Publications

Publications

[peer-reviewed]

Loschelder, D. D., Trötschel, R., Swaab, R. I., Friese, M., & Galinsky, A. D. (in press). The information anchoring model of first offers: When and why moving first helps versus hurts negotiators. In press at Journal of Applied Psychology.

Trötschel*, R., Loschelder*, D. D., Höhne, B. P., & Majer, J. (2015). Procedural frames in negotiations: How offering my resources vs. requesting yours impacts perception, behavior & outcomes. Journal of Personality and Social Psychology, 108, 417-435. *equal contribution.

Howell, J. L., Koudenburg, N., Loschelder, D. D., Weston, D., Fransen, K., De Dominicis, S., Gallagher, S., & Haslam, S. A. (2014). Happy but unhealthy: The relationship between social ties and health in an emerging network. European Journal of Social Psychology, 44, 612-621.

Loschelder, D. D., Swaab, R. I., Trötschel, R., & Galinsky, A. D. (2014). The first-mover disadvantage: The folly of revealing compatible preferences. Psychological Science, 25, 954-962. doi: 10.1177/0956797613520168.

Loschelder, D. D., Stuppi, J., & Trötschel, R. (2014). “€14,875?!”: Precision Boosts the Anchoring Potency of First Offers. Social Psychological and Personality Science, 5, 491-499. doi:10.1177/1948550613499942.

Loschelder, D. D., & Trötschel, R. (2013). Der Verhandlungsbeginn – Wer startet, wann (nicht), und wie in eine Verhandlung? [The start of negotiations - Who starts, when and how]. In-Mind Magazin, 2, ISSN: 1877-5349.

Trötschel, R., Bündgens, S., Hüffmeier, J., & Loschelder, D. D. (2013). Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations. Journal of Economic Psychology, 38, 26-39.

Loschelder, D. D., Bündgens, S., & Trötschel, R. (2012). Identity-b(i)ased intervention of third-parties: The effects of social categorization during mediation-arbitration. JEPS, 3, 24-37.

Trötschel, R., Höhne, B. P., & Loschelder, D. D. (2012). Conflict resolution through negotiation: A scientific training for professional practice. [Konfliktlösung durch Verhandlung: Ein wissenschaftliches Training für die Praxis]. Journal of Social Management, 10, 40-58.

Trötschel, R., Hüffmeier, J., Loschelder, D. D., Schwartz, K., & Gollwitzer, P. M. (2011). Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself into the opponent's shoes helps to walk toward agreements. Journal of Personality and Social Psychology, 101(4), 771-790.

Book Chapters & Monographs

Höhne, B. P., Loschelder, D. D., Gutenbrunner, L, Majer, J., & Trötschel, R. (2015). Workplace mediation: Lessons from negotiation theory. Invited book chapter in K. Bollen, M. Euwema, & L. Munduate (Eds.). Advancing workplace mediation: Integrating theory and practice. Heidelberg: Springer. To be published in 2015.

Loschelder, D. D. & Friese, M. (2015). Moderators of ego depletion. Invited book chapter in E.R. Hirt & J.J. Clarkson (Eds.). The state of depletion: Advances in the psychology of self-regulation and self-control. Amsterdam: Elsevier. To be published in 2016.

Loschelder, D. D. (2013). Intergroup conflict and third-party intervention: Social identities at the negotiation table. Uelvesbüll: Der Andere Verlag. ISBN: 978-3-86247-344-1.

Other Publications

Höhne, B. P., Loschelder, D. D., & Trötschel, R. (2014). Wann bedarf es in Verhandlungen der Vermittlung durch neutrale Dritte. [Conflict intervention of neutral third parties]. Die Wirtschaftsmediation. Themenausgabe April zu Verhandlungen.

Loschelder, D. D., & Trötschel, R. (2014). Ratgeber: Erfolgreich beim Gehaltspoker [How to engage in successful salary negotiations].

Gehirn und Geist – Themenheft Arbeitspsychologie.

Loschelder, D. D., & Trötschel, R. (2013). Editorial zur Themenausgabe Verhandlungen. [Editorial for the InMind Special Issue on Negotiations]. In-Mind Magazin, 2, ISSN: 1877-5349.

Conference Contributions & Talks

Loschelder, D. D., & Mason, M. F. (2014). First offers revisited: The impact of counteroffers, integrative information and anchor precision. Symposium Chair & Organizer at the 74th Annual Meeting of the Academy of Management (AOM), Philadelphia, USA, 08/2014.

Loschelder, D. D., & Galinsky, A. D. (2014). First offers in negotiations: Who starts, how, when, and which party benefits. Symposium Chair & Organizer at the 17th General Meeting of the European Association of Social Psychology (EASP), Amsterdam, Netherlands, 07/2014.

Loschelder, D. D., & Galinsky, A. D. (2014). First offers revisited: A sleep-deprived female lacking a BATNA starts precise and extreme while revealing her interests. Symposium Chair & Organizer at the 27th Annual Conference of the International Association of Conflict Management (IACM), Leiden, Netherlands, 07/2014.

