9:00am-11:00pm 9:00am-9:30am 10:00am-11:30am V-100 V-200 V-300 V-400 V-500 Role of AI in Negotiation The Future of Negotiations? How AI as negotiation counterpart affects negotiators' trust and subjective value expectations Dominik Sondern, University of Münster, Germany; Nadine Arnholz, University of Münster, Germany; Guido Hertel, University of Münster, Germany Artificial Intelligence (AI) – Threat, Opportunity, or Both? The Impact of Distinct Employee AI Perceptions on Task Motivation and Decision Compliance Oneg Singer, Tel-Aviv University, Israel; Ilanit SimanTov-Nachlieli , Tel-Aviv University, Israel The End of Negotiation as We Know it? – Future Scenarios on Buyer-Seller Negotiations Sandra Haggenmüller, University of Hohenheim / Negotiation Acadamy Potsdam, Germany; Patricia Oehlschläger, University of Potsdam / Negotiation Acadamy Potsdam, Germany; Uta Herbst, University of Potsdam / Negotiation Acadamy Potsdam, Germany; Markus Voeth, University of Hohenheim / Negotiation Acadamy Potsdam, Germany Effects of Identity Disclosure of Negotiation Software Agents on Negotiation Behavior and Outcomes – an Empirical Analysis Niklas Ferdinand Bronnert, University of Hohenheim, Germany; Markus Voeth, University of Hohenheim, Germany Effects of Covid-19 on Conflict and Negotiation The Benefits of Time Budgeting While Working from Home During COVID-19 Laura Giurge, London Business School, United Kingdom; Stephanie Chan-Ahuja, London Business School, United Kingdom; Gillian Ku, London Business School, United Kingdom Dynamic modeling of COVID effects on labor-management negotiations Sanda Kaufman, Cleveland State University, United States; Maria Koutsovoulou, ESCP Europe, United States; Miron Kaufman, Cleveland State University, United States Surviving as health workers in (post) COVID times: The essential need for constructive social dialogue. Ana Belen Garcia, University Loyola, Spain; Patricia Elgoibar, University of Barcelona, Spain; Lourdes Munduate, University of Seville, Spain; Francisco Medina, University of Seville, Spain; Martin Euwema, University of Leuven, Belgium "Your Internet Connection is Unstable" - An Empirical Analysis of Online Negotiation in Times of Covid AURELIEN COLSON, ESSEC BUSINESS SCHOOL, France Inequality & Societal Conflict “But I’m not privileged”: Privileged targets’ victimhood claims spill over to affect third parties’ perceptions of group inequity Olivia Foster-Gimbel, NYU Stern School of Business, United States; L. Taylor Phillips, NYU Stern School of Business, United States Tribalism and Tribulations: The Social Cost of Not Sharing Fake News Asher Lawson, Duke University, United States; Hemant Kakkar, Duke University, United States; Shikhar Anand, IIT Delhi, India 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, NYU Stern, United States; Aerielle Allen, NYU, United States; Taylor Phillips, NYU Stern, United States Is Honesty the Best Policy? How Moral Principles Impact Ethical Judgment and Decisions Is Honesty the Best Policy? How Moral Principles Impact Ethical Judgment and Decisions Einav Hart, George Mason, United States; Margarita Leib, University of Amsterdam, Netherlands; Nils C. Köbis, Max Planck Institute, Berlin, Germany; Ivan Soraperra, University of Amsterdam, Netherlands; Ori Weisel, Tel-Aviv University, Israel; Shaul Shalvi, University of Amsterdam, Netherlands; Sarah Jensen, University of Chicago, United States; Michael White, Columbia University, United States; Emma E. Levine, University of Chicago, United States; Shaked Shuster, Ben-Gurion University of the Negev, Israel; Tal Eyal, Ben-Gurion University of the Negev, Israel; Shahar Ayal, Interdisciplinary Center (IDC) Herzliya, Israel; Simone Moran, Ben-Gurion University of the Negev, Israel; Taya R. Cohen, Carnegie Mellon University, United States; Erik Helzer, Naval Postgraduate School, United States; Robert A. Creo, Arbitrator, Mediator & Educator, United States; Eric VanEpps, University of Utah, United States; Maurice Schweitzer, University of Pennsylvania, United States; Michael Slepian, Columbia University, United States Wicked Societal Problems Challenge Our Collective Future: A Conversation on the Role of Negotiation and Conflict Management Frameworks in Moving Towards Solutions Wicked Societal Problems Challenge Our Collective Future: A Conversation on the Role of Negotiation and Conflict Management Frameworks in Moving Towards Solutions Wendi Adair, University of Waterloo, Canada; Poonam Arora, O’Malley School of Business, Manhattan College, United States; Moty Cristal, NEST Negotiation Strategies, SKOLKOVO Moscow School of Management, Tel Aviv University, IDC Herzliya, Israel; Matthew Cronin, George Mason University, United States; Joshua Fisher, Advanced Consortium on Cooperation, Conflict, and Complexity, Columbia University, United States; Michael Gross, Colorado State University, United States; William Hall, Department of the Interior & Georgetown University, United States; Shirli Kopelman, Ross School of Business, University of Michigan, United States; Martin Lindholst, Independent Scholar & Founder of ChangeAhead, United States; Sonja Rauschütz, Vienna School of Negotiation, Vienna University of Economics & Business, Diplomatic Academy Vienna, Austria; Laura Rees, Smith School of Business, Queen's University, Canada; Amira Schiff, The Program in Conflict Resolution, Conflict Management and Negotiation, Bar Ilan University, Israel; Cynthia Wang, Kellogg School of Management, Northwestern University, United States; Sara Wheeler-Smith, O’Malley School of Business, Manhattan College, United States; Robert Wilken, ESCP Europe, Germany
