The NCMC provides a platform for any interested faculty and students around the world to collaborate on cutting edge research and knowledge creation on negotiation and conflict management.
Leveraging best practices in open science such as pre-registration (carefully specifying all analyses in advance) and replication (repeating the study to ensure its robustness), NCMC's research helps identify sustainable negotiation and conflict management strategies that aim to increase the informational value of negotiation and conflict management science and reduce the likelihood of false positive findings.
Latest Research Publications
On Whether to Meditate Before a Negotiation: Mindfulness Slightly Impairs Value Claiming in Negotiation
The effects of mindfulness meditation on negotiation performance - theory and practice.
Making Sense of Negotiation and AI: The Blossoming of a New Collaboration
This article delves into the evolving interplay between negotiation and various AI technologies.
Practice Briefing: A Comprehensive Negotiation Framework for Real Estate Professionals (Part II)
This briefing adopts a theoretical and practical approach, combining insights from negotiation theory with real-world applications in the real estate context.
Practice Briefing: A Comprehensive Negotiation Framework for Real Estate Professionals (Part I)
This practice briefing highlights the critical importance of negotiation skills in the everyday lives of real estate professionals.
Practice Briefing Negotiation Strategies and Their Impact on Real Estate Investment Disposal Processes
This practice briefing aims to provide real estate professionals and negotiators with a superior understanding of negotiation process design to maximise real estate disposition outcomes.
Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations: The Role of Information Elaboration and Value Claiming Behavior
The authors extend their theoretical understanding of interteam negotiations by offering novel insights about when and why teams realize their potential in integrative negotiations.
Why Employees Accept Lower Pay at Mission-Oriented Companies
This article discusses that job candidates should invest in building their negotiation skills so they are less thrown off when companies use social impact framing.
Pay Suppression in Social Impact Contexts
This research contributes to understandings of how social responsibility messaging impacts workers’ perceptions of organizations and negotiation behaviour.
INSEAD Publications
Falcao H. (2024) (Published Online). Making Sense of Negotiation and AI: The Blossoming of a New Collaboration. Journal of Strategic Contracting and Negotiation
Wiegelmann T., Falcao H. (2024) (Published Online). Practice Briefing: A Comprehensive Negotiation Framework for Real Estate Professionals (Part II). Journal of Property Investment & Finance
Wiegelmann, T., & Falcão, H. (2024). Practice Briefing A comprehensive negotiation framework for real estate professionals (Part I). Journal of Property Investment & Finance.
Wiegelmann, T., & Falcão, H. (2023). Practice Briefing Negotiation strategies and their impact on real estate investment disposal processes. Journal of Property Investment & Finance, 41(6), 636-643.
Doyle, S. P., Chung, S., Lount Jr, R. B., Swaab, R. I., & Rathjens, J. (2023). Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations: The Role of Information Elaboration and Value-Claiming Behavior. Academy of Management Journal, 66(5), 1586-1616.
Hussain I., Pitesa M., Thau S., Schaerer M. (2023) (Published Online). Pay Suppression in Social Impact Contexts: How Framing Work Around the Greater Good Inhibits Job Candidate Compensation Demands. Organization Science
Doyle S. P., Chung S., Lount R. B., Swaab R., Rathjens J. (2023). Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations: The Role of Information Elaboration and Value Claiming Behavior. Academy of Management Journal, 66(5), pp1586-1616.
Sevcenko V., Wu L., Kacperczyk A. '., Ethiraj S. (2022). Surplus Division Between Labor and Capital: A Review and Research Agenda. Academy of Management Annals, 16(1), pp334-390.
Swaab R., Lount R., Brett J. M. (2021). Setting the Stage for Negotiations: How Superordinate Goal Dialogues Promote Trust and Joint Gain in Negotiations Between Teams. Organizational Behavior & Human Decision Processes, 167, pp157-169.
Tey K. S., Schaerer M., Madan N., Swaab R. (2021). The Impact of Concession Patterns on Negotiations: When and Why Decreasing Concessions Lead to a Distributive Disadvantage. Organizational Behavior & Human Decision Processes, 165, pp153-166.
Schweinsberg M., Thau S., Pillutla M. M. (2022). Negotiation Impasses: Types, Causes, and Resolutions. Journal of Management, 48(1), pp49-76.
Schaerer M., Teo L., Madan N., Swaab R. (2020). Power and Negotiation: Review of Current Evidence and Future Directions. Current Opinion in Psychology, 33, pp47-51.
Schaerer M., Schweinsberg M., Thornley N., Swaab R. (2020). Win-Win in Distributive Negotiations: The Economic and Relational Benefits of Strategic Offer Framing. Journal of Experimental Social Psychology, 87.
Value Negotiation: How to finally get the Win-Win right
Value Capture Selling: How to Win the 3rd Sales Transformation
The Culture Map: Breaking Through the Invisible Boundaries of Global Business.
Blue Ocean Strategy: How to Create Uncontested Market Space and Make the Competition Irrelevant
Trombini C., Berg L. A., Riley Bowles H. (2020). Anger and Anxiety in Masculine Stereotypic and Male Dominated (Msmd) Negotiating Contexts: Affect and the Study of Gender in Negotiation. Research Handbook on Gender and Negotiation (pp. 186-206). London: Edward Elgar.
Meyer E. (2019). Getting to Si, Ja, Oui, Hai, and Da (Must Read reprint). HBR's 10 Must Reads on Negotiation (pp. 43-48). Boston: Harvard Business Review Press.
Jang S., Chua R. Y. (2014). Building Intercultural Trust at the Negotiating Table. Negotiation Excellence (pp. 293-307). World Scientific.
Falcao H., Delicado N., Brandt K. (2013). Mediaçao Internacional. Mediaçao de Conflictos Saraiva.
Falcao H. (2012). A Competition Without Winners or Losers? The Ontogeny of a New Negotiation Event Format. Assessing Our Students, Assessing Ourselves DRI Press.
