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IACM 2022

IACM 2022 Abstract Book

31 "We do not negotiate with terrorists! Would you want us to?"
Marc Mertes, Robert Böhm, Joachim Hüffmeier

147 “There’s No Place Like Home”: Empowering Diverse Researcher Perspectives in Collaborative Research on Empowering Homeless Youth
Tricia Jones, Colleen Tolan, Kelsey Hanson, Edith Mwangi, Ye Ju Ki

141 “Was That a Microaggression?”: Unpacking the How, When, and Why of the Target Sensemaking Process
Summer Jackson, Basima Tewfik

73 A comfy place? A glass of wine? Disentangling the impact of components of social interactions on negotiation
Adrian Borbely, Andrea Schneider, Angela Sutan, Michael Moffitt

71 A Different Kind of Trust: Cross Cultural Evidence of Trust through Relational Identification
Said Shafa, Jimena Ramirez Marin

106 Adoption barriers towards the use of a software for negotiation preparation in organizations
Carsten Stork, Michael Oryl, Uta Herbst, Markus Voeth

39 Affective Gambles: How Uncertainty Transforms Prosocial Behavior
David Daniels, Polly Kang, Maurice Schweitzer

33 Agreement Fluidity Mindset: Impact on Contract Extensiveness and Information Search
Ray Friedman, Wu Liu, William Bottom, Michele Gelfand, Robin Pinkley

47 Anchoring on Historical Round Number Reference Points: Expert Experience Corrects for Pricing Bias while Market Forces Do Not
SCOTT WILTERMUTH, Timothy Gubler, Lamar Pierce

75 Anticipatory scenarios of social polarization
Sanda Kaufman, Miron Kaufman

107 Applying Multi-Party Negotiation Techniques When Mediating Litigated Family Disputes
Courtney Chicvak

46 Are Our Goals Aligned? The impact of Cooperative Goal Interdependence on Nonnative vs Native English Speaker Conflict Interactions
Regina Kim, Jimena Ramirez-Marin, Kevin Tasa

30 Are You Kind, Big Deal, or Kind of a Big Deal? The Role of Communication in Impression Management
Einav Hart, Alison Brooks, Michael Yeomans, Maurice Schweitzer, Ovul Sezer, Kelly Nault, Nadav Klein, Eric VanEpps, T. Bradford Bitterly, Jennifer Aaker, M. Ena Inesi

64 Art for Whose Sake? Audience Relational Orientation Work in the “Porcelain Capital” of China
Siyin Chen

36 Asians Don’t Ask? Relational Concerns, Negotiation Propensity, and Starting Salaries
Jackson Lu

60 Asking Open-Ended Questions Increase Personal Gains in Negotiations
Matteo Di Stasi, Jordi Quoidbach

126 Bamboo Ceiling: East-Asian-Americans’ Effort to Prove their American Identity Silences Them
Jieun Pai, Emma Zhou

51 Beating the Rival but Losing the Game: How Rivalry Shifts Negotiators' Goals Away from Value Claiming
Sanghoon Kang, Julia Hur, Gavin Kilduff

62 Behavioral antecedents and consequences of (dis-)honesty in negotiation
Elisabeth Jäckel, Alfred Zerres, Joachim Hüffmeier

135 Bridge-building Messages in the U.S. Political Divide: When It Does (Not) Resonate
Lan Phan, Peter Coleman

139 Building an interpretable NLP system to encourage conversational receptiveness
Burint Bevis, Michael Yeomans

50 Can Priming Community Collectivism Mitigate Chinese In-group Favoritism?
Shu-Cheng Steve Chi, Ming-Jie Tsai, Raymond A. Friedman, Chih-Chieh Chu

112 Civil-Military Interaction in Conflicts: Best Practices and Perceptions
Alexandria Nylen, Samuel Boland, Robert Grace, Maria Carinnes P. Alejandria, Zein Tayyeb

69 Collective transcendence beliefs shape the sacredness of cultural objects
Siyin Chen, Rachel Ruttan, Matthew Feinberg

27 Communication misperceptions: Mispredicting the outcomes of interpersonal interactions
Einav Hart, Nicole Abi-Esber, Michael Kardas, Alison Wood Brooks, Rachel Schlund, Nicholas Epley, Adam Mastroianni, Vanessa Bohns, Julia Bear