12:00pm-1:30pm V-100 V-200 V-300 V-400 Real World Conflict & Peace Building a new narrative amidst the Israeli-Palestinian conflict: The Rawabi Project Randall Rogan, Wake Forest University, United States The AU Peace Roadmap in the 2011 Libyan Conflict: A realistic peace roadmap or inefficient peacemaker? Ulrich Bouelangoye, SARCHi African Diplomacy and Foreign Policy,University of Johannesburg, Gabon An Analysis of the Peace and Security Council’s management of the 2011 Côte d’Ivoire post-electoral conflict. Ulrich Bouelangoye, SARCHi African Diplomacy and Foreign Policy,University of Johannesburg, Gabon Morality I The Contaminating Effect of Social Capital: How Upper-Class Networks Increase Unethical Behavior Siyu Yu, Rice University, United States; Jiyin Cao, Stony Brook University, United States; Aharon Cohen-Mohliver, London Business School, United Kingdom; Adam Galinsky, Columbia University, United States Apologizing without Felt Transgression: An Investigation of its Affective and Reconciliation Consequences Shike Li, IE Business School, Spain; Ivana Radivojevic, IE Business School, Spain; Kriti Jain, IE Business School, Spain About 70% Of Participants Know That the Canonical Deception Paradigms Measure Dishonesty Sam Skowronek, Wharton, University of Pennsylvania, United States Negotiation Processes I Proactive Non-Specific Compensation for Negotiators who are Extremely Dependent McKenzie Rees, Southern Methodist University, United States; Brian Gunia, Johns Hopkins Carey Business School, United States Regulatory Focus and Negotiation Initiation Aqsa Dutli, University of Toronto - Scarborough Campus, Canada; Geoffrey Leonardelli, University of Toronto - St. George Campus, Canada 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, Leuphana University, Germany; Noya Lishner Levy, Israel; Johann M. Majer, Leuphana University, Germany; Simone Moran, Ben-Gurion University of the Negev, Israel; Ilana Ritov, The Hebrew University of Jerusalem, Israel; Roman Trötschel, Leuphana University, Germany; Marie van Treek, Leuphana University, Germany 'Hybrid warfare' and its consequences for international commercial negotiation 'Hybrid warfare' and its consequences for international commercial negotiation Barney Jordaan, Vlerick Business School, Belgium; Andrea K Schneider, Marquette school of Law, United States; Christopher Honeyman, Convenor Conflict Management & Consulting; Calvin Chrustie, Interventis, Canada; Veronique Fraser, Sherbrooke Law School, Canada; Anne Leslie, IBM Corp; John Gilmour, Canadian Security Intelligence Service; Chris Corpora, IN2 Communications
2:00pm-3:30pm V-100 V-200 V-300 V-400 Effects of Discrimination at Work What Counts as Discrimination? Principles of Merit Shape Fairness Perceptions Teodora Tomova Shakur, New York University, United States; Taylor Phillips, New York University, United States Difficult disclosures: Effects of timing in revealing disability in the hiring process Terri Kurtzberg, Rutgers Business School, United States; Mason Ameri, Rutgers Business School, United States 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, MIT Sloan, United States Political & Societal Conflict The Strategy of Social Change: Support for Black Lives Matter as Advocacy, Solidarity, and Allyship Preeti Srinivasan, Stanford University, United States; Shilaan Alzahawi, Stanford University, United States; Jennifer Dannals, Dartmouth University, United States; Nir Halevy, Stanford University, United States Unpacking Liberalism and Conservatism: Exploring Optimality Effects of Implicit Political Values on Mitigating Partisan Polarization Anthea Chan, Morton Deutsch - International Center for Cooperation and Conflict Resolution, United States; Peter Coleman, Morton Deutsch - International Center for Cooperation and Conflict Resolution, United States What's the harm? The consequences of conspiracy theories Benjamin Dow, Washington University in St. Louis, Olin School of Business, United States; Amber Johnson, Northwestern University, Kellogg School of Management, United States; Jennifer Whitson, University of California Los Angeles, Management and Organizations, United States; Cynthia Shih-Chia Wang, Northwestern University Kellogg School of Management, Dispute Resolution Research Center and Management and Organization, United States Measuring Perspective-Taking with Perspective-Faking: The Ideological Turing Test Adam Mastroianni, Harvard University, United States; Jason Dana, Yale School of Management, United States Trust & Reliance Helping as a Means to Empower