vIACM 2021 Proceedings
30 'Hybrid warfare' and its consequences for international commercial negotiation
Barney Jordaan, Andrea K Schneider, Christopher Honeyman, Calvin Chrustie, Veronique Fraser, Anne Leslie, John Gilmour, Chris Corpora
86 "Why did you choose to study Negotiation?": Motivations for joining a Massive Open Online Course (MOOC) in Negotiation Management
Orna Kopolovich
159 "Your Internet Connection is Unstable" - An Empirical Analysis of Online Negotiation in Times of Covid
AURELIEN COLSON
20 “But I’m not privileged”: Privileged targets’ victimhood claims spill over to affect third parties’ perceptions of group inequity
Olivia Foster-Gimbel, L. Taylor Phillips
12 “It’s Not About the Money. It’s About Sending a Message!” — Unpacking the Components of Revenge
Andras Molnar, Shereen Chaudhry, George Loewenstein
70 “Please escalate your commitment to my project”: Do managers strategically use the sunk-cost effect as an influence tactic?
E-Yang Goh, David Daniels
55 A cultural conflict between Arab and Jewish educators in Israel: An interdisciplinary approach to mediation using NVC
Oriana Abboud-Armaly, Daniella Arieli
99 A Pain Shared is a Pain Halved, but a Joy Shared is not a Joy Doubled: Mental Accounting in Resource-Allocation Negotiations over Benefits and Burdens
Hong Zhang, Noya Lishner Levy, Johann M. Majer, Simone Moran, Ilana Ritov, Roman Trötschel, Marie van Treek
107 A User’s Guide for Conversation Research
Michael Yeomans, Hanne Collins, Nicole Abi-Esber, Katelynn Boland
114 About 70% Of Participants Know That the Canonical Deception Paradigms Measure Dishonesty
Sam Skowronek
50 Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts
Carolin Schuster, Fieke Harinck, Roman Trötschel
68 Advice as license: Using advice to make selfish decisions
Beth Anne Helgason, Daniel Effron
76 An Analysis of the Peace and Security Council’s management of the 2011 Côte d’Ivoire post-electoral conflict.
Ulrich Bouelangoye
112 An angry face and a guilty conscience: The intrapersonal effects of faking anger in negotiations
David Hunsaker, Teng Zhang, McKenzie Rees
51 Apologizing without Felt Transgression: An Investigation of its Affective and Reconciliation Consequences
Shike Li, Ivana Radivojevic, Kriti Jain
44 Artificial Intelligence (AI) – Threat, Opportunity, or Both? The Impact of Distinct Employee AI Perceptions on Task Motivation and Decision Compliance
Oneg Singer, Ilanit SimanTov-Nachlieli
28 Building a new narrative amidst the Israeli-Palestinian conflict: The Rawabi Project
Randall Rogan
156 Building social capital in international conflict management: The experience of incoming senior leaders
Aimee Lace
26 Call My Friends, When The Rain Starts To Pour? Reliance on Social Network Ties During The COVID-19 Pandemic
Teodora Tomova Shakur, Rellie Derfler-Rozin
33 Collaborative Governance: The Role of University Centers, Institutes and Programs
Michael Kern, L. Steven Smutko
123 Conflict Anxiety Response Scale: Updates on the Development of an Assessment of Derailing Tendencies in Romantic Conflicts
Anthea Chan, Steve Hong, Peter Coleman
60 Conspicuous or Communicative? Causes and Consequences of Jargon Use
Zachariah Brown, Adam Galinsky
127 Conversation Dynamics Predicts Negotiation Outcomes
Matteo Di Stasi, Emma Templeton, Jordi Quoidbach
64 Developing the Negotiation Behavior Inventory: A New Tool for Field Research
Daisung Jang, Hillary Anger Elfenbein, William Bottom
65 Different Paths but Same Results - Online versus Offline Negotiation Teaching
Patricia Oehlschläger, Simon Stumpf, Uta Herbst
105 Difficult disclosures: Effects of timing in revealing disability in the hiring process
Terri Kurtzberg, Mason Ameri
88 Disentangling Deception: An Empirical Investigation of the Nature of Lying and Cheating
Samuel Skowronek
138 Does Team Diversity Reduce Loss Aversion? Evidence From COVID-19 Decisions
Theodore Masters-Waage, David Daniels
115 Dynamic modeling of COVID effects on labor-management negotiations
Sanda Kaufman, Maria Koutsovoulou, Miron Kaufman
91 Effects of Identity Disclosure of Negotiation Software Agents on Negotiation Behavior and Outcomes – an Empirical Analysis
Niklas Ferdinand Bronnert, Markus Voeth
155 Emotions and Control: The Importance of Valence