Loschelder, D. D., Trötschel, R., & Friese, M. (2014). Pitfalls of moving first – When and how first offers backfire. Paper presented at the 74th Annual Meeting of the Academy of Management (AOM), Philadelphia, USA, 08/2014.

Loschelder, D. D., Trötschel, R., Swaab, R., Friese, M., & Galinsky, A. D. (2014). When first offers backfire: The role of revealing too much information. Paper presented at the 17th General Meeting of the EASP, Amsterdam, Netherlands, 07/2014.

Loschelder, D. D. (2014). A salary of $47,872.87? Cent precision in high-stakes negotiations. Paper presented at the 27th IACM Conference, Leiden, Netherlands, 07/2014.

Loschelder, D. D., Galinsky, A. D., Trötschel, R., & Swaab, R. I. (2013). When moving first backfires: Pitfalls of first offers at the bargaining table. Paper presented at the 26th Annual Conference of the International Association of Conflict Management (IACM), Tacoma, USA, July 2013.

Loschelder, D. D., Trötschel, R., Swaab, R. I., & Galinsky, A. D. (2013). Pitfalls of first offers at the bargaining table. Paper presented at the 14th Conference of Social Psychology (DGPs - FGSP), Hagen, Germany, September 2013.

Loschelder, D. D. (2012). Identity, health, & intergroup conflict. Paper presented at the EASP Summer School, Limerick, Ireland, August, 2012.

Loschelder, D. D. (2012). The effects of social categorization during mediation-arbitration. Paper presented at the 25th Annual Conference of the International Association of Conflict Management (IACM), Stellenbosch, South Africa, July 2012.

Loschelder, D. D., & Trötschel, R. (2012). The interplay of social motivation & procedural framing at the bargaining table. Paper presented at the 25th Annual Conference of the International Association of Conflict Management (IACM), Stellenbosch, South Africa, July 2012.

Loschelder, D. D., Trötschel, R., Swaab, R. I., Gaertner, S. L., & Höhne, B. P. (2012). Common identity mediation in representative negotiations: Economic and psychological benefits of a shared identity. Paper presented at the 25th Annual Conference of the International Association of Conflict Management (IACM), Stellenbosch, South Africa, July 2012.

Loschelder, D. D. (2012). Third-party intervention in intergroup conflict. Paper presented at the SoDoc Workshop, Würzburg, Germany, June, 2012.

Loschelder, D. D., & Trötschel, R. (2012). How to avoid hurtful impasses. Invited Talk at the Department for Work, Organizational & Personnel Psychology, Catholic University of Leuven, Belgium, Feb. 2012.

Loschelder, D. D., & Trötschel, R. (2011). Third-party intervention based on the dual-identity approach. Paper presented at the 16th General Meeting of the European Association of Social Psychology (EASP), Stockholm, Sweden, July 2011.

Loschelder, D. D., & Trötschel, R. (2011) - Common identity mediation in intergroup negotiations. Paper presented at the 24th Annual Conference of the International Association of Conflict Management (IACM), Istanbul, Turkey, July 2011.

Loschelder, D. D., & Trötschel, R. (2011) - Identitätsbasierte Intervention durch Drittparteien in intergruppalen Verhandlungen. Paper presented at the 13th Conference of Social Psychology (DGPs - FGSP), Hamburg, Germany, September 2011.

Loschelder, D. D. (2012). Of Franz Kafka, Dentists, & the New York Times. Presentation at the Science Slam - University of Trier, Germany, December 2010.

Loschelder, D. D. (2011). Identities and Interests at the Bargaining Table. Invited Talk at the Department of Social Psychology, University of Saarbrücken, Germany, December 2011.

Loschelder, D. D., & Trötschel, R. (2008). Does social categorization influence the behavior of mediators? Paper presented at the 22nd conference of the European Federation of Psychology Students‘ Associations (EFPSA), Vilnius, Lithuania, May 2008.

Trötschel, R., Loschelder, D. D., Höhne, B. P., & Majer, J. (2013). The give and take in negotiations. Paper presented at the 26th Annual Conference of the International Association of Conflict Management (IACM), Tacoma, USA, July 2013.

Trötschel, R., Bündgens, S., Hüffmeier, J., & Loschelder, D. D. (2011). Promoting prevention success at the bargaining table. Paper presented at the 16th General Meeting of the European Association of Social Psychology (EASP), Stockholm, Sweden, July 2011.

Trötschel, R., Loschelder, D. D., & Höhne, B. P. (2011) - Framing the interaction of negotiations: The impact of offers and demands. Paper presented at the 24th Annual Conference of the International Association of Conflict Management (IACM), Istanbul, Turkey, July 2011.

Trötschel, R. & Loschelder, D. D. (2009). Process gains and process losses in negotiations. Invited Talk at the Department of Social and Business Psychology, University of Göttingen, Germany, October 2009.

Trötschel, R., & Loschelder, D. D. (2009). Would President Obama beat George Clooney in a game of Poker? European Association of Psychology Students (EFPSA), Kaiserslautern, Germany.