or Create Reliance: Leaders' Social Hierarchical Motivations Predict Helping Behaviors Jessica Jee Won Paek, Duke University Fuqua School of Business, United States; Hemant Kakkar, Duke University Fuqua School of Business, United States Third one’s the Charm? How Emotions impact the Role of Third Parties in Trust Repair Jonathan Lee, University of New Hampshire, United States; Rachel Campagna, University of New Hampshire, United States Recovering from a Transgression: The Importance of Early Trust Judgments and an Apology in Trust Repair Jonathan Lee, University of New Hampshire, United States; Rachel Campagna, University of New Hampshire, United States Reducing Conflict and Creating Interpersonal Wellness In Your Diverse Workplace Reducing Conflict and Creating Interpersonal Wellness In Your Diverse Workplace Joyce Odidison, Interpersonal Wellness Services Inc, Canada
4:00pm-5:30pm V-100 V-200 V-300 V-400 Communication (Non-Negotiation) Making a Boast Believable: Disclaimers Increase the Effectiveness of Seemingly Untrue Brags Kristina Wald, Booth School of Business, University of Chicago, United States; Shereen Chaudhry, Booth School of Business, University of Chicago, United States; Jane Risen, Booth School of Business, University of Chicago, United States Conspicuous or Communicative? Causes and Consequences of Jargon Use Zachariah Brown, Columbia Business School, United States; Adam Galinsky, Columbia Business School, United States Presidential Sparring: White House Coronavirus Task Force Press Briefing Conflict as Image (dis)Repair R. Tyler Spradley, Stephen F. Austin State University, United States; Elizabeth Spradley, Stephen F. Austin State University, United States Mass Shootings and presidential Rhetoric Karen Feste, University of Denver, United States Perceptions and Behavior at Work Through Thick And Thin: The Effects of Interpersonal Loyalty on Nepotistic Behavior at Work Teodora Tomova Shakur, New York University, United States; John Angus Hildreth, Cornell University, United States The Impact of Well-Being on the Collaboration and Conflict Expression of Patient Transporters Matthew Diabes, Carnegie Mellon University, United States; Taya Cohen, Carnegie Mellon University, United States; Laurie Weingart, Carnegie Mellon University, United States THE IMPOSTOR PHENOMENON REVISITED: PRESENTING A SELF-AFFIRMATION THEORY OF WORKPLACE IMPOSTOR THOUGHTS Basima Tewfik, MIT Sloan School of Management, United States Worry at Work: How Organizational Culture Influences Anxiety Jeremy Yip, Georgetown University, United States; Emma Levine, University of Chicago, United States; Alison Wood Brooks, Harvard Business School, United States; Maurice Schweitzer, Wharton, United States Perceptual Bases of Inequality in Organizations
Paper #1: The Perceived Potential for Promotion: Upward Workplace Mobility and Acceptance of Pay Disparities (Wiwad, Jachimowicz, and Davidai)Paper #2: Bounded Meritocracy (Goya-Tocchetto, Kay, and Payne)Paper #3 : Preference for Hierarchy is Associated with Apathetic and Antipathic Emotions and Policies (Hudson, Cikara, and Sidanius)Paper #4: Colored Lenses: Perceptions of Conflict & the Perpetuation of Workplace Racial Disparities (Strom, Sharma, Avgar, and Hart)
Perceptual Bases of Inequality in Organizations Phoebe Strom, Cornell University, United States; Ishan Sharma, Cornell University, United States; Ariel Avgar, Cornell University, United States; Einav Hart, George Mason University, United States; Dylan Wiwad, Northwestern University, United States; Jon Jachimowicz, Harvard University, United States; Shai Davidai, Columbia University, United States; Daniela Goya-Tocchetto, Duke University, United States; Aaron Kay, Duke University, United States; Keith Payne, University of North Carolina, United States; Sa-kiera Tiarra Jolynn Hudson, Yale University, United States; Mina Cikara, Harvard University, United States; Jim Sidanius, Harvard University, United States Learning from Responses to COVID-19 in Washington State Learning from Responses to COVID-19 in Washington State Michael Kern, Washington State University/University of Washington William D. Ruckelshaus Center, United States; Phyllis Shulman, Washington State University/University of Washington William D. Ruckelshaus Center, United States; David Fleming, Trust for America’s Health, United States; Michael Brown, Seattle Foundation, United States
