head shot of Dr. Wendi AdairBS (Georgetown), MS, PhD (Northwestern)

Contact information

Culture at Work Lab

Research interests

My research focuses on negotiation and conflict management in the global marketplace. Much of my work investigates the universality of negotiation theory that has been largely developed in the West (information exchange, persuasion, decision-making biases, reciprocity, offer-counter offers) and defines cultural norms for negotiation strategies, sequences, and stages in multiple national cultures. Other areas of research include the role of context in communication, behavioral adaptation, and third culture building in cross-cultural interactions. My research on reciprocity in cross-cultural negotiations has received awards from both the American Psychological Association and the International Association for Conflict Management. My work identifying the different paths that U.S. and Japanese negotiators take to generate joint gains was recognized with an award from the Society for the Psychological Study of Social Issues.

Selected publications

  • Semnani-Azad, Z. & Adair, W.L. (in press). The display of “dominant” behaviours in negotiation: the role of culture and gender. International Negotiation Journal.

  • Adair, W.L. & Liu, L.A. (2011). Building multiculturally shared mental models (MSMM) in multiparty negotiations: A Three-stage Process Model. In E. Mannix & M. Neale (Eds.) Research on Managing Groups and Teams, 14, 59-80.

  • Beune, K., Giebels, E., Adair, W.L., Fennis, B.M., & Van der Zee, K.I. (2011). Strategic Sequences in Police Interviews and the Importance of Order and Cultural Fit. Criminal Justice and Behaviour, 38 (8).
  • Maddux, W., Yang, H., Adam, H., Adair, W.L., Endo, Y., Carmon, Z., & Heine, S.J. (2010). For whom is parting with possessions most painful? Cultural differences in the endowment effect. Psychological Science, December 2010 21: 1910-1917.

  • Adair, W. L., Taylor, M. S., & Tinsley, C. (2009) U.S. and Japanese schemas for inter-cultural negotiation: A tale of overadjustment? Negotiation and Conflict Management Research, 2(2): 138-163. *Won Best Article of the Year from Negotiation and Conflict Management Research.

  • Adair, W.L., Buchan, N., & Chen, X.P. (2009). Conceptualizing culture as communication in management and marketing research. In C. Nakata (Ed.) Beyond Hofstede: Culture frameworks for global marketing and management. New York, NY: Macmillan Palgrave, pp 146-180.

  • Adair, W.L. (2008) Go-go Global: Teaching what we know of culture and the negotiation dance. Negotiation and Conflict Management Journal, 1(4): 353-370.

  • Adair, W. L., Weingart, L. R., & Brett, J. M. (2007). The timing of offers and information exchange in U.S. and Japanese negotiations (PDF). Journal of Applied Psychology, 92 (4), 1056-1068.

  • Adair, W. L., Tinsley, C., & Taylor, M. S. (2006). Managing the intercultural interface: Third cultures, antecedents, and consequences (PDF). In E. Mannix, M. Neale, & Y. Chen (Eds.) Research on Managing Groups and Teams, Volume 7.
  • Adair, W.L. & Brett, J. M. (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiations (PDF). Organization Science, 16 (1), 33-51.
  • Adair, W.L., Okumura, T., & Brett, J.M. (2001). Negotiation behaviors when cultures collide: The U.S. and Japan (PDF). Journal of Applied Psychology, 86 (3), 371-385.

Research grants and awards (last 5 years)

  • Robert Harding Humanities and Social Sciences Award (2011-12). Leadership in the Multicultural Workplace. Principal Investigator.
  • Social Sciences and Humanities Research Council (SSHRC) Standard Research Grant (2010-2013). See what I mean? Understanding the generation, interpretation, and impact of nonverbal communication in cross-cultural negotiation. Principal Investigator.
  • Social Sciences and Humanities Research Council (SSHRC) Standard Research Grant (2009-2012). Promoting a cultural mosaic in a multicultural workplace: Balancing cultural identities to build productive, trusting and satisfying work relationships. Co-investigator.
  • Social Sciences and Humanities Research Council (SSHRC) Standard Research Grant (2007-2010). The role of existing and emergent cultural composition in negotiation and conflict management in multi-cultural groups. Principal Investigator.
  • Best Published Article in 2009, Negotiation and Conflict Management Research. Awarded 2010 for Adair, Tinsley, & Taylor (2009).
  • Best Paper Award. Conflict Management Division, Annual Meeting of The Academy of Management, 2009.
  • Outstanding Article Award Published in the Year 2005. International Association for Conflict Management. 2007. For Adair & Brett (2005), Organization Science.

Recent professional service – external To uWaterloo (last 5 years)

  • President Elect (2011-2014). International Association for Conflict Management.
  • Program Chair (2009). International Association for Conflict Management, Kyoto, Japan.
  • Editorial Board Member. Organizational Behavior and Human Decision Processes Negotiation and Conflict Management Review
  • Ad Hoc Journal Reviewer (all top tier management, organizational psych and social psychology journals)
  • Symposium Organizer. International Association for Conflict Management Academy of Management, Conflict Management Division Academy of Management, Organizational Behavior Division
University of Waterloo

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