Brad Bitterly, Polly Kang, Maurice Schweitzer
58 Feedback Seeker’s Folly: Requesting Advice (vs. Feedback) Yields More Developmental Input
Hayley Blunden, Jaewon Yoon, Ariella Kristal, Ashley Whillans
101 Forecasting Applications of Artificial Intelligence in Buyer-Supplier Negotiations
Michael Oryl, Niklas Ferdinand Bronnert, Markus Voeth
36 From Boasting to Boosting: Positive Consequences for Observers of High-Rank Braggarts
Kelly Nault, Andy Yap
87 Gender Differences in Benevolence Sensitivity: Implications for Trust and Wellbeing in the Workplace
Judy Qiu, Selin Kesebir, Arzu Wasti, Gul Gunaydin, Emre Selcuk
125 Gender Role Mindsets: A Lens for Examining Why Women Still Can’t “Have It All”
Charlotte Townsend, Laura Kray
41 Going beyond the 'self' in self-control: Interpersonal consequences of commitment strategy use
Ariella Kristal, Julian Zlatev
43 Helping as a Means to Empower or Create Reliance: Leaders' Social Hierarchical Motivations Predict Helping Behaviors
Jessica Jee Won Paek, Hemant Kakkar
95 How Do Low-Power Individuals Compete? An Investigation of Covert Competition
Huisi (Jessica) Li, Yufei Zhong
106 How social protest leads to less acceptance for the expression of prejudice: the role of intergroup cognitive appraisals
Dominika Bulska, Mikołaj Winiewski
35 Introducing SMARTRIQS to Negotiation and Conflict Management Research
Andras Molnar
22 Is Honesty the Best Policy? How Moral Principles Impact Ethical Judgment and Decisions
Einav Hart, Margarita Leib, Nils C. Köbis, Ivan Soraperra, Ori Weisel, Shaul Shalvi, Sarah Jensen, Michael White, Emma E. Levine, Shaked Shuster, Tal Eyal, Shahar Ayal, Simone Moran, Taya R. Cohen, Erik Helzer, Robert A. Creo, Eric VanEpps, Maurice Schweitzer, Michael Slepian
90 Learning Down to Train Up: Mentors are More Effective When They Gather Insights from Below
Ting Zhang, Dan Wang, Adam Galinsky
53 Learning from Responses to COVID-19 in Washington State
Michael Kern, Phyllis Shulman, David Fleming, Michael Brown
10 Lessons learnt from “Climate Club”, a negotiation simulation of multilateral diplomacy and politics
Val Ade, Philip Grech, Aimee Lace
66 Let the People Speak: When Civil Society Participates Peace Endures
Esra Cuhadar, Daniel Druckman
134 Local and Global Status Insecurities Independently Predict Compensatory Jargon Use
Zachariah Brown, Eric Anicich, Adam Galinsky
2 Losing Competition for Talent: Gender Bias in Advisor Selection
Julia Hur
15 Making a Boast Believable: Disclaimers Increase the Effectiveness of Seemingly Untrue Brags
Kristina Wald, Shereen Chaudhry, Jane Risen
130 Making Space for Indigenous Voices in Conflict Management Science and Practice
Wendi Adair, Michael Gross
147 Mass Shootings and presidential Rhetoric
Karen Feste
144 Measuring Perspective-Taking with Perspective-Faking: The Ideological Turing Test
Adam Mastroianni, Jason Dana
153 Media Coverage of Domestic Violence: Communicating Critical Consciousness through the Theatre of Baddesse
Godfrey A. Steele
17 Mediation in fragile states: The ECOWAS intervention in Mali
Jose Pascal da Rocha, Brown Odigie
97 Mental Models of Cooperation: Why Prosocial Behavior is Typically (Mis)perceived as a Sign of Intelligence
Polly Kang, David Daniels
73 Negotiation Controlling: Learning from Negotiation Results – Status Quo and Experimental Study
Magdalena Kasberger, Uta Herbst, Maximilian Ortmann
77 Negotiation Strategies for Women
Melanie Lietz, Jens Mazei, Marc Mertes, Joachim Hüffmeier
145 Networked Intra- and Inter-Organizational Conflict and Leadership: A Case Study
R. Tyler Spradley, Elizabeth Spradley
133 Nothing to Worry About: Why Liberals Underestimate Dominant Leaders and Act Complacently
Danbee Chon, Hemant Kakkar
69 Package Concession Tactics – How to Succeed within Package Deal Negotiations
Manuel Hefner, Ernestine Siebert, Uta Herbst, Markus Voeth
157 People Adjust Their Impressions More for Applicants’ Disadvantages than Advantages
David Munguia Gomez, Emma Levine, L. Taylor Phillips
7 Perceptual Bases of Inequality in Organizations
Phoebe Strom, Ishan Sharma, Ariel Avgar, Einav Hart, Dylan Wiwad, Jon Jachimowicz, Shai Davidai, Daniela Goya-Tocchetto, Aaron Kay, Keith Payne, Sa-kiera Tiarra Jolynn Hudson, Mina Cikara, Jim Sidanius