6:30pm-8:00pm V-100 V-200 V-300 Power I From Boasting to Boosting: Positive Consequences for Observers of High-Rank Braggarts Kelly Nault, INSEAD, Singapore; Andy Yap, INSEAD, Singapore Power Versus Inequality: Which is the Proximate Predictor of Interpersonal Trust? Christilene du Plessis, Singapore Management University, Singapore; Michael Schaerer, Singapore Management University, Singapore; My Hoang Bao Nguyen, Singapore Management University, Singapore; Trevor Foulk, University of Maryland, United States Supervisor power, psychological safety, and approaching difficult conversations Rachael Goodwin, University of Utah, United States; Alexandra Figueroa, University of Utah, United States; Cheryl Wakslak, University of Southern California, United States Emotions and Control: The Importance of Valence Brad Bitterly, HKUST Business School, Hong Kong; Polly Kang, Wharton, United States; Maurice Schweitzer, Wharton, United States Effects of Gender at the Workplace The Mitigating Effect of Desiring Status on Backlash Against Ambitious Women Sonya Mishra, UC Berkeley Haas School of Business, United States; Laura Kray, UC Berkeley Haas School of Business, United States Gender Role Mindsets: A Lens for Examining Why Women Still Can’t “Have It All” Charlotte Townsend, UC Berkeley, United States; Laura Kray, UC Berkeley, United States When and Why Do Investors “Reward” Organizations for Gender Diversity? The Moderating Role of Diversity Frictions David Daniels, National University of Singapore (NUS) Business School, Singapore; Jennifer Dannals, Tuck School of Business at Dartmouth College, United States; Thomas Lys, Northwestern University, United States; Margaret Neale, Stanford University, United States Workshop: Writing reproducible APA-style manuscripts in R Workshop: Writing reproducible APA-style manuscripts in R Shilaan Alzahawi, Stanford University, United States
9:00pm-10:30pm Decision Making & Heuristics (V-100) “Please escalate your commitment to my project”: Do managers strategically use the sunk-cost effect as an influence tactic? E-Yang Goh, National University of Singapore (NUS) Business School, Singapore; David Daniels, National University of Singapore (NUS) Business School, Singapore Risk Transforms Prosocial Behavior Polly Kang, National University of Singapore (NUS) Business School, Singapore; David Daniels, National University of Singapore (NUS) Business School, Singapore Does Team Diversity Reduce Loss Aversion? Evidence From COVID-19 Decisions Theodore Masters-Waage, Singapore Management University, Singapore; David Daniels, National University of Singapore, Singapore
9:00am-11:00pm 10:00am-11:30am V-100 V-200 V-300 V-400 Effects of Gender in Negotiation and Competition Losing Competition for Talent: Gender Bias in Advisor Selection Julia Hur, New York University, United States When and Why Do Men Negotiate Assertively? It Depends on Threats to Their Masculinity and the Negotiation Topic Jens Mazei, TU Dortmund University, Germany; Julia Bear, Stony Brook University, United States; Joachim Hüffmeier, TU Dortmund University, Germany Negotiation Strategies for Women Melanie Lietz, TU Dortmund University, Germany; Jens Mazei, TU Dortmund University, Germany; Marc Mertes, TU Dortmund University, Germany; Joachim Hüffmeier, TU Dortmund University, Germany Gender Differences in Benevolence Sensitivity: Implications for Trust and Wellbeing in the Workplace Judy Qiu, London Business School, United Kingdom; Selin Kesebir, London Business School, United Kingdom; Arzu Wasti, Sabanci University, Turkey; Gul Gunaydin, Sabanci University, Turkey; Emre Selcuk, Sabanci University, Turkey Intergroup Conflict Where the Blame Lies: Unpacking Groups Shifts Judgments of Blame in Intergroup Conflict Nir Halevy, Stanford University, United States; Ifat Maoz, Hebrew University of Jerusalem, Israel; Preeti Srinivasan, Stanford University, United States; Emily Reit, Stanford University, United States Resolving conflicts between people and over time in the transformation toward sustainability: A framework of interdependent conflicts Johann Majer, Leuphana University, Germany; Matthias Barth, Leuphana University, Germany; Hong Zhang, Leuphana University, Germany; Marie Van Treek, Leuphana University; Roman Trötschel, Leuphana University, Germany How social protest leads to less acceptance for the expression of prejudice: the role of intergroup cognitive appraisals Dominika Bulska, University of Warsaw, Poland; Mikołaj Winiewski, University of Warsaw, Poland The formation of collective grievances Ludovico Alcorta, Radboud University, Netherlands Lessons from Practitioners Let the People Speak: When Civil Society Participates Peace Endures Esra Cuhadar, Bilkent University, Turkey; Daniel Druckman, George Mason University, Macquarie University, University of Queensland, United States Collaborative Governance: The Role of University Centers, Institutes and Programs Michael Kern, Washington State University/University of Washington William D. Ruckelshaus Center, United States; L. Steven Smutko, University of Wyoming Ruckelshaus Institute, United States Negotiation Controlling: Learning from Negotiation Results – Status Quo and Experimental Study Magdalena Kasberger, Department of Marketing, Negotiation Academy Potsdam, Germany; Uta Herbst, Department of Marketing, Negotiation Academy Potsdam, Germany; Maximilian Ortmann, Department of Marketing, Negotiation Academy Potsdam, Germany Where's the Expertise? Investigating the Drivers of Prescriptive versus Elicitive Approaches to Cross-Cultural Conflict Resolution Trainings Lan H. Phan, Teachers College, Columbia University, United States; Elisabeth Mah, Teachers College, Columbia University, United States; Lea Lynn Yen, Teachers College, Columbia University, United