78 Confidently Facing Conflict: The Importance of Empowering Leadership for Employees' Conflict Management Efficacy
Sonja Rispens, Emma Zhao, Donald Conlon

123 Costly Advantageous Connections: Network Social Class Reduces Prosocial Behavior
Siyu Yu, Jiyin Cao

117 Creating Cross-Fertilization in the Fields of Conflict Management and Journalism
Tricia Jones, Sreedhar Nemmani, Basak Kavlaki

29 Culture and Communication: The Surprising Underperformance of East Asians (but not South Asians) in US Business Schools
Jackson Lu, Richard Nisbett, Michael Morris

127 Decipher Your Counterpart: Perceived Status Hierarchy Accuracy and Intergroup Negotiation Performance
Siyu Yu, Gavin Kilduff, Yu Yang

59 Dialogue vs. debate: Causes and consequences of two approaches to disagreement
Kristina Wald, Anastasiya Apalkova, Xuan Zhao, Heather Caruso, Jane Risen

129 Difficult Conversations in Personal and Political Life
Yena Kim, Emma Levine, Thomas Bradford Bitterly, Nathan Lee

72 Do you trust me? How to Signal (Un)Trustworthiness
Kristina Wald, Shereen Chaudhry, Ariella Kristal, Charles Dorison, Francesca Gino, Zhiying (Bella) Ren, Maurice Schweitzer, Bushra Guenoun, Julian Zlatev

128 Embarrassment and observer intervention in cases of sexual harassment
Agnes Andor, McKenzie Rees, Lily Morse, Tenbrunsel Ann, Kristina Diekmann

137 Evidence for a curvilinear effect of psychological discomfort on dominant group members’ engagement in allyship
Olivia Foster-Gimbel, L. Taylor Phillips

154 Framing organizations as underdogs increase perceived suffering and empathy for them
Simone Tang, Rachel Schlund, Zachariah Berry

95 Friction in Everyday Conversation: Psychological Barriers to Having Good Conversations and How to Overcome Them
Juliana Schroeder, Rafael Batista, Aastha Mittal, Sendhil Mullainathan, Ovul Sezer, Sal Affinito, Brad Staats, Christopher Welker, Jesse Walker, Erica Boothby, Thomas Gilovich, Nicole Abi-Esber, Alison Wood Brooks, Michael Yoemans, Jonah Berger

91 Friend or Faux: Performative Wokeness and Reputational Signaling about Social Issues
Preeti Vani, Peter Belmi, Gabrielle Adams

82 Grey Zone Conflict and its Impact on International Negotiations
Christopher Honeyman, Barney Jordaan, Andrea Kupfer Schneider

74 Hearsay, rumor, and secondhand accounts: How manager lay theories are inconsistent with their behavior
Taeya Howell, Ethan Burris, Stephen Stubben, Kyle Welch

144 Hierarchy Moderates the Relational Consequences of Using Two-step Leverage in Help-exchange
Ye Jin Park, Andy J. Yap, Martin Gargiulo

57 High Stakes Overconfidence
Sandy Campbell, Don Moore

58 How does Variability Affect Humanization? Variable (vs. Constant) Behavior Increases Perceptions of Experience, but Decreases Perceptions of Agency
Kristina Wald, Jane Risen

40 How past experiences shape decisions about future behaviors: A large-scale natural field experiment with volunteer crisis counselors
David Daniels, Polly Kang, Maurice Schweitzer

151 How to Encourage Open-minded Engagement Around Divisive Topics?
Trevor Spelman, Samantha Kassirer, Jake Womick, Evan DeFilippis, Will Blakey, Abdo Elnakouri

49 I'm sorry if you are: The risk of apologizing first
Shereen Chaudhry, Valeria Burdea

167 IACM Fellows Session
Bruce Barry, Donald Conlon, Maurice Schweitzer, Deborah Cai, William Bottom

43 Identities between the lines: Re-aligning gender and professional identities by altering job advertisement language
Joyce He, Sonia Kang

35 Industry and Gender Differences in Negotiation Tendencies
Daisung Jang, Sudeep Sharma, William Bottom, Hillary Anger Elfenbein

48 Insidious Effects of Compliments: Positive Stereotypes Help Legitimize Discrimination
Danqiao Cheng, Jennifer Whitson

136 Instrumentality killed the cat (but curiosity saved it): The role of showcasing curiosity in information-gathering
Bushra Guenoun, Francesca Gino, Spencer Harrison

