Culture and Negotiation Conference 2018

Two vibrant areas of research

Kellogg School of Management, Northwestern University hosted a conference on Culture and Negotiation from April 12 to April 14, 2018. The conference conveners, Jeanne Brett and Michele Gelfand, designed the conference to stimulate future research at the intersection of culture and negotiation. This website is a resource for scholars wishing to pursue culture and negotiation research. It includes video links to the keynote speeches by renowned cultural scholars, and the panel discussion among distinguished negotiation scholars. It lists the Think Tank topics and leaders. Negotiation and Conflict Management Research will publish papers based on the Think Tanks in June 2019. The site also includes a list of Rapid Fire presentations and presenters.

Please share this site and its resources with others. You may use videos and graphics from the site for any non-commercial purpose. For example, you might wish to use a keynote video in class or an art board in a PowerPoint presentation. Please give credit to the presenter and to the 2018 Culture and Negotiation Conference.

Thank you Think Tank Leaders for your stimulating insight and for raising challenging questions in the paper you wrote for this special issue. Michele, Michael Gross, editor of NCMR, and I are delighted that the special issue is out just one year after the conference. Please share these papers broadly. - https://onlinelibrary.wiley.com/toc/17504716/current


April 12-14, 2018


Registration is closed.

Contact

Dispute Resolution Research Center
2001 Sheridan Rd Rm 5236
Evanston, IL 60208
Ph: 847.491.8068
Fax: 847.467.5700
Email

2018 Conference Agenda

Thursday, April 12, 2018

Time Event
12:00 – 1:00 p.m.
Registration & Lunch
French Quarters, 2nd Floor
1:00 – 1:15 p.m.
Welcome
Jeanne Brett, Kellogg School of Management
Michele Gelfand, University of Maryland
White Auditorium, 2nd Floor
1:15 – 2:30 p.m.
Rapid Fire Talks
Block 1


Smadar Cohen-Chen / The Role of Hope in Negotiation and Conflict Resolution

Jozefien De Leersnyder / Emotional Acculturation

Jeremy Yip / Losing Perspective: Anger Harms Perspective-Taking

Einav Hart / Getting Less: When Negotiation Harms Post-Agreement Motivation

Tetsushi Okumura / Attitudinal Structuring in Land Acquisition Process in Social Infrastructure Development In Japan

Jennifer Dannals / Looking Up and Down the Hierarchy: Target Rank Influences Perception of Descriptive Social Norms

Martha Berg / Can Social Anxiety Improve Mentalizing? An ERP Investigation

Ray Friedman / Agreement Dynamism in Negotiation: Looking at Tendencies to See Deals as Fixed or Dynamic
2:30 – 2:45 p.m.
Break
2:45 – 4:00 p.m.
Rapid Fire Talks
Block 2


Donna Shestowsky / How Do Litigants Compare Negotiation To Other Forms of Dispute Resolution?

Beth Fisher-Yoshida / The Role of Self-Talk Ii Women Negotiating

Linden Dalecki / Negotiation Vis-A-Vis Personal Selling

McKenzie Rees / Focusing on Fact or Friend: The Implications of Eye Gaze on Integrative Negotiation Outcomes

Adrian Diaz / Concessions Across Cultures: Reversing Competitiveness in Inter-Cultural Negotiations

Jessica Li / Experiencing Power Reduces Self-Promotional Lying

Zhi-Xue Zhang / The Influence of Different Phrasings on Negotiators’ Competitiveness

Shi Liu / How Do Collectivists Compete?

Franki Kung / When Multiculturalism Backfires: The Role of the Lay Theory of Culture
4:00 – 4:15 p.m.
Break
4:15 – 5:30 p.m.
Rapid Fire Talks
Block 3


Debra Shapiro / How Does Culture Influence Perceptions of Leader-Ethicality?