States; Regina Kim, IESEG School of Management, United States; Peter T. Coleman, Teachers College, Columbia University, United States Roundtable Discussion: Rethinking Research on Honesty Using a New Conceptual Framework Roundtable Discussion: Rethinking Research on Honesty Using a New Conceptual Framework Elizabeth Huppert, Booth School of Business, University of Chicago, United States; Binyamin Cooper, Tepper School of Business, Carnegie Mellon University, United States; Emma E. Levine, Booth School of Business, University of Chicago, United States; Taya R. Cohen, Tepper School of Business, Carnegie Mellon University, United States; Maurice E. Schweitzer, Wharton School of Business, University of Pennsylvania, United States; Daniel A. Effron, London Business School, United Kingdom; Julia A. Minson, Harvard Kennedy School of Government, Harvard University, United States; Juliana Schroeder, Haas School of Business, Berkley University, United States
12:00pm-1:30pm V-100 V-200 V-300 V-400 Concession Making in Negotiation Short-Term Effects of Authority Concessions to Terrorist Hostage-Takers: Stability and Generalizability of the Concession Effect Marc Marc, TU Dortmund University, Germany; Jens Mazei, TU Dortmund University, Germany; Corinna Gemmecke, TU Dortmund University, Germany; Joachim Hüffmeier, TU Dortmund University, Germany Package Concession Tactics – How to Succeed within Package Deal Negotiations Manuel Hefner, University of Hohenheim/ Negotiation Academy Potsdam, Germany; Ernestine Siebert, University of Potsdam/ Negotiation Academy Potsdam, Germany; Uta Herbst, University of Potsdam/ Negotiation Academy Potsdam, Germany; Markus Voeth, University of Hohenheim/ Negotiation Academy Potsdam, Germany Put it on the right spot - How to encounter loss aversion in package concessions tactics with different issue priorities Ernestine Siebert, University of Potsdam/ Negotiation Academy Potsdam, Germany; Uta Herbst, University of Potsdam/ Negotiation Academy Potsdam, Germany Intrapsychological Processes Going beyond the 'self' in self-control: Interpersonal consequences of commitment strategy use Ariella Kristal, Harvard Business School, United States; Julian Zlatev, Harvard Business School, United States Willful Ignorance: a Meta-Analysis Linh Vu, University of Amsterdam, Netherlands; Margarita Leib, University of Amsterdam, Netherlands; Ivan Soraperra, University of Amsterdam, Netherlands; Joël Van der Weele, University of Amsterdam, Netherlands; Shaul Shalvi, University of Amsterdam, Netherlands Self-construal, Face Concerns, and Conflict Management Strategies: A Meta-Analysis Kyriaki Fousiani, University of Groningen, Netherlands; Barbara Wisse, University of Groningen, Netherlands Social Comparison, Psychological Distance, and Conflict Daniel Yudkin, University of Pennsylvania, United States; Maurice Schweitzer, Wharton School, United States Emotion Witnessing rudeness: Cooperation vs Competition Ido Zigdon, Ben Gurion University, Israel; Dorit Efrat-Treister, Ben Gurion University, Israel; Uriel Haran, Ben Gurion University, Israel The two sides of emotions in a negotiation: The role of process and outcome Brooke Gazdag, University of Amsterdam, Netherlands; Matthias Weiss, Ruhr-Universität Bochum; Martin Hoegl, Ludwig-Maximilians-Univ. Munich An angry face and a guilty conscience: The intrapersonal effects of faking anger in negotiations David Hunsaker, NYU Shanghai, China; Teng Zhang, Penn State Harrisburg, United States; McKenzie Rees, Southern Methodist University, United States A User’s Guide for Conversation Research A User’s Guide for Conversation Research Michael Yeomans, Imperial College London, United Kingdom; Hanne Collins, Harvard Business School, United States; Nicole Abi-Esber, Harvard Business School, United States; Katelynn Boland, Harvard Business School, United States
2:00pm-3:30pm V-100 V-200 V-300 V-400 Diversity & Inclusion When Women and Racial Minorities Seek Help, Mentioning Their Demographic Identity is an Asset Erika Kirgios, University of Pennsylvania, Wharton, United States; Aneesh Rai, University of Pennsylvania, Wharton, United States; Edward Chang, Harvard Business School, United States; Katherine Milkman, University of Pennsylvania, Wharton, United States 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, University of Pennsylvania, Wharton, United States; Edward Chang, Harvard Business School, United States; Erika Kirgios, University of Pennsylvania, Wharton, United States; Rebecca Schaumberg, University of Pennsylvania, Wharton, United States People Adjust Their Impressions More for Applicants’ Disadvantages than Advantages David Munguia Gomez, University of Chicago Booth School of Business, United States; Emma Levine, University of Chicago Booth School of Business, United States; L. Taylor Phillips, New York University Stern School of Business, United States Power II Why Dominance Incites Deference: A Social Norms Account Emily Reit, Stanford University Graduate School of Business, United States; Jennifer Dannals, Tuck School of Business at Dartmouth College, United States; Deborah