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.

Doell, K.C., Todorova, B., Vlasceanu, M. et al. (2024). The International Climate Psychology Collaboration: Climate change-related data collected from 63 countries. Scientific Data, 11, 1066. https://doi.org/10.1038/s41597-024-03865-1

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.

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