Roman Trötschel

Leuphana University of Lüneburg — Germany

Social Sciences · Social Sciences

19h-index3.0kcitations75works0.12yr avg
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Research Topics

Conflict Management and Negotiation(33), Social and Intergroup Psychology(14), Experimental Behavioral Economics Studies(9), Cultural Differences and Values(8), Team Dynamics and Performance(6)

Publications75 total

Resolving the complexity–flexibility dilemma in multi-issue negotiations: Nested bracketing as a strategy to enhance negotiation outcomes.
Journal of Applied Psychology·2025
How do negotiators resolve conflict over resources of changing value: The role of trust in sequential negotiations.
Journal of Experimental Psychology Applied·2025
Structuring success: How issue-packaging agendas foster better joint outcomes in multi-issue negotiations
Journal of Experimental Social Psychology·2025Open Access
Thinking Beyond the Bargaining Table: Negotiators’ Perceptions, Behaviours and Outcomes in Negotiations Affecting External Parties
PubData·2025Open Access
Thinking Beyond the Bargaining Table: Negotiators’ Perceptions, Behaviours and Outcomes in Negotiations Affecting External Parties
European Journal of Social Psychology·2025Open Access
Issue Packaging and Agenda Setting in Integratve Negotiations
Academy of Management Proceedings·2025
From Admiration to Hostility: The Interpersonal Impact of Being Envied in Negotiations
Academy of Management Proceedings·2025
Communication Patterns in Divisive Social Conflicts
Academy of Management Proceedings·2025
How, when and why do negotiators use reference points? A qualitative interview study with negotiation practitioners
International Journal of Conflict Management·2025· 1 citedOpen Access
Negotiating with yourself and winning: The dual commitment model for intrapersonal sustainability goal conflicts.
Motivation Science·2025
Envy Hampers Win-Win Negotiations
Academy of Management Proceedings·2024
Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.
Journal of Applied Psychology·2023· 7 citedOpen Access
United we stand: a principle-based negotiation training for collective bargaining
International Journal of Conflict Management·2023· 7 citedOpen Access
Present generation’s negotiators realize their interests at the cost of future generations
Journal of Environmental Psychology·2023· 6 cited
Mental Accounting in Negotiations: Solving Negotiators’ Cognitive Dilemmas in Multi-Issue Negotiations
2023Open Access
The Costs and Benefits of Negotiated Agreements in Social Conflicts
2023Open Access
Nine Degrees of Uncertainty in Negotiations
Negotiation Journal·2023· 2 citedOpen Access
Negotiating Sustainability Transitions: Why Does It Matter? What Are the Challenges? How to Proceed?
Sustainability·2022· 2 citedOpen Access
From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas
Sustainability·2022· 7 citedOpen Access
Give and take frames in shared-resource negotiations
Journal of Economic Psychology·2022· 16 citedOpen Access
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Frequent Co-authors

David D. Loschelder(18), Johann M. Majer(16), Marco Warsitzka(8), Peter M. Gollwitzer(6), Joachim Hüffmeier(6), Benjamin Höhne(6), Kai Zhang(5), Hong Zhang(5), Adam D. Galinsky(4), Bernd Simon(4), Roderick I. Swaab(3), Hong Zhang(3), Carolin Schuster(3), Marie van Treek(3), John A. Bargh(2), Annette Y. Lee-Chai(2), Kimberly Barndollar(2), Paschal Sheeran(2), Thomas L. Webb(2), Malte Friese(2)