Gruenfeld, Stanford University Graduate School of Business, United States How Do Low-Power Individuals Compete? An Investigation of Covert Competition Huisi (Jessica) Li, Georgia Institute of Technology, United States; Yufei Zhong, Georgia Institute of Technology, United States Nothing to Worry About: Why Liberals Underestimate Dominant Leaders and Act Complacently Danbee Chon, Fuqua School of Business at Duke University, United States; Hemant Kakkar, Fuqua School of Business at Duke University, United States Local and Global Status Insecurities Independently Predict Compensatory Jargon Use Zachariah Brown, Columbia Business School, United States; Eric Anicich, University of Southern California, United States; Adam Galinsky, Columbia Business School, United States Groups & Teams When birds flock too close together: Work style differences among socially-similar members disrupt team performance Yingli Deng, Oklahoma State University, United States; Cynthia S Wang, Northwestern University, United States; Federico Aime, Oklahoma State University, United States; Stephen Humphrey, Pennsylvania State University, United States; Esther Sackett, Santa Clara University, United States; Edward Scott, Slippery Rock University, United States; Katherine Phillips, Columbia University, United States Preoccupation or Internalization? Pruning Perspectives on Decoupling Conflict Through Temporal and Social Dynamics Ryan Hemsley, Michigan State University, United States; Alice Guo, Michigan State University, United States; Ajay Somaraju, Michigan State University, United States; Brian Burgess, Michigan State University, United States; Nicholas Hays, Michigan State University, United States Using streaks to promote prosocial behavior within groups David Levari, Harvard Business School, United States; Michael Norton, Harvard Business School, United States The Pivotal Voter Effect: Jurors and members of other decision-making groups are motivated to be decisive Yuji Winet, University of Chicago, Booth School of Business, United States; Diag Davenport, University of Chicago, Booth School of Business, United States Introducing SMARTRIQS to Negotiation and Conflict Management Research Introducing SMARTRIQS to Negotiation and Conflict Management Research Andras Molnar, University of Chicago Booth School of Business, United States
4:00pm-5:30pm 6:30pm-8:00pm V-100 V-200 V-300 Morality II When Self-Serving Deception Is More Ethical Than Honesty Polly Kang, National University of Singapore, Singapore; Maurice Schweitzer, Wharton School, United States Mental Models of Cooperation: Why Prosocial Behavior is Typically (Mis)perceived as a Sign of Intelligence Polly Kang, National University of Singapore (NUS) Business School, Singapore; David Daniels, National University of Singapore (NUS) Business School, Singapore Rivals with Benefits: Friendly Rivals Motivate Without Encouraging Unethical Behavior Valentino Emil Chai, National University of SIngapore, Singapore; Patricia Chen, National University of Singapore, Singapore; Stephen Michael Garcia, University of California Davis, United States Negotiation Processes II Split-the-Difference Offers: Theory and Widespread Empirical Evidence from the Field Daniel Keniston, Louisiana State University, United States; Bradley Larsen, Stanford University, United States; Shengwu Li, Harvard, United States; JJ Prescott, University of Michigan, United States; Bernardo Silveira, UCLA, United States; Chuan Yu, Stanford University, United States Developing the Negotiation Behavior Inventory: A New Tool for Field Research Daisung Jang, University of Queensland, Australia; Hillary Anger Elfenbein, Washington University in St Louis, United States; William Bottom, Washington University in St Louis, United States RESPECT AFFIRMATION IN STATUS NEGOTIATIONS Jieun Pai, UVA, United States; Corinne Bendersky, UCLA, United States The First Step is Always the Hardest: Barriers to Initiating Negotiations are not the Exception but the Norm David Hunsaker, NYU Shanghai, China; Hong Zhang, Leuphana University, Germany; Alice Lee, Cornell, United States The Three Minute Thesis (3MT®) Competition for IACM 2021 The Three Minute Thesis (3MT®) Competition for IACM 2021 Michael Gross, Colorado State University, United States; Deborah Cai, Temple University, United States; Jennifer Parlamis, University of San Francisco, United States; Laura Rees, Queen’s University, Canada; Ming-Hong Tsai, Singapore Management University, Singapore
