“Article to Audio” features interviews with scholars about their research on negotiation and conflict management from our field's top academic journals. We have specifically designed the format and content of the episodes to be rooted in research findings but avoiding complicated jargon so that the series can be useful for a variety of audiences, including upper-year undergraduates, graduate students, and the general public.
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14 recent
December 21, 2024Episode 1416 min
A Buddhist Approach to Paradox, with Dr. Hee-Chan Song
Dr. Hee-Chan Song, a faculty member at Sasin Graduate School of Management at Chulalongkorn University in Thailand, shares his groundbreaking research on understanding conflicts and tensions through the lens of Buddhist philosophy. In this episode, he delves into how language shapes our perceptions, creates divisions, and contributes to conflicts, while offering powerful insights on how silence and mindful reflection can help us rethink and resolve these challenges. The article referenced in the episode:Song, H., (2021) How Do Buddhist Monks Frame Conflicts? A Buddhist Approach to Paradox. Negotiation and Conflict Management Research 15(2), 148-165. https://doi.org/10.34891/wy45-9f66
December 4, 2024Episode 1324 min
Can Confidence Influence Persuasiveness in Disagreements by Conveying Competence versus Dominance? The Moderating Role of Competitiveness
Rees, L. & Tsai, M. & Kopelman, S. & Hu, H., (2024) “Can Confidence Influence Persuasiveness in Disagreements by Conveying Competence versus Dominance? The Moderating Role of Competitiveness”, Negotiation and Conflict Management Research 17(2), 153-181. Research has demonstrated that confident individuals gain social influence because their confidence signals competence rather than dominance in settings in which they do not experience a disagreement with others. We extend this research by exploring felt competitiveness, as reflected by perceptions of goal opposition between perceivers and others. In settings where people experience a disagreement, we explore the impact of felt competitiveness on the association between expressed confidence and social perceptions of the expresser’s competence and dominance, and how these shape persuasiveness. We conducted a field study examining dyadic interactions between coworkers (Study 1) and two experiments manipulating competitiveness and confidence (Studies 2-3).Results showed that high competitiveness neutralizes the positive association between expressed confidence and perceived competence, thus eliminating the positive indirect effect of expressed confidence on persuasiveness. Results also demonstrated a stronger positive association between expressed confidence and perceived dominance when competitiveness is higher. However, perceived dominance did not consistently predict persuasiveness, suggesting that the dominance results should be interpreted with caution. Overall, our findings offer novel implications regarding how the social influence processes of confidence expressions are shaped by felt competitiveness.Laura Rees (laura.rees@oregonstate.edu) is an Associate Professor of Organizational Behavior at the College of Business, Oregon State University. Her research focuses on the complexity, nuance, and often counterintuitive nature of emotions and related cognitive and interpersonal experiences and their consequences for decision-making, judgment, perception, persuasion and negotiation, performance, and well-being at work.Dr. Ming-Hong Tsai is an Associate Professor of Psychology in the School of Social Sciences at Singapore Management University. His research focuses on judgment and decision-making, conflict and collaboration, and emotions. He has published papers in journals such as Organization Science, Journal of Organizational Behavior, Personality and Social Psychology Bulletin, Journal of Personality, British Journal of Psychology, Journal of Business and Psychology, and Negotiation and Conflict Management Research.
