2024
Grant Recipients
| Researcher | Institution | Title |
|---|---|---|
| Yekaterina Bezrukova | University at Buffalo | Negotiating Procurement in Human-AI Teams |
| Nazli Bhatia | University of Pennsylvania | What Happens After Backlash? An Examination of the Long-term Consequences of Backlash |
| Xiawei (Sherry) Dong | Hong Kong University of Science and Technology Business School | Leveraging Generative AI and iDecisionGames: Understanding the Effects of Success, Failure, and Ambiguous Feedback on Learning |
| Kori Krueger | Morgan State University | (De)Escalating Dyadic Conflict |
| Gabrielle Lopiano | Vanderbilt University, Owen Graduate School of Management | Fit In or Stand Out? The Effectiveness of Race-Based Impression Management Strategies in Salary Negotiations |
| Hannes M.Petrowsky | Leuphana University | A multi-experiment approach to model the diverging effects and underlying mechanisms of rationales in negotiations |
| Renee Rottner | University of California – Santa Barbara | AI Negotiation Evaluation Trial (AI-NET): Measuring Learning in AI-enabled Negotiation Training |
| Elizabeth Trinh | University of Michigan, Ross School of Business | Miscalibrated Self-Disclosures: The Effects of Oversharing and Undersharing on Conversational Quality and Partner Well-being |
| Ece Tuncel | Webster University | ‘Nudging’ For Sustainability in Supplier-Retailer Negotiations |
| Preeti Vani | Stanford University | Who Has “The Right” to Engage with Diversity, Equity, and Inclusion? |
Teaching Grants
| Teacher | Institution | Title |
|---|---|---|
| Sarah Shendel | Suffolk University Law School | Teaching about Access to Justice, Pro Se Litigants, and Technology in Evictions Negotiations |
| Virgina Stewart | University College Dublin | Learning to Negotiate in the Age of AI |
2023
Grant Recipients
| Researcher | Institution | Title |
|---|---|---|
| Ray Friedman | Vanderbilt University | Negotiation and Conflict Transformer AI Language Model |
| Shereen Chaudry | University of Chicago | To apologize, blame, or both? How the interaction of relational and informational motives impacts reconciliation after conflict |
| Solene Delecort | University of California Berkeley | Negotiating Science: Evidence from a Randomized Control Trial |
| Brad Huang | University of British Columbia | Examining the Dual Effects of Victim Forgiveness on Transressor Reparation in Interpersonal Conflicts |
| Merrick Osborne | University of California Berkeley | An eye for an eye makes a leader shine, especially if she is a woman |
| Bella Ren | Wharton | Remember to Ask “Why” Even When You Agree: The Benefits of Discussing Underlying Interests on Compatible Interests in Negotiations |
| Vincent Rice | University of Buffalo | Similarity vs. Complementarity-Based Faultlines in Human-AI Teams |
Teaching Grants
| Teacher | Institution | Title |
|---|---|---|
| Michael Gross | Colorado State University | Emergency Medical Management in an Environmental Disaster |
2022
Grant Recipients
| Researcher | Institution | Title |
|---|---|---|
| Simone Moran | Ben-Gurion University of the Negev | Spirals of (dis)trust in negotiations |
| Elisabeth Jäckel | University of Amsterdam | Behavioral antecedents and consequences of (dis-)honesty in negotiation |
| Matthew Diabes | Carnegie Mellon University | Learning to Play the Game: A Longitudinal Study of Law Students’ Moral Character, Game-Framing, and Honest Disclosure in Negotiations |
| Ruo Mo | Montpellier Business School | Power and Unethical Negotiating Tactics |
| Leigh Grant | University of Chicago | The Impact of Communication Medium on International Business Negotiations |
| Mary Waller | Colorado State University | Looking and Speaking the Part: Incongruence Between Negotiators’ Facially- and Verbally-Expressed Emotions as a Predictor of Negotiated Outcomes |
| Brooke Gazdag | University of Amsterdam | Preventing and managing adversities in negotiations: The role of integrative skills and resilience mindset training |
| Huiru Yang | University at Buffalo | Gender and AI/Human Interaction |
| Melanie Lietz | TU Dortmund University | A New Potential Strategy to Solve Women’s Dilemma in Compensation Negotiations |
| Daniel Griffin | Michigan State University | Embracing the Open System Paradigm: A Multiteam System Approach to Between-Team Negotiations |
2021
Grant Recipients
| Researcher | Institution | Title |
|---|---|---|
| Ryan Hemsley | Michigan State University | Working Together to Our Collective Demise: The Role of Integrative Strategy on Escalation of Commitment in Multi-Phase Negotiations |
| Charlie Townsend | UC Berkeley | Negotiating the Gender Gap in Household Labor |
| Jonathan Lee | University of New Hampshire | Negotiating with Anger Issues: The Direction of Expressed Anger on Trust and Post Negotiation Cooperation |