9:00am-11:00pm 10:00am-11:30am V-100 V-200 V-300 V-400 V-500 Advice and Mentorship Feedback Seeker’s Folly: Requesting Advice (vs. Feedback) Yields More Developmental Input Hayley Blunden, Harvard Business School, United States; Jaewon Yoon, Harvard Business School, United States; Ariella Kristal, Harvard Business School, United States; Ashley Whillans, Harvard Business School Advice as license: Using advice to make selfish decisions Beth Anne Helgason, London Business School, United Kingdom; Daniel Effron, London Business School, United Kingdom Learning Down to Train Up: Mentors are More Effective When They Gather Insights from Below Ting Zhang, Harvard Business School, United States; Dan Wang, Columbia Business School, United States; Adam Galinsky, Columbia Business School, United States When Curiosity Is Generosity: Social Curiosity Increases Advice Quality Bushra Guenoun, Harvard Business School, United States; Hayley Blunden, Harvard Business School, United States; Ting Zhang, Harvard Business School, United States; Francesca Gino, Harvard Business School, United States Integrative Negotiation What you hear is what you get: The role of active listening in integrative business negotiations Elisabeth Jäckel, University of Amsterdam, Netherlands; Alfred Zerres, University of Amsterdam, Netherlands; Joachim Hüffmeier, TU Dortmund University, Germany Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts Carolin Schuster, Leuphana University Lüneburg, Germany; Fieke Harinck, Leiden University, Netherlands; Roman Trötschel, Leuphana University Lüneburg, Germany The importance of positive emotional expressions and the neutralizing effects of negative emotional expressions in integrative negotiations: A Broaden-and-Build Account Tatiana Astray, Conrad School of Entrepreneurship and Business, University of Waterloo, Canada; Mark Weber, Conrad School of Entrepreneurship and Business, University of Waterloo, Canada; Kevin Tasa, Schulich School of Business, York University, Canada Negotiation Teaching Lessons learnt from “Climate Club”, a negotiation simulation of multilateral diplomacy and politics Val Ade, Kalaidos University of Applied Sciences, Switzerland; Philip Grech, ETH Zürich, Switzerland; Aimee Lace, Columbia University, United States Different Paths but Same Results - Online versus Offline Negotiation Teaching Patricia Oehlschläger, University of Potsdam, Negotiation Academy Potsdam, Germany; Simon Stumpf, University of Potsdam, Negotiation Academy Potsdam, Germany; Uta Herbst, University of Potsdam, Negotiation Academy Potsdam, Germany "Why did you choose to study Negotiation?": Motivations for joining a Massive Open Online Course (MOOC) in Negotiation Management Orna Kopolovich, HIT, Israel The New Practices of Mediation: Convening Conflict Parties in a Nonconventional Age The New Practices of Mediation: Convening Conflict Parties in a Nonconventional Age Noam Ebner, Creighton University, United States; Lin Adrian, University of Copenhagen, Denmark; Timea Tallodi, University of Essex, United Kingdom; Revital Hami-Ziniman, Bar-Ilan University, Israel; Andrea Hartmann-Piraudeau, Consensus Group, Germany IACM Award Winning Papers Session: Outstanding Dissertation, Outstanding Publication, & NCMR Best Paper Hemant Kakkar , Duke UniversityNir Halevy , Stanford UniversityDale Jay Hample , University of MarylandJessica Hample , SUNY Oswego
Join us as we explore these three award winning publications with their respective authors.
12:00pm-1:30pm V-100 V-200 V-300 V-400 Conflict & Close Relationships Requesting support to step out of domestic abuse: What does it take? Catharina Vogt, Deutsche Hochschule der Polizei, Germany; Stefanie Giljohann, Polizei Berlin, Germany Conflict Anxiety Response Scale: Updates on the Development of an Assessment of Derailing Tendencies in Romantic Conflicts Anthea Chan, Morton Deutsch - International Center for Cooperation and Conflict Resolution, United States; Steve Hong, Morton Deutsch - International Center for Cooperation and Conflict Resolution, United States; Peter Coleman, Morton Deutsch - International Center for Cooperation and Conflict Resolution, United States Media Coverage of Domestic Violence: Communicating Critical Consciousness through the Theatre of Baddesse Godfrey A. Steele, The University of the West Indies, St. Augustine, Trinidad and Tobago Negotiation Outcomes Forecasting Applications of Artificial Intelligence in Buyer-Supplier Negotiations Michael Oryl, University of Hohenheim, Germany; Niklas Ferdinand Bronnert, University of Hohenheim, Germany; Markus Voeth, University of Hohenheim, Germany Thinking Beyond the Negotiation Table: Impacts of Externalities on Negotiators’ Perceptions, Behaviors, and Outcomes Kai Zhang, Leuphana University, Germany; Hong Zhang, Leuphana University Lueneburg, Germany; Johann M. Majer, Leuphana University, Germany; Hillie Aaldering, University of Amsterdam, Netherlands; Roman Trötschel, Leuphana University, Germany Conversation Dynamics Predicts Negotiation Outcomes Matteo Di Stasi, ESADE, Universitat Ramon Llull, Spain; Emma Templeton, Dartmouth College, United States; Jordi Quoidbach, ESADE, Universitat Ramon Llull, Spain International Conflict Mediation in fragile states: The ECOWAS intervention in Mali Jose Pascal da Rocha, Columbia University, United States; Brown Odigie, ECOWAS MFD, Nigeria A cultural conflict between Arab and Jewish educators in Israel: An interdisciplinary approach to mediation using NVC Oriana Abboud-Armaly, Max Stern Yezreel valley college, Israel; Daniella Arieli, Max Stern Yezreel valley college, Israel Building social capital in international conflict management: The experience of incoming senior leaders Aimee Lace, Teachers College, Columbia University, United States What are We Talking About? Natural Language Processing in Conversation What are We Talking About? Natural Language Processing in Conversation Michael Yeomans, Imperial College London, United Kingdom; Lara Yang, Stanford University, United States; Ada Aka, University of Pennsylvania, United States; Ariella Kristal, Harvard University, United States; Grant Packard, York University, Canada
