Are you sugarcoating your feedback without realizing it?

by SCHAERER, Michael, SWAAB, Roderick I.
Published 2019

Negotiating deals from a position of powerlessness

by SCHAERER, Michael, SWAAB, Roderick I.
Published 2014

How to play “friendly hardball” in a negotiation

by SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
Published 2020

When you don’t have an alternative in a negotiation, try imagining one

by SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
Published 2018

Imaginary alternatives: The impact of mental simulation on powerless negotiators

by SCHAERER, Michael, SCHWEINSBERG, Martin, SWAAB, Roderick I.
Published 2018

Secret conversation opportunities facilitate minority influence in virtual groups: The influence on majority power, information processing, and decision quality

by SWAAB, Roderick I., PHILLIPS, Katherine W., SCHAERER, Michael
Published 2016

Anchors weigh more than power: Why absolute powerlessness liberates negotiators to achieve better outcomes

by SCHAERER, Michael, SWAAB, Roderick I., GALINSKY, Adam D.
Published 2015

Having too many options can make you a worse negotiator

by SCHAERER, Michael, LOSCHELDER, David D., SWAAB, Roderick I.
Published 2017

Bargaining zone distortion in negotiations: The elusive power of multiple alternatives

by SCHAERER, Michael, LOSCHELDER, David D., SWAAB, Roderick I.
Published 2016

The illusion of transparency in performance appraisals: When and why accuracy motivation explains unintentional feedback inflation

by SCHAERER, Michael, KERN, Mary, BERGER, Gail, SWAAB, Roderick I.
Published 2018

Power and negotiation: Review of current evidence and future directions

by SCHAERER, Michael, TEO, Laurel, MADAN, Nikhil, SWAAB, Roderick I.
Published 2020

Win-win in distributive negotiations: The economic and relational benefits of strategic offer framing

by SCHAERER, Michael, SCHWEINSBERG, Martin, THORNLEY, Nico, SWAAB, Roderick I.
Published 2020

What’s the best way to give ground in a negotiation?

by TEY, Kian Siong, SCHAERER, Michael, MADAN, Nikhil, SWAAB, Roderick
Published 2021

The impact of concession patterns on negotiations: When and why decreasing concessions lead to a distributive disadvantage

by TEY, Kian Siong, SCHAERER, Michael, MADAN, Nikhil, SWAAB, Roderick I.
Published 2021

Transparency illusions in performance appraisals: How egocentric bias explains feedback Inflation

by SCHAERER, Michael, SWAAB, Roderick, KERN, Mary, BERGER, Gail. A., MEDVEC, Victoria H.
Published 2015

The too-much-talent effect: Team interdependence determines when more talent is too much or not enough

by SWAAB, Roderick I., Michael SCHAERER, ANICICH, Eric M., RONAY, Richard, GALINSKY, Adam D.
Published 2014