Olga Kombeiz, Anna Steidle

• Promoting integrative negotiations – an experimental approach for using colored lighting in negotiation situations. Employees' negotiating skills substantially contribute to organizational success. In this context, recent research shows that the physical environment may influence interpersonal behavior for example in negations. The present study investigated the importance of colored light for cooperative behavior in integrative negotiations. The authors assumed that red light creates a pleasant, socially friendly atmosphere and thus promotes negotiation success. In an experimental study, the light color (red vs. blue and white) was varied. The results confirmed the assumption. The theoretical value, limitations and practical implications of the findings are discussed.