52 Integrating wisdom principles to manage contemporary problems
Anna Dorfman, Justin Brienza, Karina Schumann, Curtis Puryear, Melody Chao, Igor Grossmann

109 Interdependent Self-Construal as a Mitigating Factor in the Relationship Between Political Identity, COVID-19 Conspiratorial Beliefs, and Negative Attitudes Toward Vaccination
Yingli Deng, Benjamin Dow, Jennifer Whitson, Cynthia Wang

152 Intergenerational Abusive Supervision: How Leader Attributions Perpetuate Abusive Leadership
Danbee Chon, Hemant Kakkar

153 Is She Worthy?: The Impact of Shared Racial Group Membership on Helping Behaviors towards Women
Vivian Xiao, Brian Lowery

37 Is There More to In-Person Than to Online Negotiation Teaching? Effectiveness of In-Person versus Online Negotiation Teaching for Practitioners
Patricia Oehlschläger, Michael A. Merz

98 Learning to Cooperate: How First Impressions Shape Perceptions of Social Norms
Daniel Yudkin, Maurice Schweitzer

45 Look me in the eye – The impact of camera usage in online negotiations
Uta Herbst, Joana Roth, Jacqueline Sube, Markus Voeth

118 Moral Framing in Conflicts
Kian Siong Tey

61 More than just words - The use and influence of discourse particles in the negotiation process
Florian Mehlhase, Nicole Gotzner, Uta Herbst

166 Negotiation and Team Resources (NTR), Peterson Grant Awardees Symposium: Relationship-Building Through Expression Across Conflict and Negotiation Contexts
Matthew A. Diabes, Jeremy Yip, Alexandra Mislin, Laurie R. Weingart

44 Negotiation Controlling: Enhancing Negotiation Performance with Past Data
Magdalena Kasberger, Uta Herbst

90 Network Utilization Across Racial Groups: Understanding Minority Group Members’ Network Patterns and Behavior
Teodora Tomova Shakur

125 New Insights into Alleviating Global Poverty and Inequality
Samantha Kassirer, Maryam Kouchaki, Ata Jami, Riona Carriaga, Vance Larsen, Hilary Wething, Crystal Hall, Jiaying Zhao, Ashley Whillans, Jaewon Yoon, Aurora Turek, Grant Donnelly, Cameron Hecht, Christopher Bryan, David Yeager

65 No Pain, No (Ethical) Gain? Faultlines, Ethical Decisions, and Group Cohesion
Jihyeon Kim, Katerina Bezrukova, Denise Loyd, Chester Spell, Hisham Said

56 Overprecision in the Survey of Professional Forecasters
Sandy Campbell, Don Moore

34 Pandemic Impacts on Remote Justice
Andrea Schneider, Cynthia Alkon, Noam Ebner, Elayne Greenberg, Deborah Eisenberg, Kelly Olson, Donna Shestowsky, Nancy Welsh

111 Perspectives on AI and Negotiation
Huiru (Evangeline) Yang, Vincent Rice, Brian Gunia, Terri Griffith, Katerina Bezrukova, Chester Spell, Laura Rees, Ray Friedman

38 Pitfalls and Promises in Advancing Organizational Diversity
Sonya Mishra, Laura Kray, Brittany Torrez, LaStarr Hollie, Jennifer Richeson, Michael Kraus, Cameron Anderson, Katherine Milkman, Aneesh Rai, Erika Kirgios, Linda Chang, Edward Chang, Stephanie Creary, Tianna Barnes, Ozias Moore

159 Police Misconduct following Exposure to Potentially Traumatic Events: Evidence and Mitigation Strategies
Jana Raver, Mehnaz Rafi

124 Recognizing the Individual Psychological Experience of Conflict in Team Conflict
Kori Krueger, Matthew Diabes, Laurie Weingart

110 Reconciling the Mixed Effects of Dominance on Competence Evaluations: A Dual-Pathway Model and a Meta-Analytical Test
Nikhil Madan, Kian Siong Tey, Stefan Thau, Roderick Swaab

26 Reducing class-based prejudice with simple reminders of how socioeconomic background impacts individual achievements
Daniela Goya-Tocchetto, Shai Davidai