Katerina Bezrukova / Different Places, Same Spaces: Fault Lines and the Challenges in Deep Space Exploration

Yuanyuan Shi / Psychological Flexibility: The Competence to Facilitate Multicultural Adaptation

Zhaleh Semnani-Azad / Impact of Deep Level Diversity in Negotiation Fault Lines

Leigh Anne Liu / A Holistic Approach to Conflict Management under Ambiguity

Hemant Kakkar / When Authoritarianism Trumps Liberalism

Chris Bauman / The Effects of Promotion and Prevention Contracts on Trust and Cooperation

Ren Li / The Importance of Understanding Conflict Cultures in Organizations

Julia Bear / Caregiving Ambition: What It Is, Why It Matters

Said Shafa / Social Rewards: The Basis for Collaboration in Honor Cultures
5:30 – 6:30 p.m.
Reception
French Quarters, 2nd Floor
6:30 – 9:00 p.m.
Welcome Dinner
White Auditorium, 2nd Floor

Friday, April 13, 2018

Time Event
8:00 – 8:30 a.m.
Registration & Breakfast
French Quarters, 2nd Floor
8:30 – 8:45 a.m.
Introduction
Jeanne Brett, Kellogg School of Management
White Auditorium, 2nd Floor
8:45 – 9:20 a.m.
Emotion
Batja Mesquita, University of Leuven, Belgium
8:45 – 9:20 a.m.
Neuroscience
Shinobu Kitayama, University of Michigan
Download the presentation (PDF)
10:00 – 10:15 a.m.
Break
10:15 – 10:50 a.m.
Don Ferrin, Singapore Management University
Download the presentation (PDF)
10:55 – 11:30 a.m.
Communication
Yoshi Kashima, University of Melbourne, Australia
Download the presentation (PDF)
11:35 a.m. – 12:10 p.m.
Globalization
Chi-Yue Chiu, Chinese University of Hong Kong
Download the presentation (PDF)
12:10 – 1:00 p.m.
Lunch
1:00 – 2:30 p.m.
Panel Discussion

Moderator: Michele Gelfand, University of Maryland

Participants:

Neuroscience and Conflict
Mina Cikara, Harvard University

Communication and Deception
(Download the PDF)
Mara Olekalns, Melbourne Business School

Globalization
Michael Morris, Columbia University

Emotion (Download the PDF)
Hajo Adam, Rice University

Trust (Download the PDF)
Brian Gunia, John Hopkins University

Power
Adam Galinsky, Columbia University
2:30 – 2:40 p.m.
Think Tank Group Discussion
Format Overview and Facilitators Introduction
2:40 – 2:55 p.m.
Break
3:00 – 6:00 p.m.
Think Tanks

Group 1 – Emotion
Shirli Kopelman, Laura Rees
Room 3134

Group 2 – Intergroup Conflict
Taya Cohen, Nir Halevy
Room 4101

Group 3 – Trust
Jing Jing Yao, Tony Kong
Room 4270

Group 4 – Communications, Norms
Wendi Adair, Jimena Ramirez
Room 4426

Group 5 – Power
Li Ma, Niro Sivanthan
Room 4302

Group 6 – Globalization
Will Maddux, Maddy Janssens
Room 5101
6:00 – 6:20 p.m.
Transportation to Chicago Dinner
Abbott Pavilion, Ground Floor
6:20 – 10:00 p.m.
Chicago Second City Show and Dinner
Up Comedy Club, 230 W. North Ave, 3rd Floor, Chicago, IL 60614

Saturday, April 14, 2018

Time Event
8:30 – 9:00 a.m.
Breakfast
French Quarters, 2nd Floor
9:00 – 9:05 a.m.
Introduction
Jeanne Brett
White Auditorium, 2nd Floor
9:05 – 9:50 a.m.
Group 1 – Emotion
Shirli Kopelman, Laura Rees

Group 2 – Intergroup Conflict
Taya Cohen, Nir Halevy

Group 3 – Trust
Jing Jing Yao, Tony Kong
9:50 – 10:00 a.m.
Break
10:00 – 10:45 a.m.
Group 4 – Communications, Norms
Wendi Adair, Jimena Ramirez

