript-based analysis of the dialogue occurring in a track two workshop attended by Jewish–Israelis and Palestinians. We hypothesized that participants from conflicting groups would form a shared superordinate identity in the course of the workshop....