| Einav Hart | George Mason University | I Avoid Because I Care: An Investigation of a U-shaped Model of Negotiation Avoidance by Economic Concerns |
| Laura Rees | Queen’s University, Smith School of Business | The Not-So-Small Potential of Small Talk in Negotiations: A Regulatory Focus Perspective |
| Tyree Mitchell | Louisiana State University | We are One or We Need Each Other : Role of Intergroup Leadership in Intergroup Negotiations |
Teaching Grants
| Teacher | Institution | Title |
|---|---|---|
| Duncan Duke | Ithaca College | NFL Media Rights Exercise |
2020
Teams Grants with INGroup
| Researcher | Institution | Title |
|---|---|---|
| L. Taylor Phillips | New York University Stern School of Business | Same Goal, Different Means? The Intragroup Dynamics of Intergroup Collective Action Coalitions |
| Rebecca Ponce de Leon | Duke University | Woke or Pandering? Perceptions of Racial Outgroup Members’ Communication Strategies |
| Pedro Marques-Quinteiro | ISPA- Instituto Universitário | Collaborative Group Processes to Achieve Performance Goals |
| Ilanit Gordon | Bar Ilan University | How Do Behavioral and Physiological Synchrony Shape Group Cohesion and Performance during Real Social Interactions? |
| Keaton Fletcher | Georgia Institute of Technology | Effects of Testosterone and Cortisol on Two Dimensions of Dominance and Leadership Emergence |
Research Grants
| Researcher | Institution | Title |
|---|---|---|
| Garrett Brady | London Business School | Social Class and Negotiation Processes |
| Daisung Jang | University of Queensland | Validation of the Negotiation Behavior Inventory |
| Terri Kurtzberg | Rutgers Business School | The Disclosure Effect: What to Say First and When to Reveal Disability in Virtual Job Negotiations |
| Jonathan Lee | University of New Hampshire | Third One’s the Charm? How Emotions Impact the Role of Third Parties in Trust Repair |
| Elena Poliakova | IESEG Lille | Does Language Matter: Native Language or Lingua Franca in Cross-Cultural Negotiations |
| McKensie Rees | Brigham Young University | Negotiating the Favor Bank |
| Carolin Schuster | Leuphana University Lüneburg | Can a Mindset Intervention Help to Foster Agreements and Improve Subjective Evaluations in Value-driven Conflicts? |
| Ning Xu | Washington University in St. Louis | Thank You for the Negotiation: How Gratitude Expressions Improve Joint Gains and Subjective Value |
| Jing Jing Yao | IESEG School of Management | Research on the Post-Agreement Stage: Trust Development, Agreement Implementation, and Future Cooperation |
| Boaz Keysar Lab | University of Chicago | Negotiation and Lingua Franca Use: How the Choice of Language Shapes Negotiation Processes and Outcomes |
2019
Research Grants
| Researcher | Institution | Title |
|---|---|---|
| Matthew Diabes | Carnegie Mellon University | Conflict Management Through Conflict Expression: The Role of Psychological Adjustment in Conflict Expression on Teams expression |
| Jeremy Yip | Georgetown University | Thanks for Nothing: Expressing Gratitude Invites Exploitation in Competitive Negotiations |
| Rashpal Dhensa-Kahlon | University of Surrey | If We Can Laugh Together, We Can Work Together: Exploring the Role of Humor as a Conflict Management Strategy in Teams |
| Virginia Choi | University of Maryland | Cultural Influences on the Formation and Structures of Stigma |
| Alexandra Mislin | American University | Winning Negotiations without Losing the Relationship |
| Hillie Aaldering | University of Amsterdam | Negotiation Agreement Selling: Mutual (mis)understanding between Representative and Constituency |
| Franki Kung | Purdue University | From Negotiating Identities to Negotiating a Deal: Identity Integration, (Non-)Zero-Sum Mindset, and Success in Integrative Negotiation |
| Margaret Lee | University of California, Berkeley | Women Do Ask? Gender and Negotiation |
2018
Research Grants
| Researcher | Institution | Title |
|---|---|---|
| Einev Hart & Maurice Schweitzer | University of Pennsylvania | Negotiating for Goods and Services: Will Negotiations Influence Service Quality? |
| Nazli Bhatia & Brian Gunia | Johns Hopkins | Rationales Speaking to Negotiators’ Constraints |
| Denise Loyd & Molly Kern | University of Illinois | Minority Duos |
| Eliran Halali | Ramat Gan Re Bar-Ilan University | Divide-and-Conquer: Harmful Third Parties Undermine Groups |
| Smadar Cohen-Chen | University of Surrey | Emotional Expressions and Dual Concern Theory in Conflict Resolution |
Teaching Grants
| Teacher | Institution | Title |
|---|---|---|
| Andrew Bennett | Old Dominion University | Using Improvisation in the Negotiation Classroom |
| Georg Berkel | Berkel Negotiation Consulting | Negotiation Clips for Teaching |