Skip to main content

Negotiation and Conflict Management Collaborative

Research - Negotiation and Conflict Management Collaborative

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

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.
Icon Online Programme for Individuals
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.
Online Programmes for small teams icon
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.
Customised Online Programmes For Organisations icon
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.
Icon-16.png
Pay Suppression in Social Impact Contexts
This research contributes to understandings of how social responsibility messaging impacts workers’ perceptions of organizations and negotiation behaviour.
habits icon
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.
people icon

INSEAD Publications

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.

Learn more here

 

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.

Learn more here

 

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

Learn more here

 

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 Journal66(5), pp1586-1616.

Learn more here

 

Sevcenko V., Wu L., Kacperczyk A. '., Ethiraj S. (2022). Surplus Division Between Labor and Capital: A Review and Research Agenda. Academy of Management Annals16(1), pp334-390.

Learn more here

 

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 Processes167, pp157-169.

Learn more here

 

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 Processes165, pp153-166.

Learn more here

 

Schweinsberg M., Thau S., Pillutla M. M. (2022). Negotiation Impasses: Types, Causes, and Resolutions. Journal of Management48(1), pp49-76.

Learn more here

 

Schaerer M., Teo L., Madan N., Swaab R. (2020). Power and Negotiation: Review of Current Evidence and Future Directions. Current Opinion in Psychology33, pp47-51.

Learn more here

 

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 Psychology87.

Learn more here

 

Click here to see all INSEAD journal articles on Negotiation and Conflict Management

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.

Learn more here

 

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.

Learn more here

 

Jang S., Chua R. Y. (2014). Building Intercultural Trust at the Negotiating Table. Negotiation Excellence (pp. 293-307). World Scientific.

Learn more here

 

Falcao H., Delicado N., Brandt K. (2013). Mediaçao Internacional. Mediaçao de Conflictos Saraiva.

Learn more here

 

Falcao H. (2012). A Competition Without Winners or Losers? The Ontogeny of a New Negotiation Event Format. Assessing Our Students, Assessing Ourselves DRI Press.

Learn more here