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.
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
2001 Sheridan Rd Rm 5236
Evanston, IL 60208
Ph: 847.491.8068
Fax: 847.467.5700
Speakers
Jeanne Brett
Jeanne Brett is the DeWitt W. Buchanan, Jr. Distinguished Professor of Dispute Resolution and Negotiations at Kellogg School of Management. She is the convener of this conference.
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Michele Gelfand
Michele J. Gelfand is Professor Psychology and Affiliate of the RH Smith School of Business and Distinguished University Scholar Teacher at the University of Maryland. She is the co-convener of the conference.
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Batja Mesquita
Batja Mesquita is Professor and Director of the Center of Social and Cultural Psychology at the University of Leuven (Belgium).
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Shinobu Kitayama
Shinobu Kitayama received a Ph.D. from the University of Michigan, where he is currently Robert B. Zajonc Collegiate Professor of Psychology.
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Don Ferrin
Don Ferrin is Professor of Organisational Behaviour & Human Resources at Singapore Management University.
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Chi-Yue Chiu
C-Y. Chiu is Li Choh-Ming Professor of Psychology and Dean of Social Science at the Chinese University of Hong Kong (CUHK).
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Mina Cikara
Mina Cikara is an Assistant Professor in the Department of Psychology at Harvard University.
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Hajo Adam
Hajo Adam is an Assistant Professor of Management at Rice University's Jones Graduate School of Business.
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Mara Olekalns
Mara Olekalns is a Professor of Management (Negotiations) at the Melbourne Business School.
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Michael Morris
Michael Morris is the Chavkin-Chang Professor at Columbia University in the Business School and the Psychology Department.
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Brian Gunia
Brian Gunia (PhD in Management, Northwestern University) is an associate professor at the Johns Hopkins Carey Business School.
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Adam Galinsky
Adam Galinsky is the chair of the Management Division at Columbia Business School.
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Shirli Kopelman
Shirli Kopelman is Clinical Professor of Management and Organizations at the University of Michigan’s Ross School of Business.
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Laura Rees
Laura Rees is an Assistant Professor of Organizational Behavior at the Bloch School of Management at the University of Missoury-Kansas City.
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JingJing Yao
Jingjing Yao is an assistant professor at IESEG School of Management, France.
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Tony Kong
Dejun Tony Kong is an Assistant Professor of Management in the University of Houston's Bauer College of Business.
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Li Ma
Li Ma is an associate professor at Guanghua School of Management, Peking University.
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Niro Sivanathan
Niro Sivanathan is Associate Professor of Organisational Behaviour at London Business School.
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William Maddux
William Maddux is a Professor of Organizational Behavior at the Kenan-Flagler School of Business at the University of North Carolina, Chapel Hill.
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Wendi Adair
Wendi L. Adair is Associate Professor and Director of University of Waterloo’s Culture at Work Lab in Ontario, Canada.
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Jimena Y. Ramirez‐Marin
Jimena Y. Ramirez‐Marin is Assistant Professor at IÉSEG School of Management and Director of the IÉSEG Center on Negotiation.
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Taya Cohen
Taya R. Cohen, PhD (University of North Carolina at Chapel Hill, 2008), is an Associate Professor of Organizational Behavior and Theory at Carnegie Mellon University’s Tepper School of Business and holds the Carnegie Bosch Junior Faculty Chair.
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Nir Halevy
Nir Halevy is an Associate Professor of Organizational Behavior at Stanford University’s Graduate School of Business.
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Maddy Janssens
Maddy Janssens is a Full Professor and Campus Dean at the Faculty of Economics and Business, KU Leuven, Belgium.
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David Sloan Wilson
David Sloan Wilson is SUNY Distinguished Professor of Biology and Anthropology at Binghamton University and president of the Evolution Institute.
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Conference Conveners
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
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.
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.
|
|
|
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.
|
|
|
11:35 a.m. – 12:10 p.m.
|
|
|
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 |
Panel of Distinguished Scholars
Michele Gelfand, panel coordinator, challenged panelists to discuss the implications for negotiations of the cultural insight concerning emotions, communications, globalization, trust, and power.
Communication and Deception
Rapid Fire Talks
View the Presenters and Talk Titles
| Presenter Name | Title of Rapid Fire |
|---|---|
|
The Role of Hope in Negotiation and Conflict Resolution
|
|
|
Emotional Acculturation
|
|
|
Losing Perspective: Anger Harms Perspective-Taking
|
|
|
The Tale of Two Paths: The Moderating Effect of Communication Channel on Emotion-Laden Dispute Resolution
|
|
|
Getting Less: When Negotiation Harms Post-Agreement Motivation
|
|
|
Applying Hanlon's Razor to Negotiations Research and Practice
|
|
|
Attitudinal Structuring in Land Acquisition Process in Social Infrastructure Development in Japan
|
|
|
Looking Up and Down the Hierarchy: Target Rank Influence Perception of Descriptive Social Norms
|
|
|
Shared Attention in Mind
|
|
|
Can Social Anxiety Improve Mentalizing? An ERP Investigation
|
|
|
Agreement Dynamism in Negotiation: Looking at Tendencies to See Deals as Fixed or Dynamic
|
|
|
How Do Litigants Compare Negotiation to Other Forms of Dispute Resolution?
|
|
|
The Role of Self-Talk in Women Negotiating
|
|
|
Negotiation Vis-A-Vis Personal Selling
|
|
|
Focusing on Fact or Friend: The Implications of Eye Gaze on Interactive Negotiation Outcomes
|
|
|
Concessions Across Cultures: Reversing Competitiveness in Inter-Cultural Negotiations through Honor and Emotion
|
|
|
Experience Power Reduces Self-Promotional Lying
|
|
|
The Influence of Different Phrasing on Negotiators' Competitiveness
|
|
|
How Do Collectivists Compete?
|
|
|
When Multiculturalism Backfires: The Role of the Lay Theory of Culture
|
|
|
How Does Culture Influence Perceptions of Leader-Ethicality?
|
|
|
Different Places, Same Spaces: Fault Lines and the Challenges in Deep Space Exploration
|
|
|
Psychological Flexibility: The Competence to Facilitate Multicultural Adaptation
|
|
|
Global Identity and Negotiation at Individual and Organizational Levels
|
|
|
When Authoritarianism Trumps Liberalism
|
|
|
The Effects of Promotion and Prevention Contracts on Trust and Cooperation
|
|
|
The Importance of Understanding Conflict Cultures in Organizations
|
|
|
Caregiving Ambition: What is it, Why it Matters
|
|
|
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.
Laura Rees
University of Missouri at Kansas City
Shirli Kopelman
University of Michigan
Emotion
Nir Halevy
Stanford University
Taya Cohen
Carnegie Mellon University
Intergroup Conflict
JingJing Yao
IESEG School of Management
Tony Kong
IESEG School of Management
Trust
Wendi Adair
University of Waterloo
Jimena Ramirez
IESEG School of Management
Communications, Norms
Niro Sivanathan
London Business School
Li Ma
Peking University
Power
Will Maddux
University of North Carolina
Maddy Janssens
University of Leuven
Globalization
Keynote Speakers
 |
EMOTIONBatja 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 |
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NEUROSCIENCEShinobu 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 |
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TRUSTDon 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 |
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COMMUNICATIONSYoshi 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 |
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GLOBALIZATIONChi-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 |
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CLOSING KEYNOTE / USING CULTURAL RESEARCH TO CHANGE THE WORLDDavid 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 |
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