Publications
Journal Articles
Sevincer, A. T., Majer, J. M., & Trötschel, R. (2025). Negotiating with yourself and winning: The dual commitment model for intrapersonal sustainability goal conflicts. Motivation Science. Advance online publication. https://doi.org/10.1037/mot0000388
J.M. Majer, S. Columbus, M. Schweinsberg (2024). The behavioral negotiation perspective can reveal how to navigate discord in sustainability transformations constructively. Proceedings of the National Academy of Sciences U.S.A., 121 (47) e2414256121,
https://doi.org/10.1073/pnas.2414256121.
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.
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., 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.
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.
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.