What is NCMC?
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 Publications
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.
Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations
This article extends the theoretical understanding of interteam negotiations by offering novel insights about when and why teams realize their potential in integrative negotiations.
INSEAD Publications
Value Negotiation: How to finally get the Win-Win right
Shaping the Game: The New Leader's Guide to Effective Negotiating
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.
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.
Schaerer M., Schweinsberg M., Swaab R. (2018). Imaginary Alternatives: The Effects of Mental Simulation on Powerless Negotiators. Journal of Personality and Social Psychology, 115(1), pp96-117.
Galinsky A. D., Schaerer M., Magee J. C. (2017). The Four Horsemen of Power at the Bargaining Table. Journal of Business and Industrial Marketing, 32(4).
Schaerer M., Loschelder D. D., Swaab R. (2016). Bargaining Zone Distortion in Negotiations: The Elusive Power of Multiple Alternatives. Organizational Behavior & Human Decision Processes, 137, pp156-171.
Lee M., Pitesa M., Pillutla M. M., Thau S. (2017). Male Immorality: An Evolutionary Account of Sex Differences in Unethical Negotiation Behavior. Academy of Management Journal, 60(5), pp2014-2044.
Loschelder D. D., Troetschel R., Swaab R., Friese M., Galinsky A. D. (2016). The Information-anchoring Model of First-offers: When and Why Moving First Helps versus Hurts Negotiators. Journal of Applied Psychology, 101(7), pp995-1012.
Galinsky A. D., Romero D. M., Uzzi B., Swaab R. (2015). Mimicry is Presidential: Linguistic Style Matching in Debates and Negotiations Improves Favorability Ratings. Personality and Social Psychology Bulletin, 41(10), pp1311-1319.
Schaerer M., Swaab R., Galinsky A. D. (2015). Anchors Weigh more than Power: Why Absolute Powerlessness Liberates Negotiators to Achieve Better Outcomes. Psychological Science, 26(2), pp170-181. Award Winning
Swaab R., Postmes T., Neijens P., Kiers M. H., Dumay A. C. M. (2002). Multiparty Negotiation Support: The Role of Visualization’s Influence on the Development of Shared Mental Models. Journal of Management Information Systems, 19(1), pp129-150.
Yang Y., Falcao H., Delicado N., Ortony A. (2014). Reducing Mistrust in Agent-Human Negotiations. IEEE Intelligent Systems, 29(2).
Loschelder D. D., Swaab R., Troetschel R., Galinsky A. D. (2014). The First-mover Disadvantage: The Folly of Revealing Compatible Preferences. Psychological Science, 25(4), pp954-962.
Gunia B. C., Swaab R., Sivanathan N., Galinsky A. D. (2013). The Remarkable Robustness of the First-Offer Effect: Across Culture, Power, and Issues. Personality and Social Psychology Bulletin, 39(12), pp1547-1558.
Sinaceur M., Maddux W., Vasiljevic D., Nuckel R., Galinsky A. D. (2013). Good Things Come to those Who Wait: Late First Offers Facilitate Creative Agreements in Negotiation. Personality and Social Psychology Bulletin, 39(6), pp814-825.
Sinaceur M., Adam H., Van Kleef G. A., Galinsky A. D. (2013). The Advantages of Being Unpredictable: How Emotional Inconsistency Extracts Concessions in Negotiation. Journal of Experimental Social Psychology, 49(3), pp498-508.
Swaab R., Galinsky A. D., Medvec V., Diermeier D. (2012). The Communication Orientation Model: Explaining the Diverse Effects of Sight, Sound, and Synchronicity on Negotiation and Group Decision-Making Outcomes. Personality and Social Psychology Review, 16(1), pp25-53.
Swaab R., Maddux W., Sinaceur M. (2011). Early Words that Work: When and how Virtual Linguistic Mimicry Facilitates Negotiation Outcomes. Journal of Experimental Social Psychology, 47(3), pp616-621.
Huffaker D., Swaab R., Diermeier D. (2011). The Language of Coalition Formation in Online Multiparty Negotiations. Journal of Language and Social Psychology, 30, pp66-81.
Swaab R., Kern M., Medvec V., Diermeier D. (2009). Who Says What to Whom? The Impact of Communication Setting and Channel on Exclusion from Multiparty Negotiation Agreements. Social Cognition, 27, pp381-397.
See all journal articles on "Negotiation" here
Extra Resources
De Dreu, C. K., & Carnevale, P. J. (2003). Motivational bases of information processing and strategy in conflict and negotiation.
De Dreu, C. K., Weingart, L. R., & Kwon, S. (2000). Influence of social motives on integrative negotiation: a meta-analytic review and test of two theories. Journal of personality and social psychology, 78(5), 889.
Pinkley, R. L., & Northcraft, G. B. (1994). Conflict frames of reference: Implications for dispute processes and outcomes. Academy of management journal, 37(1), 193-205.
Thompson, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological bulletin, 108(3), 515.
Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational behavior and human decision processes, 47(1), 98-123.
Druckman, D., & Wagner, L. M. (2016). Justice and negotiation. Annual Review of Psychology, 67, 387-413.
Kong, D. T., Dirks, K. T., & Ferrin, D. L. (2014). Interpersonal trust within negotiations: Meta-analytic evidence, critical contingencies, and directions for future research. Academy of Management Journal, 57(5), 1235-1255.
Nijstad, B. A., & De Dreu, C. K. (2012). Motivated information processing in organizational teams: Progress, puzzles, and prospects. Research in organizational behavior, 32, 87-111.
Thompson, L., Richardson, E., & Lucas, B. (2011). Future directions in negotiation. In The Oxford handbook of economic conflict resolution. Oxford University Press.
Thompson, L. L., Wang, J., & Gunia, B. C. (2010). Negotiation. Annual review of psychology, 61, 491-515.
Bowles, H. R., & McGinn, K. L. (2008). 2 Untapped potential in the study of negotiation and gender inequality in organizations. The Academy of Management Annals, 2(1), 99-132.
De Dreu, C. K., Nijstad, B. A., & Van Knippenberg, D. (2008). Motivated information processing in group judgment and decision making. Personality and social psychology review, 12(1), 22-49.
Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual review of psychology, 51(1), 279-314.
Backus, M., Blake, T., Larsen, B., & Tadelis, S. (2020). Sequential bargaining in the field: Evidence from millions of online bargaining interactions. The Quarterly Journal of Economics, 135(3), 1319-1361.
De Melo, C. M., Carnevale, P., Read, S., Antos, D., & Gratch, J. (2012, June). Bayesian model of the social effects of emotion in decision-making in multiagent systems. In Proceedings of the 11th International Conference on Autonomous Agents and Multiagent Systems-Volume 1 (pp. 55-62).
Taylor, P. J., & Thomas, S. (2008). Linguistic style matching and negotiation outcome. Negotiation and conflict management research, 1(3), 263-281.
Weingart, L. R., Brett, J. M., Olekalns, M., & Smith, P. L. (2007). Conflicting social motives in negotiating groups. Journal of personality and social psychology, 93(6), 994.
Friedman, R. (2006). Studying negotiations in context: an ethnographic approach. Methods of negotiation research, Martinus Nijhoff Publishers, Leiden/Boston.