56 Power Versus Inequality: Which is the Proximate Predictor of Interpersonal Trust?
Christilene du Plessis, Michael Schaerer, My Hoang Bao Nguyen, Trevor Foulk
63 Precommitment and Cooperation in Stochastic Versus Deterministic Social Dilemmas
Poonam Arora, David Hardisty, Amir Sephri
131 Preoccupation or Internalization? Pruning Perspectives on Decoupling Conflict Through Temporal and Social Dynamics
Ryan Hemsley, Alice Guo, Ajay Somaraju, Brian Burgess, Nicholas Hays
139 Presidential Sparring: White House Coronavirus Task Force Press Briefing Conflict as Image (dis)Repair
R. Tyler Spradley, Elizabeth Spradley
8 Proactive Non-Specific Compensation for Negotiators who are Extremely Dependent
McKenzie Rees, Brian Gunia
78 Put it on the right spot - How to encounter loss aversion in package concessions tactics with different issue priorities
Ernestine Siebert, Uta Herbst
48 Recovering from a Transgression: The Importance of Early Trust Judgments and an Apology in Trust Repair
Jonathan Lee, Rachel Campagna
11 Reducing Conflict and Creating Interpersonal Wellness In Your Diverse Workplace
Joyce Odidison
154 Reference Shift in the Market Ultimatum
Peter Carnevale, Marlon Twyman II
54 Regulatory Focus and Negotiation Initiation
Aqsa Dutli, Geoffrey Leonardelli
120 Requesting support to step out of domestic abuse: What does it take?
Catharina Vogt, Stefanie Giljohann
29 Resolving conflicts between people and over time in the transformation toward sustainability: A framework of interdependent conflicts
Johann Majer, Matthias Barth, Hong Zhang, Marie Van Treek, Roman Trötschel
84 RESPECT AFFIRMATION IN STATUS NEGOTIATIONS
Jieun Pai, Corinne Bendersky
117 Risk Transforms Prosocial Behavior
Polly Kang, David Daniels
161 Rivals with Benefits: Friendly Rivals Motivate Without Encouraging Unethical Behavior
Valentino Emil Chai, Patricia Chen, Stephen Michael Garcia
59 Roundtable Discussion: Rethinking Research on Honesty Using a New Conceptual Framework
Elizabeth Huppert, Binyamin Cooper, Emma E. Levine, Taya R. Cohen, Maurice E. Schweitzer, Daniel A. Effron, Julia A. Minson, Juliana Schroeder
49 Self-construal, Face Concerns, and Conflict Management Strategies: A Meta-Analysis
Kyriaki Fousiani, Barbara Wisse
82 Shame broadcasts social norms: An experimental investigation of what people learn from others' shame
Rebecca Schaumberg, Sam Skowronek
14 Short-Term Effects of Authority Concessions to Terrorist Hostage-Takers: Stability and Generalizability of the Concession Effect
Marc Marc, Jens Mazei, Corinna Gemmecke, Joachim Hüffmeier
135 Social Comparison, Psychological Distance, and Conflict
Daniel Yudkin, Maurice Schweitzer
93 Social Influence in Informal Networks: Are The Two Ways to The Top Equally Viable and Available for All
Hemant Kakkar
18 Split-the-Difference Offers: Theory and Widespread Empirical Evidence from the Field
Daniel Keniston, Bradley Larsen, Shengwu Li, JJ Prescott, Bernardo Silveira, Chuan Yu
