Publications

Journal Articles

Hess, F. M., Masson, T., & Majer, J. M. (2024). Increased climate change skepticism among farmers? The roles of motivated cognition and social identity processes. GAIA - Ecological Perspectives for Science and Society , 33(2), 211 – 215. https://doi.org/10.14512/gaia.33.2.3

Vlasceanu et al. (2024). Addressing climate change with behavioral science: A global intervention tournament in 63 countries. Science Advances.10, eadj5778. https://doi.org/10.1126/sciadv.adj5778

van Treek, M., Majer, J. M., Zhang, H., Zhang, K. & Trötschel, R. (2023). Present generation's negotiators realize their interests at costs of future generations. Journal of Environmental Psychology, 91, 102126. https://doi.org/10.1016/j.jenvp.2023.102126.

Schauer, M., Majer, J. M., & Trötschel, R. (2023). Nine degrees of uncertainty in negotiations. Negotiation Journal. https://doi.org/10.1111/nejo.12426.

Formanski, F.J., Pein, M.M., Loschelder, D.D., Engler, J.-O., Husen, O., & Majer, J. M. (2022). Tipping points ahead? How laypeople respond to linear versus nonlinear climate change predictions. Climatic Change 175, 8. https://doi.org/10.1007/s10584-022-03459-z.

Feuss, S., Fischer-Kreer, D., Majer, J. M., Kemper, J., & Brettel, M. (2022). The interplay of eco-labels and price cues: Empirical evidence from a large-scale field experiment in an online fashion store. Journal of Cleaner Production, 37, 133707, https://doi.org/10.1016/j.jclepro.2022.133707.

Majer, J. M., & Trötschel, R. (2022). Negotiating sustainability transitions: Why does it matter? What are the Challenges? How to proceed? Sustainability, 14(14), 8691, https://doi.org/10.3390/su14148691.

Majer, J. M., Henscher, H., Reuber, P., Fischer-Kreer, D., & Fischer, D. (2022). The effects of visual sustainability labels on consumer perception and behavior: A systematic review of the empirical literature. Sustainable Production and Consumption, https://doi.org/10.1016/j.spc.2022.06.012

Majer, J. M., Schweinsberg, M., Zhang, H. & Trötschel, R. (2022). Conflict strength: Measuring the tension between cooperative and competitive incentives in experimental negotiation tasks. Collabra: Psychology, https://doi.org/10.1525/collabra.35330

Trötschel, R., Van Treek, M., Heydenbluth, C., Zhang, K., & Majer, J. M. (2022). From claiming to creating value: The psychology of negotiations on common resource dilemmas. Sustainability, https://doi.org/10.3390/su14095257.

Majer, J. M., Höhne, B. P., Zhang, H., Zhang, K., & Trötschel, R. (2022). Give and take frames in shared resource negotiations. Journal of Economic Psychology, https://doi.org/10.1016/j.joep.2022.102492.

Warsitzka, M., Zhang, H., Loschelder, D. D., Majer, J. M., Trötschel, R. (2022). How cognitive issue bracketing affects interdependent decision-making in negotiations. Journal of Experimental Social Psychology, https://doi.org/10.1016/j.jesp.2021.104268.

Majer, J. M., Barth, M., Zhang, H., Van Treek, M. & Trötschel, R. (2021). Resolving conflicts between people and over time in the transformation toward sustainability: A framework of interdependent conflicts. Frontiers in Psychology – Environmental Psychology, https://doi.org/10.3389/fpsyg.2021.623757.

Schuster, C., Majer, J. M., & Trötschel, R. (2020). Whatever we negotiate is not what I like: How value-driven conflicts impact negotiation behaviors, outcomes, and subjective evaluations. Journal of Experimental Social Psychology, https://doi.org/10.1016/j.jesp.2020.103993.

Majer, J. M., Trötschel, R., Galinsky, A. D., & Loschelder, D. D. (2020). Open to offers, but resisting requests: How the framing of anchors affects motivation and negotiated outcomes. Journal of Personality and Social Psychology, http://dx.doi.org/10.1037/pspi0000210.

Majer, J. M., Loschelder, D.D., Windolph, L., & Fischer, D. (2018). How sustainability-related challenges can fuel conflict between organizations and external stakeholders: A social psychological perspective to master value differences, time horizons, and resource allocations. Umweltpsychologie, 22(2), 53-70, ISSN: 1434-3304.

Trötschel, R., Loschelder, D. D., Höhne, B. P., & Majer, J. M. (2015). Procedural frames in negotiations: How offering my resources versus requesting yours impacts perception, behavior, and outcomes. Journal of Personality and Social Psychology, 108(3), 417-435. https://doi.org/10.1037/pspi0000009.

Trötschel, R., Loschelder, D. D., Höhne, B. P., Majer, J. M., & Peifer, C. (2014). Monetary negotiations: The salience of money at the bargaining table. InMind Magazine, 4, ISSN: 1877-5349. https://de.in-mind.org/article/um-geld-verhandelt-die-welt-die-macht-des-monetaeren-in-verhandlungen

Book chapters, monographs, & professional publications

Van Treek, M., Majer, J. M., & Trötschel R. (2021). Our decisions linger longer than we do: Failures to negotiate on behalf of future generations. BfN-Scripts. Federal Agency of Nature Conservation (Bundesamt für Naturschutz).

Höhne, B., Loschelder, D. D., Gutenbrunner, L., Majer, J. M., & Trötschel, R. (2016). Workplace mediation: Lessons from negotiation theory. In K. Bollen, M. Euwema, & L. Munduate (Eds.). Advancing workplace mediation through integration of theory and practice. Springer, Berlin-Heidelberg.

Trötschel, R., Loschelder, D. D., Höhne, B., & Majer, J. M. (2016). Procedural frames in negotiation: The impact of offering "my resources" vs. requesting "your resources". Keller Center Research Report (KCRR), 9(1), 17-22

Trötschel, R., Majer, J. M., & Höhne, B. P. (2015). Verhandlungsforschung als Grundlage einer Mediationstheorie. In Haft, F. & Schlieffen, K. (Eds.) Handbuch Mediation (3rd Ed.). C. H. Beck.

Trötschel, R., Höhne B. P., Majer, J. M., Loschelder, D.D., Deller, J., & Frey, D. (2014). Verhandeln. In Frey, D. & Bierhoff, H.W. (Eds.) Enzyklopädie der Psychologie: Kommunikation, Interaktion und soziale Gruppenprozesse. (Band 3, S. 803-846). Göttingen: Hogrefe Verlag.