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Virtual IACM 2021

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

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

152 A Social Network Perspective on the Bamboo Ceiling: Ethnic Homophily Explains Why East Asians but not South Asians are Underrepresented in Leadership in Multiethnic Environments
Jackson Lu

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

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

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


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