Group 5 – Power

Li Ma, Niro Sivanthan

Group 6 – Globalization
Will Maddux
10:45 – 11:00 a.m.
Break
11:00 a.m. – 12:00 p.m.
Invited Address -- Introduction by Michele Gelfand
David Sloan Wilson, SUNY Binghamton
12:00 – 12:30 p.m.
Wrap Up
Jeanne Brett & Michele Gelfand
mosaic bar

Rapid Fire Talks


View the Presenters and Talk Titles

Presenter Name Title of Rapid Fire
Smadar Cohen
University of Surrey
Contact
The Role of Hope in Negotiation and Conflict Resolution
Jozefien De Leersnyder
University of Amsterdam
Contact
Emotional Acculturation
Jeremy Yip
Georgetown University
Contact
Losing Perspective: Anger Harms Perspective-Taking
Meina Liu
George Washington University
Contact
The Tale of Two Paths: The Moderating Effect of Communication Channel on Emotion-Laden Dispute Resolution
Einav Hart
University of Pennsylvania
Contact
Getting Less: When Negotiation Harms Post-Agreement Motivation
Brosh Teucher
Saint Michael's College
Contact
Applying Hanlon's Razor to Negotiations Research and Practice
Tetsushi Okumura
Tokyo University of Science
Contact
Attitudinal Structuring in Land Acquisition Process in Social Infrastructure Development in Japan
Jennifer Dannals
Stanford University
Contact
Looking Up and Down the Hierarchy: Target Rank Influence Perception of Descriptive Social Norms
Gairry Shteynberg
University of Tennesee
Contact
Shared Attention in Mind
Martha Berg
University of Michigan
Contact
Can Social Anxiety Improve Mentalizing? An ERP Investigation
Ray Friedman
Vanderbilt University
Contact
Agreement Dynamism in Negotiation: Looking at Tendencies to See Deals as Fixed or Dynamic
Donna Shestowsky
University of California Davis
Contact
How Do Litigants Compare Negotiation to Other Forms of Dispute Resolution?
Beth Fisher-Yoshida
Columbia University
Contact
The Role of Self-Talk in Women Negotiating
Linden Dalecki
Pittsburg State University
Contact
Negotiation Vis-A-Vis Personal Selling
McKenzie Rees
Southern Methodist University
Contact
Focusing on Fact or Friend: The Implications of Eye Gaze on Interactive Negotiation Outcomes
Adrian Diaz
IESEG School of Management
Contact
Concessions Across Cultures: Reversing Competitiveness in Inter-Cultural Negotiations through Honor and Emotion
Jessica Li
Cornell University
Contact
Experience Power Reduces Self-Promotional Lying
Zhi-Xue Zhang
Peking University
Contact
The Influence of Different Phrasing on Negotiators' Competitiveness
Shi Lui
Columbia University
Contact
How Do Collectivists Compete?
Franki Kung
University of Waterloo
Contact
When Multiculturalism Backfires: The Role of the Lay Theory of Culture
Debra Shapiro
University of Maryland
Contact
How Does Culture Influence Perceptions of Leader-Ethicality?
Katerina Bezrukova
University at Buffalo
Contact
Different Places, Same Spaces: Fault Lines and the Challenges in Deep Space Exploration
Yuanyuan Shi
Chinese University of Hong Kong
Contact
Psychological Flexibility: The Competence to Facilitate Multicultural Adaptation
Leigh Anne Liu
Georgia State University
Contact
Global Identity and Negotiation at Individual and Organizational Levels
Hemant Kekkar
London Business School
Contact
When Authoritarianism Trumps Liberalism
Chris Bauman
University of California, Irvine
Contact
The Effects of Promotion and Prevention Contracts on Trust and Cooperation
Ren Li
University of Maryland, College Park
Contact
The Importance of Understanding Conflict Cultures in Organizations
Julia Bear
Stony Brook University
Contact
Caregiving Ambition: What is it, Why it Matters
Said Shafa
Melbourne Business School
Contact
Social Rewards: The Basis for Collaboration in Honor Cultures

Think Tanks

Jeanne Brett and Michele Gelfand challenged the think tank leaders to develop a research agenda at the interface of culture, negotiation and their specific topic. Negotiation and Conflict Management Research will publish papers based on the Think Tanks in June 2019.
Rees

