After the fall: Regulatory focus, trust and negotiators’ responses to a crisis

In two experiments, we evaluated how negotiators’ intra- and interpersonal risk preferences influenced their actions following a crisis during their negotiation. To establish differences in risk preferences, we manipulated negotiators’ regulatory focus (intrapersonal risk) and trust in their opponent (interpersonal risk). In Experiments 1 and 2, we showed that negotiators who were in fit (promotion focus, affect-based trust; prevention focus,...