101 Relative Performance Feedback: Gendered Preferences and Asymmetric Costs
Judy Qiu, Selin Kesebir

155 Rigor and Relevance: How Injunctive Norms and Enforcement Shift Descriptive Norms in Science
Jeremy Yip, Maurice Schweitzer

149 Rival Warfare: An Investigation of Rivalry’s Potential for Intergroup Conflict Escalation
David Reinhard, Bernhard Leidner

115 Social Norms in Rivalries Increase Violence and Societal Harmdoing
David Reinhard, Johannes Berendt, Quinnehtukqut McLamore, Sebastian Uhrich, Bernhard Leidner

41 Social preferences during major disasters
Polly Kang, David Daniels, Maurice Schweitzer

140 Star Wars & Conflict Resolution
Noam Ebner, Jennifer Reynolds

89 The Counterproductive Effect of Soliciting Apologies: Solicited Apology as Predictor of Transgressor Anger and Revenge Intentions
Carlina Conrad, Shike Li, Kriti Jain

113 The Detrimental Effects of High-Status Mentors for Low Performers
Jennifer Abel, Paul Green, Jr., Ting Zhang, Francesca Gino

80 The effect of self-view on the negotiator’s (dis)honest behavior in online negotiations.
Yvette Woltman, Joris Demmers, Alfred Zerres

165 The Future of the Field: Open Science and the Negotiation Data Repository
Silvia Glick, Nazli Bhatia, Peter Carnevale, Taya R. Cohen, Joel Cutcher-Gershenfeld, Jimena Ramirez, Michael Yeomans

66 The Impact of Ghost Alternatives: How What Was, Haunts What Is
John Sawyer, Dustin Sleesman, Robin Pinkley, Donald Conlon

94 The Latest Research-Informed Insights into Providing Effective Feedback
Juliana Schroeder, Yena Kim, Emma Levine, Preeti Vani, Francis T. Flynn, Kori L. Krueger, Binyamin Cooper, Taya Cohen, Hayley Blunden, Paul Green, Francesca Gino, Jennifer Abel

32 The Look of a Good Pitcher: Role Prototypicality Contributes to Wage Discrimination
Julia Hur, Xu Han

122 The Psychology of Charitable Receiving: Giver Spotlighting Negatively Impacts Recipients of Aid
Samantha Kassirer, Maryam Kouchaki

53 The Role of Controlled Motivation in Transgressor Reconciliation Outcomes
Carlina Conrad, Shike Li, Kriti Jain

132 The role of political skill in negotiation: How social competence relates to cooperativeness, reputation and outcomes
Kevin Tasa, Mehran Bahmani, Thomas O'Neill

157 The Strategic Misuse of Loss Aversion in Social Interactions
David Daniels, E-Yang Goh

25 The Three Minute Thesis Competition for IACM 2022
Ming-Hong Tsai, Laura Rees, Jennifer Parlamis, Michael Gross, Deborah Cai

55 Tips from the Top: Do the Best Performers Really Give the Best Advice?
David Levari, Daniel Gilbert, Timothy Wilson

97 To Forgive or to Show Integrity: Forgiveness undermines integrity-based trust but increases benevolence-based trust
Rebecca Schaumberg, SCOTT WILTERMUTH, Gabrielle Adams

108 Towards an Integrated View of Autonomous Negotiating Agents
Carsten Stork

160 Unique Experience of Being in The Middle: The Effect of Middle Power on Role Ambiguity
Danqiao Cheng, Jieun Pai, Jennifer Whitson

143 User's Guide to Conversation Research
Michael Yeomans, Hanne Collins, Katelynn Boland

130 Wet’suwet’en Governance and the CGL Pipeline Conflict: Pedagogy and Collaborative Practice(s)
Ted Perlmutter, David Carten

121 What are We Talking About? Natural Language Processing in Conversation
Michael Yeomans, Robert Kraut, Ada Aka, Merrick Osborne

93 What Will :They Think? People that give-up on a passion overestimate the negativity of observers' judgments
Zachariah Berry, Brian Lucas, Jon Jachimowicz

148 When the leader leaves: Building and maintaining interorganizational social capital in international affairs
Aimee Lace

119 Zero Tolerance Policies: Do They Prevent Discrimination in Punishment?
Erin Frey, Gabrielle Adams, David Li


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