Laura Rees

University of Missouri at Kansas City
Kopelman

Shirli Kopelman

University of Michigan
Halevy

Nir Halevy

Stanford University
Cohen

Taya Cohen

Carnegie Mellon University
Halevy art

Intergroup Conflict

Yao

JingJing Yao

IESEG School of Management
Kong

Tony Kong

IESEG School of Management
Adair

Wendi Adair

University of Waterloo
Ramirez

Jimena Ramirez

IESEG School of Management
Adair Art

Communications, Norms

Sivanthan

Niro Sivanathan

London Business School
Ma

Li Ma

Peking University
Maddux

Will Maddux

University of North Carolina
Janssens

Maddy Janssens

University of Leuven
Maddux art

Globalization

Keynote Speakers

Bajta Mesquita

EMOTION

Batja Mesquita is Professor and Director of the Center of Social and Cultural Psychology, University of Leuven, Belgium. Her talk focused on the dynamics of emotional acculturation.

Download Presentation

Watch Video
Emotion
Kitayama

NEUROSCIENCE

Shinobu Kitayama is the Robert B. Zojonc Collegiate Professor of Psychology at the Univeristy of Michigan. His talk focused on the dynamic Recurisve interaction between culture and the brain.

Download Presentation

Watch Video
Emotion
Kitayama

TRUST

Don Ferrin is Professor of Organisational Behaviour and Human Resources at the Lee Kong Chian School of Business, Singapore Management University. His talk focused on the common origin and parallel development of trust research and of negotiation research. He overviewed the evidence of cultural similarities and differences in the meaning, levels, and determinants of trust.

Download Presentation

Watch Video
Neuroscience
Ferrin

COMMUNICATIONS

Yoshi Kashima is Professor, Melbourne School of Psychological Sciences, The University of Melbourne. His talk focused on cultural dynamics -- the formation, maintenance, and transformation of culture over time, with particular emphasis on culture of sustainability. He regards micro-level situated activities as critical for shaping macro-level cultural process, which in turn enable and constrain cultural change.

Download Presentation

Watch Video
Trust
Kashima

GLOBALIZATION

Chi-Yue Chiu is Li Choh-Ming Professor of Psychology and Dean of Social Science at the Chinese University of Hong Kong (CUHK). His talk focused on the meaning and mechanisms of globalization.

Download Presentation

Watch Video
Communication
Chiu

CLOSING KEYNOTE / USING CULTURAL RESEARCH TO CHANGE THE WORLD

David Sloan Wilson is SUNY Distinguished Professor of Biology and Anthropology at Binghamton University and president of the Evolution Institute. He has made foundational contributions to evolutionary theory, notably multilevel selection theory, which shows how adaptations can evolve (or fail to evolve) in systems ranging from biological to human social systems. He explained that the study of evolution in the biological sciences and the study of evolution in relation to the human behavioral and social sciences proceeded along different tracks for most of the 20th century. He explained that variation, selection, and heredity along with other mechanisms, for example, social learning found in many species and forms of symbolic thought that are distinctively human provide the capacity for behavioral and cultural change.

Download Presentation

Watch Video
Globalization

Conference Conveners

Jeanne Brett

Jeanne Brett

DeWitt W. Buchanan, Jr., Professor of Dispute Resolution and Organizations, Professor of Management & Organizations / Kellogg School of Management

Jeanne Brett's research is in the areas of cross cultural negotiations, the resolution of disputes, and the performance of multicultural teams. Her current research investigates culture and negotiation strategies. She is also studying negotiating teams and technological solutions to their myriad logistical problems.

Michele Gelfand

Michele Gelfand

Professor of Psychology, affiliate of the RH Smith School of Business, Distinguished University Scholar Teacher / University of Maryland, College Park

Michele Gelfand's research focuses on cultural influences on conflict, negotiation, justice, and revenge; workplace diversity and discrimination; and theory and methods in cross-cultural psychology. She received her Ph.D. in Social/ Organizational Psychology from the University of Illinois, Urbana Champaign.