2:00pm-3:30pm V-100 V-200 V-300 V-400 Morality III “It’s Not About the Money. It’s About Sending a Message!” — Unpacking the Components of Revenge Andras Molnar, University of Chicago Booth School of Business, United States; Shereen Chaudhry, University of Chicago Booth School of Business, United States; George Loewenstein, Carnegie Mellon University, United States Shame broadcasts social norms: An experimental investigation of what people learn from others' shame Rebecca Schaumberg, University of Pennsylvania, United States; Sam Skowronek, University of Pennsylvania, United States Disentangling Deception: An Empirical Investigation of the Nature of Lying and Cheating Samuel Skowronek, Wharton, University of Pennsylvania, United States When hypocrisy is rewarded: The costs of moral flexibility outweigh the costs of hypocrisy Elizabeth Huppert, Booth School of Business, University of Chicago, United States; Nicholas Herzog, Booth School of Business, University of Chicago, United States; Justin Landy, Nova Southeastern University; Emma Levine, Booth School of Business, University of Chicago, United States Social Networks Call My Friends, When The Rain Starts To Pour? Reliance on Social Network Ties During The COVID-19 Pandemic Teodora Tomova Shakur, New York University, United States; Rellie Derfler-Rozin, University of Maryland, United States Social Influence in Informal Networks: Are The Two Ways to The Top Equally Viable and Available for All Hemant Kakkar, Fuqua School of Business, Duke University, United States Networked Intra- and Inter-Organizational Conflict and Leadership: A Case Study R. Tyler Spradley, Stephen F. Austin State University, United States; Elizabeth Spradley, Stephen F. Austin State University, United States Reference Shift in the Market Ultimatum Peter Carnevale, University of Southern California, United States; Marlon Twyman II, University of Southern California, United States Workshop: Creating Critical Space Between Initial Encounter and Physical Response Workshop: Creating Critical Space Between Initial Encounter and Physical Response Allison Sands, Project Hummingbird, United States Making Space for Indigenous Voices in Conflict Management Science and Practice Making Space for Indigenous Voices in Conflict Management Science and Practice Wendi Adair, University of Waterloo, Canada; Michael Gross, Colorado State University, United States
4:00pm-5:30pm V-100 V-200 The Causes and Consequences of Affective Polarization in Political Beliefs The Causes and Consequences of Affective Polarization in Political Beliefs Andras Molnar, University of Chicago Booth School of Business, United States; George Loewenstein, Carnegie Mellon University, United States; Charles Dorison, Kellogg School of Management, Northwestern University, United States; Julia Minson, Harvard Kennedy School, Harvard University, United States; Leaf Van Boven, University of Colorado Boulder, United States Workshop: Philosophy as an Instrument for Conflict Resolution Practitioners Workshop: Philosophy as an Instrument for Conflict Resolution Practitioners Pallavi Adapa, Columbia University, United States; Jake Anderson, Columbia University, United States
4:30pm-6:00pm V-300 V-400 Who Negotiates and When? Individual- and Group-level differences in Negotiation Behavior and Outcomes Who Negotiates and When? Individual- and Group-level differences in Negotiation Behavior and Outcomes Einav Hart, George Mason University, United States; Hillary Anger Elfenbein, Washington University in St. Louis, United States; Jared Curhan, MIT-Sloan, United States; Noah Eisenkraft, Duke University, United States; Daniel Ames, Columbia University, United States; Hannah Riley Bowles, Harvard University, United States; Deborah Wu, U. of Massachusetts at Amherst,, United States; Bobbi Thomason, Pepperdine University, United States; Nilajana Dasgupta, U. of Massachusetts at Amherst, United States; Julia Bear, Stony Brook University, United States; Robin Pinkley , Southern Methodist University, United States; Zoe Barsness, University of Washington Tacoma, United States; Jens Mazei, Technische Universitat Dortmund, Germany; Nazli Bhatia, University of Pennsylvania, United States; Dustin Sleesman , University of Delaware, United States; Peter Carnevale, University of Southern California, United States; Marlon Twyman, University of Southern California, United States; Maurice Schweitzer, University of Pennsylvania, United States Why Are Things Not Worse? Why Are Things Not Worse? Beth Fisher-Yoshida, Columbia University, United States; Joan Camilo Lopez, Columbia University, United States
6:00pm-6:45pm 7:00pm-8:00pm