May 2, 2024Episode 1212 min
Gender and Workplace Mistreatment, with Dr. Kenneth Tai
Dr. Kenneth Tai is a faculty member at the Lee Kong Chian School of Business at Singapore Management University. This episode focused on his research on gender and workplace mistreatment. He discussed how men and women receive mistreatment in the workplace. The article referenced in the episode:Tai, K., Lee, K., Kim, E., Johnson, T. D., Wang, W., Duffy, M. K., & Kim, S. (2022). Gender, bottom-line mentality, and workplace mistreatment: The roles of gender norm violation and team gender composition. Journal of Applied Psychology, 107(5), 854–865. https://doi.org/10.1037/apl0000936
February 3, 2024Episode 1127 min
Readiness Theory: A New Approach to Understanding Mediated Prenegotiation and Negotiation Processes Leading to Peace Agreements
Dr. Amira Schiff is a professor and the Director of the Conflict Management, Resolution, and Negotiation Graduate Program at Bar-Ilan University. As a researcher in international conflict resolution, she specializes in the intricacies of conflict management and the dynamics of peace processes. Her influential work, particularly the article 'Reaching a Mutual Agreement: Readiness Theory and Coalition Building in the Aceh Peace Process,' earned the prestigious NCMR award for the best paper in 2014. Dr. Schiff has a prolific publication record, contributing to key journals in the field such as NCMR, the International Journal of Conflict Management and the International Negotiation journal. Her book, 'Negotiating Intractable Conflicts: Readiness Theory Revisited,' published by Routledge in 2021, further cements her status as a leading voice in conflict resolution studies.Schiff, A., (2021) “Readiness Theory: A New Approach to Understanding Mediated Prenegotiation and Negotiation Processes Leading to Peace Agreements”, Negotiation and Conflict Management Research 14(1). doi: https://doi.org/10.34891/z3t9-9d49
October 23, 2023Episode 1019 min
From Theory to Practice and Back Again: Lessons from Hostage Negotiation for Conflict Management
Deborah A. Cai (Ph.D., Michigan State University) is professor and senior associate dean in the Klein College of Media and Communication at Temple University, and she is a faculty member in the Media and Communication doctoral program. Dr. Cai is an international researcher with scholarly and professional expertise in intercultural communication, persuasion, negotiation and conflict management. She has conducted research in China, Japan, and the U.S., and she has trained political and business leaders from Afghanistan, China, Kazakhstan, and developing nations from Asian Pacific Economic Commission (APEC) and the State Department’s leadership program. Deborah is a Fellow in the International Academy of Intercultural Researchers and a Fellow and past president of the International Association for Conflict Management (IACM). She is Past-Chair of the Conflict Management division of the Academy of Management. Deborah served as editor of the journal, Negotiation and Conflict Management Research, and is editor of the four-volume collection of research, Intercultural Communication (Sage, Benchmark in Communication). Her research has published in outlets such as Communication Monographs, Communication Research, International Journal of Conflict Management, Human Communication Research, Journal of Cross-Cultural Psychology, as well as The Handbook of Intercultural Communication and the SAGE Handbook of Communication and Conflict.Cai, D. A., (2022) “From Theory to Practice and Back Again: Lessons from Hostage Negotiation for Conflict Management”, Negotiation and Conflict Management Research 15(3). doi: https://doi.org/10.34891/20220406-433
October 2, 2023Episode 928 min
Getting off to a "Hot" Start: How the Timing of Expressed Anger Influences Relational Outcomes in Negotiation
Dr. Hunsaker is a Global Network Assistant Professor of Management and Organizations at the Stern School of Business, New York University. He has a joint appointment at NYU Shanghai. His research interests include negotiation, emotion, culture, and subjective value. He teaches courses on negotiation, conflict management, and organizational behavior and has presented research all over the world. His greatest achievement—which requires his best negotiation, communication, and organizational skills—is raising a beautiful family of 8 children with his wife and best friend, Melissa.Dr. Teng is Assistant Professor of Management at Penn State Harrisburg. He received his Ph.D. in Business Administration from David Eccles School of Business at the University of Utah. His research examines behavioral ethics & morality, conflict management & negotiation, and social hierarchy in organizations. In 2023 David and Teng received the Best Article award for an article published in 2022. Congratulations on your scholarly recognition and award-winning article!Getting off to a "Hot" Start: How the Timing of Expressed Anger Influences Relational Outcomes in Negotiation", Negotiation and Conflict Management Research 15(4). doi: https://doi.org/10.34891/2022.0467
March 27, 2023Episode 824 min
Episode 6: Using Emotions to Frame Issues and Identities in Conflict: Farmer Movements on Social Media
