Research Papers

Navigate

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. 

pdf

Dimant, E., Clemente, E.G., Pieper, D., Dreber, A., Gelfand, M.J. (2022). Politicizing Mask-wearing: predicting the success of behavioral interventions among republicans and democrats in the US. Scientific Reports.

pdf

Fan, X.; Gao, T., Luo, S., Gelfand, M.J., Han, S. (2022). Religious Afterlife Beliefs Decrease Behavioral Avoidance of Symbols of Mortality. Personality and Social Psychology Bulletin.

pdf

Li, C., Gelfand, M.J. (2022). The influence of cultural tightness-looseness on cross-border acquisition performance. Journal of Economic Behavior & Organization

pdf

Milyavsky, M., Kruglanski, A. W., Gelfand, M., Chernikova, M., Ellenberg, M., & Pierro, A. (2022). People who need people (and some who think they don't): On Compensatory personal and social means of goal pursuit. Psychological Inquiry

pdf

Gelfand, M.J., Li, R., Stamkou, E., Pieper, D., Denison, E., Fernandez, J., Choi, V., Chatmam, J., Jackson, J., Dimant, E. (2022). Persuading Republicans and democrats to comply with mask wearking: An intervention tournament. Journal of Experimental Social Psychology.

pdf

Van Bavel, J. J., Cichocka, A., Capraro, V., Sjåstad, H., Nezlek, J. B., Pavlović, T., ... & Jørgensen, F. J. (2022). National identity predicts public health support during a global pandemic. Nature communications

click here to open pdf

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

no pdf available

Pierro, A., Pica, G., Dentale, F., Gelfand, M., & Kruglanski, A. W. (2020). The unique role of regulatory mode orientations in implicit and explicit self-forgiveness. Social Psychology. Advance online publication. https://doi.org/10.1027/1864-9335/a000433

pdf

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

pdf

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

click here to open pdf

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.

pdf

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.

pdf

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.

pdf

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

pdf

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

pdf

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

no pdf

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

pdf

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.

pdf

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. 

pdf

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

pdf

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.

pdf

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.

pdf

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

pdf

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.

pdf

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.

pdf

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.

pdf

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

pdf

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.

no pdf

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.

pdf

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.