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International Association for Conflict Management 33rd Annual Conference

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Negotiation in Context: How Context Affects Negotiation Strategies and Consequences

Negotiation is a fundamental interpersonal tool and managerial skill, through which individuals and groups obtain some of their most consequential outcomes. This symposium focuses on the influence of the negotiation context (e.g., negotiators’ relationships, power, and culture) on negotiators’ strategies and agreements, as well as the downstream consequences: negotiators’ subsequent affective and relational outcomes and their post-agreement interactions. Across papers, we demonstrate that negotiation is often only one part in a longer interaction or relationship, and that the negotiated agreement is not the end-product of the negotiation process. We present novel research studies using field and experimental data that describe how the negotiation context impacts the effectiveness of different negotiation strategies, from deception to relational strategies. This set of research studies highlight trade-offs among material gain, social backlash, and interpersonal relationships. The symposium aims to provide a broad perspective on the nature of the negotiation process, and to advance our understanding of how different factors influence negotiators’ behavior not only during the negotiation itself, but also prior to the negotiation, and after it is concluded.

Rachel Campagna
University of New Hampshire
United States

Alexandra Mislin
American University
United States

Alex Van Zant
Rutgers University
United States

Laura Kray
UC Berkeley
United States

Jessica Kennedy
Vanderbilt University
United States

McKenzie Rees
Southern Methodist University
United States

Brian Gunia
Johns Hopkins University
United States

Einav Hart
University of Pennslvania
United States

Maurice Schweitzer
University of Pennsylvania
United States

Raymond Friedman
Vanderbilt University
United States

William Bottom
Washington University in St. Louis
United States

Robin Pinkley
Southern Methodist University
United States

Wu Liu
Hong Kong Polytechnic University
Hong Kong

Michele Gelfand
University of Maryland
United States

 


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