Our research on culture and conflict management focuses on the decision making process, or, what goes on during a dyadic or group negotiation. In the context of transactional negotiation, we examine how negotiators act and react to one another, how these patterns are influenced by national culture, and how they change when someone negotiates across cultures. In the area of decision making, we examine how culture influences susceptibility to common cognitive biases such as the endowment effect or escalation of commitment. In the case of workplace conflict, parties often come to the table with high emotion, often feeling wronged; they may not expect to reach a deal; and communication is typically constrained. Because conversations in conflict negotiations are oftentimes centered more around persuading the other party to see one’s point of view than around sharing information, we use this context to study the use of influence and persuasion strategies in negotiation.
- Chao, M., Kung, F., Yao, D., Adair, W. L., Tasa, K., & Ying, F. H. (2018). When cultures meet: Implicit culture beliefs and intercultural negotiation gains. Journal of Experimental Social Psychology, 74: 121-134.
- Liu, L. A., Adair, L. W., Tjosvold, D., Poliakova, E. (2018). Understanding intercultural dynamics: Insights from competition and cooperation in complex contexts. Cross-cultural and Strategic Management, 25(1): 2-31. doi: https://doi.org/10.1108/CCSM-11-2017-0151
- Lee, S., Adair, W. L., & Seo, S.-J. (2013). Cultural perspective taking in cross-cultural negotiation. Group decision and Negotiation, 22(3), 389-405. doi: 10.1007/s10726-011-9272-4
- Olekalns, M. & Adair, W. (2013). Handbook of Research on Negotiation. Cheltenham, UK: Edward Elgar.
- Adair, W. L., Taylor, M. S., & Tinsey, C. (2009). Starting out on the right foot: Negotiation schemas when cultures collide. Negotiation and Conflict Management Research, 2(2), 138-163. doi: 10.1111/j.1750-4716.2009.00034.x *Won Outstanding Article Published in 2009 in Negotiation and Conflict Management Research