Tim Stevens is an interdisciplinary scientist with expertise on the role of social media and ICT in social interactions. For his PhD research he studied social media dynamics in agro-food governance: https://nam10.safelinks.protection.outlook.com/?url=https%3A%2F%2Fsites.google.com%2Fview%2Ftimstevensphd%2Fhome&data=05%7C01%7CMichael.Gross%40colostate.edu%7Ced69a171c64a458e552f08db29fb18a6%7Cafb58802ff7a4bb1ab21367ff2ecfc8b%7C0%7C0%7C638149930672519013%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000%7C%7C%7C&sdata=jp8Y0szUNjpPVv4sf8F%2F5%2FXBl14RdJ53r1C0kaPAy5M%3D&reserved=0 He enjoys bringing together disciplines to develop new conceptual and methodological frameworks. He currently investigates the interplay between educational innovations and teacher professional development in higher education.Stevens, T. M. & Aarts, N. & Dewulf, A., (2020) “Using Emotions to Frame Issues and Identities in Conflict: Farmer Movements on Social Media”, Negotiation and Conflict Management Research 14(2). doi: https://doi.org/10.34891/9mmd-q341
December 15, 2022Episode 731 min
Episode 5: Prosocial lies: When Deception Breeds Trust
Emma E. Levine is an Associate Professor of Behavioral Science and the Charles E. Merrill Faculty Scholar at the University of Chicago Booth School of Business. Levine studies the psychology of honesty, trust, and ethical dilemmas. She holds a PhD from The Wharton School, University of Pennsylvania. Maurice Schweitzer is the Cecelia Yen Koo Professor of Operations, Information, and Decisions and Management at the Wharton School at the University of Pennsylvania. Maurice studies negotiations and decision making.Article CitationLevine, Emma E. & Schweitzer, Maurice E., 2015. "Prosocial lies: When deception breeds trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 88-106.
March 8, 2022Episode 616 min
Episode 4, Part 2 Explaining Differences in Men and Women's Use of Unethical Tactics in Negotiations
Jason Pierce is an Assistant Professor of Management at the University of North Carolina Greensboro. He earned his Ph.D. in Management at Indiana University and has held other faculty appointments at the University of Southern Mississippi and Universidad Adolfo Ibáñez in Santiago, Chile. Prior to beginning his academic career, Jason obtained his undergraduate degree in Computer Science from Georgia Tech and worked as a network engineer for Nortel Networks. Jason’s areas of expertise now include ethically charged responses to conflict, philosophy of science, and organizational alignment. His current projects cover topics such as sex-differences in negotiation tactics, categorizing as a scientific tool, and managerial problem solving. Jason has published research on these topics in prestigious journals such as Psychological Science, the Journal of Applied Psychology, the Journal of Management, Journal of Business Ethics, and Negotiation & Conflict Management Research. In addition to conducting research, Jason is an international teacher and trainer. He has taught courses on the topics of managerial decision making, negotiation and conflict resolution, organizational behavior, and organizational alignment in executive, graduate, and undergraduate business programs to students in Europe, Latin America, and the United States. Article Citation:Pierce, J. R., & Thompson, L. (2018). Explaining differences in men and women's use of unethical tactics in negotiations. Negotiation and Conflict Management Research, 11(4), 278–297. https://doi.org/10.1111/ncmr.12135
March 8, 2022Episode 520 min
Episode 4: Explaining Differences in Men and Women's Use of Unethical Tactics in Negotiations
Jason Pierce is an Assistant Professor of Management at the University of North Carolina Greensboro. He earned his Ph.D. in Management at Indiana University and has held other faculty appointments at the University of Southern Mississippi and Universidad Adolfo Ibáñez in Santiago, Chile. Prior to beginning his academic career, Jason obtained his undergraduate degree in Computer Science from Georgia Tech and worked as a network engineer for Nortel Networks. Jason’s areas of expertise now include ethically charged responses to conflict, philosophy of science, and organizational alignment. His current projects cover topics such as sex-differences in negotiation tactics, categorizing as a scientific tool, and managerial problem solving. Jason has published research on these topics in prestigious journals such as Psychological Science, the Journal of Applied Psychology, the Journal of Management, Journal of Business Ethics, and Negotiation & Conflict Management Research. In addition to conducting research, Jason is an international teacher and trainer. He has taught courses on the topics of managerial decision making, negotiation and conflict resolution, organizational behavior, and organizational alignment in executive, graduate, and undergraduate business programs to students in Europe, Latin America, and the United States. Article Citation:Pierce, J. R., & Thompson, L. (2018). Explaining differences in men and women's use of unethical tactics in negotiations. Negotiation and Conflict Management Research, 11(4), 278–297. https://doi.org/10.1111/ncmr.12135
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