148 Supervisor power, psychological safety, and approaching difficult conversations
Rachael Goodwin, Alexandra Figueroa, Cheryl Wakslak
118 Surviving as health workers in (post) COVID times: The essential need for constructive social dialogue.
Ana Belen Garcia, Patricia Elgoibar, Lourdes Munduate, Francisco Medina, Martin Euwema
75 The AU Peace Roadmap in the 2011 Libyan Conflict: A realistic peace roadmap or inefficient peacemaker?
Ulrich Bouelangoye
16 The Benefits of Time Budgeting While Working from Home During COVID-19
Laura Giurge, Stephanie Chan-Ahuja, Gillian Ku
136 The Causes and Consequences of Affective Polarization in Political Beliefs
Andras Molnar, George Loewenstein, Charles Dorison, Julia Minson, Leaf Van Boven
40 The Contaminating Effect of Social Capital: How Upper-Class Networks Increase Unethical Behavior
Siyu Yu, Jiyin Cao, Aharon Cohen-Mohliver, Adam Galinsky
72 The End of Negotiation as We Know it? – Future Scenarios on Buyer-Seller Negotiations
Sandra Haggenmüller, Patricia Oehlschläger, Uta Herbst, Markus Voeth
137 The First Step is Always the Hardest: Barriers to Initiating Negotiations are not the Exception but the Norm
David Hunsaker, Hong Zhang, Alice Lee
158 The formation of collective grievances
Ludovico Alcorta
37 The Future of Negotiations? How AI as negotiation counterpart affects negotiators' trust and subjective value expectations
Dominik Sondern, Nadine Arnholz, Guido Hertel
94 The Impact of Well-Being on the Collaboration and Conflict Expression of Patient Transporters
Matthew Diabes, Taya Cohen, Laurie Weingart
124 The importance of positive emotional expressions and the neutralizing effects of negative emotional expressions in integrative negotiations: A Broaden-and-Build Account
Tatiana Astray, Mark Weber, Kevin Tasa
102 THE IMPOSTOR PHENOMENON REVISITED: PRESENTING A SELF-AFFIRMATION THEORY OF WORKPLACE IMPOSTOR THOUGHTS
Basima Tewfik
121 The Legacy of Slavery: Not okay to be burdened by—but okay to benefit from? How the framing of history shapes fairness judgments and affirmative action support
Elinor Flynn, Aerielle Allen, Taylor Phillips
13 The Mitigating Effect of Desiring Status on Backlash Against Ambitious Women
Sonya Mishra, Laura Kray
110 The New Practices of Mediation: Convening Conflict Parties in a Nonconventional Age
Noam Ebner, Lin Adrian, Timea Tallodi, Revital Hami-Ziniman, Andrea Hartmann-Piraudeau
150 The Pivotal Voter Effect: Jurors and members of other decision-making groups are motivated to be decisive
Yuji Winet, Diag Davenport
42 The Psychological Consequences of the Changing Nature of Work and Their Implications for Dominant Demographic Group Members' Support for Increasing Diversity in Organizations
Aneesh Rai, Edward Chang, Erika Kirgios, Rebecca Schaumberg
5 The Strategy of Social Change: Support for Black Lives Matter as Advocacy, Solidarity, and Allyship
Preeti Srinivasan, Shilaan Alzahawi, Jennifer Dannals, Nir Halevy
3 The Three Minute Thesis (3MT®) Competition for IACM 2021
Michael Gross, Deborah Cai, Jennifer Parlamis, Laura Rees, Ming-Hong Tsai
83 The two sides of emotions in a negotiation: The role of process and outcome
Brooke Gazdag, Matthias Weiss, Martin Hoegl
108 Thinking Beyond the Negotiation Table: Impacts of Externalities on Negotiators’ Perceptions, Behaviors, and Outcomes
Kai Zhang, Hong Zhang, Johann M. Majer, Hillie Aaldering, Roman Trötschel
47 Third one’s the Charm? How Emotions impact the Role of Third Parties in Trust Repair
Jonathan Lee, Rachel Campagna
24 Through Thick And Thin: The Effects of Interpersonal Loyalty on Nepotistic Behavior at Work
Teodora Tomova Shakur, John Angus Hildreth
116 Tribalism and Tribulations: The Social Cost of Not Sharing Fake News
Asher Lawson, Hemant Kakkar, Shikhar Anand
