Research Papers

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Negotiation & Conflict

 

Conflict is inevitable, and it is how conflict is managed that helps or hinders human groups. Our research explores the conditions under which conflict can originate and spread in cultural systems and how norms for conflict management develop. We also explore the way that individuals and groups negotiate about conflict issues, and the different processes through which successful negotiation agreements occur within and across cultures. Our work examines culture universality and specificity in the etiology of revenge and forgiveness, as well as the cultural psychology of terrorism. We also focus on empowerment in negotiation, and explore how stigmatized individuals can overcome limitations to their negotiation authority.

See papers in this area below. 

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Han, X., Gelfand, M. J., Wu, B., Zhang, T., Li, W., Gao, T., Pang, C., Wu, T., Zhou, Y., Zhou, S., Wu, X., & Han, S. (2020). A neurobiological association of revenge propensity during intergroup conflict. ELife, 9, e52014. https://doi.org/10.7554/eLife.52014

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Friedman, R. A., Pinkley, R. L., Bottom, W. P., Liu, W., & Gelfand, M. (2020). Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity. Negotiation and Conflict Management Research, 13(2), 127–150. https://doi.org/10.1111/ncmr.12166

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Caluori, N., Jackson, J. C., Gray, K., & Gelfand, M. (2020). Conflict Changes How People View God. Psychological Science, 31(3), 280–292.

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Jasko, K., Webber, D., Kruglanski, A. W., Gelfand, M., Taufiqurrohman, M., Hettiarachchi, M., & Gunaratna, R. (2020). Social context moderates the effects of quest for significance on violent extremism. Journal of Personality and Social Psychology, 118(6), 1165–1187. https://doi.org/10.1037/pspi0000198

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Jackson, J. C., Choi, V. K., & Gelfand, M. J. (2019). Revenge: A multilevel review and synthesis. Annual Review of Psychology, 70, 319-345.

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Jackson, J. C., Gelfand, M. J., Ayub, N., & Wheeler, J. (2019). Together from Afar: Introducing a Diary Contact Technique for Improving Intergroup Relations. Behavioral Science & Policy, 5(1), 14–33. https://doi.org/10.1353/bsp.2019.0002

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Lemay Jr, E. P., Ryan, J. E., Fehr, R., & Gelfand, M. J. (2019). Validation of negativity: Drawbacks of interpersonal responsiveness during conflicts with outsiders. Journal of Personality and Social Psychology.

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Gelfand, M. J. & Jackson, J. C. (2019) The Cultural Psychology of Negotiation. In D. Cohen & S. Kitayama (Eds.), Handbook of Cultural Psychology, 2, 650-677. New York, NY: Guilford.

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Choi, V. K., Gelfand M. J., & Jackson J. C. (2018). The role of entitativity in perpetuating cycles of violence. Behavioral and Brain Sciences, 41.

Moaddel, M., & Gelfand, M. J. (Eds.). (2017). Values, Political Action, and Change in the Middle East and the Arab Spring. Oxford University Press.

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Shteynberg, G., Gelfand, M., Imai, L., Mayer, D. M., & Bell, C. (2017). Prosocial thinkers and the social transmission of justice. European Journal of Social Psychology, 47(4), 429-442.

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Salmon, E. D., Gelfand, M. J., Ting, H., Kraus, S., Gal, Y. A., & Fulmer, C. A. (2016). When time is not money: Why Americans may lose out at the negotiation table. Academy of Management Discoveries, 2(4), 349-367. 

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Nowak, A., Gelfand, M. J., Borkowski, W., Cohen, D., & Hernandez, I. (2016). The evolutionary basis of honor cultures. Psychological Science, 27(1), 12-24.

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Lyons-Padilla, S., Gelfand, M. J., Mirahmadi, H., Farooq, M., & Van Egmond, M. (2015). Belonging nowhere: Marginalization & radicalization risk among Muslim immigrants. Behavioral Science & Policy, 1(2), 1-12.

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Fulmer, C. A., & Gelfand, M. J. (2015). Trust after violations: Are collectivists more or less forgiving?. Journal of Trust Research, 5(2), 109-131.

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Zheng, X., Fehr, R., Tai, K., Narayanan, J., & Gelfand, M. J. (2015). The unburdening effects of forgiveness: Effects on slant perception and jumping height. Social Psychological and Personality Science, 6(4), 431-438.

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Gelfand, M. J., Severance, L., Lee, T., Bruss, C. B., Lun, J., Abdel Latif, A. H., ... & Moustafa Ahmed, S. (2015). Culture and getting to yes: The linguistic signature of creative agreements in the United States and Egypt. Journal of Organizational Behavior, 36(7), 967-989.

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Gal, Y., Rosenfeld, A., Kraus, S., Gelfand, M., An, B., & Lin, J. (2014). A New Paradigm for the Study of Corruption in Different Cultures. In W. G. Kennedy, N. Agarwal, & S. J. Yang (Eds.), Social Computing, Behavioral-Cultural Modeling and Prediction (pp. 261–268). Springer International Publishing. https://doi.org/10.1007/978-3-319-05579-4_32

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Kruglanski, A. W., Gelfand, M. J., Bélanger, J. J., Sheveland, A., Hetiarachchi, M., & Gunaratna, R. (2014). The psychology of radicalization and deradicalization: How significance quest impacts violent extremism. Political Psychology, 35, 69-93.

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Lee, T. L., Gelfand, M. J., & Kashima, Y. (2014). The serial reproduction of conflict: Third parties escalate conflict through communication biases. Journal of Experimental Social Psychology, 54, 68-72.

Gelfand, M. J., Harrington, J. R., & Leslie, L. M. (2014). Conflict cultures: A new frontier for conflict management research and practice. Handbook of conflict management research, 109-134.

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Roos, P., Gelfand, M., Nau, D., & Carr, R. (2014). High strength-of-ties and low mobility enable the evolution of third-party punishment. Proceedings of the Royal Society B: Biological Sciences, 281(1776), 20132661.

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Inman, M., Kishi, R., Wilkenfeld, J., Gelfand, M., & Salmon, E. (2014). Cultural influences on mediation in international crises. Journal of Conflict Resolution, 58(4), 685-712.

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Gelfand, M. J., Brett, J., Gunia, B. C., Imai, L., Huang, T. J., & Hsu, B. F. (2013). Toward a culture-by-context perspective on negotiation: Negotiating teams in the United States and Taiwan. Journal of Applied Psychology, 98(3), 504.

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Severance, L., Bui‐Wrzosinska, L., Gelfand, M. J., Lyons, S., Nowak, A., Borkowski, W., ... & Lin, C. C. (2013). The psychological structure of aggression across cultures. Journal of Organizational Behavior, 34(6), 835-865.

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Fulmer, C. A., & Gelfand, M. J. (2013). How do I trust thee? Dynamic trust profiles and their individual and social contextual determinants. In K. Sycara, M. J. Gelfand, & A. Abbe (Eds.) Models for intercultural collaboration and negotiation. New York: Springer.

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Kruglanski, A. W., Bélanger, J. J., Gelfand, M., Gunaratna, R., Hettiarachchi, M., Reinares, F., ... & Sharvit, K. (2013). Terrorism—A (self) love story: Redirecting the significance quest can end violence. American Psychologist, 68(7), 559.

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Bui-Wrzosinska , L., Gelfand, M.J., Nowak, A., & Severance, L. (2013). Studying trajectories of conflict escalation. In K. Sycara, M. J. Gelfand, & A. Abbe (Eds.) Models for intercultural collaboration and negotiation. New York: Springer. 

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Salmon, E. D., Gelfand, M. J., Çelik, A. B., Kraus, S., Wilkenfeld, J., & Inman, M. (2013). Cultural contingencies of mediation: Effectiveness of mediator styles in intercultural disputes. Journal of Organizational Behavior, 34(6), 887-909.

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Lee, T. L., Gelfand, M. J., Shteynberg, G., Yuki, M., & Brewer, M. (2013). Culture and the contagion of conflict. In M. Yuki & M. Brewer (Eds.), Culture and Group Processes (pp. 241–260). Oxford University Press.

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