126 Unpacking Liberalism and Conservatism: Exploring Optimality Effects of Implicit Political Values on Mitigating Partisan Polarization
Anthea Chan, Peter Coleman
141 Using streaks to promote prosocial behavior within groups
David Levari, Michael Norton
79 What are We Talking About? Natural Language Processing in Conversation
Michael Yeomans, Lara Yang, Ada Aka, Ariella Kristal, Grant Packard
25 What Counts as Discrimination? Principles of Merit Shape Fairness Perceptions
Teodora Tomova Shakur, Taylor Phillips
27 What you hear is what you get: The role of active listening in integrative business negotiations
Elisabeth Jäckel, Alfred Zerres, Joachim Hüffmeier
128 What's the harm? The consequences of conspiracy theories
Benjamin Dow, Amber Johnson, Jennifer Whitson, Cynthia Shih-Chia Wang
151 When and Why Do Investors “Reward” Organizations for Gender Diversity? The Moderating Role of Diversity Frictions
David Daniels, Jennifer Dannals, Thomas Lys, Margaret Neale
45 When and Why Do Men Negotiate Assertively? It Depends on Threats to Their Masculinity and the Negotiation Topic
Jens Mazei, Julia Bear, Joachim Hüffmeier
9 When birds flock too close together: Work style differences among socially-similar members disrupt team performance
Yingli Deng, Cynthia S Wang, Federico Aime, Stephen Humphrey, Esther Sackett, Edward Scott, Katherine Phillips
132 When Curiosity Is Generosity: Social Curiosity Increases Advice Quality
Bushra Guenoun, Hayley Blunden, Ting Zhang, Francesca Gino
140 When hypocrisy is rewarded: The costs of moral flexibility outweigh the costs of hypocrisy
Elizabeth Huppert, Nicholas Herzog, Justin Landy, Emma Levine
85 When Self-Serving Deception Is More Ethical Than Honesty
Polly Kang, Maurice Schweitzer
34 When Women and Racial Minorities Seek Help, Mentioning Their Demographic Identity is an Asset
Erika Kirgios, Aneesh Rai, Edward Chang, Katherine Milkman
21 Where the Blame Lies: Unpacking Groups Shifts Judgments of Blame in Intergroup Conflict
Nir Halevy, Ifat Maoz, Preeti Srinivasan, Emily Reit
81 Where's the Expertise? Investigating the Drivers of Prescriptive versus Elicitive Approaches to Cross-Cultural Conflict Resolution Trainings
Lan H. Phan, Elisabeth Mah, Lea Lynn Yen, Regina Kim, Peter T. Coleman
19 Who Negotiates and When? Individual- and Group-level differences in Negotiation Behavior and Outcomes
Einav Hart, Hillary Anger Elfenbein, Jared Curhan, Noah Eisenkraft, Daniel Ames, Hannah Riley Bowles, Deborah Wu, Bobbi Thomason, Nilajana Dasgupta, Julia Bear, Robin Pinkley , Zoe Barsness, Jens Mazei, Nazli Bhatia, Dustin Sleesman , Peter Carnevale, Marlon Twyman, Maurice Schweitzer
61 Why Are Things Not Worse?
Beth Fisher-Yoshida, Joan Camilo Lopez
6 Why Dominance Incites Deference: A Social Norms Account
Emily Reit, Jennifer Dannals, Deborah Gruenfeld
80 Wicked Societal Problems Challenge Our Collective Future: A Conversation on the Role of Negotiation and Conflict Management Frameworks in Moving Towards Solutions
Wendi Adair, Poonam Arora, Moty Cristal, Matthew Cronin, Joshua Fisher, Michael Gross, William Hall, Shirli Kopelman, Martin Lindholst, Sonja Rauschütz, Laura Rees, Amira Schiff, Cynthia Wang, Sara Wheeler-Smith, Robert Wilken
46 Willful Ignorance: a Meta-Analysis
Linh Vu, Margarita Leib, Ivan Soraperra, Joël Van der Weele, Shaul Shalvi
31 Witnessing rudeness: Cooperation vs Competition
Ido Zigdon, Dorit Efrat-Treister, Uriel Haran
52 Workshop: Creating Critical Space Between Initial Encounter and Physical Response
Allison Sands
143 Workshop: Philosophy as an Instrument for Conflict Resolution Practitioners
Pallavi Adapa, Jake Anderson
96 Workshop: Writing reproducible APA-style manuscripts in R
Shilaan Alzahawi
162 Worry at Work: How Organizational Culture Influences Anxiety
Jeremy Yip, Emma Levine, Alison Wood Brooks, Maurice Schweitzer