Negotiation and 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.

Read about our work on negotiation and conflict as part of the Multidisciplinary University Research Initiative

Papers in this area:

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    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.

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    Lyons-Padilla, S., Gelfand, M. J., Mirahmadi, H., Farooq, M., van Egmond, M. (2015). Belonging nowhere: Marginalization and radicalization risk amongst Muslim immigrants. Behavioral science and policy.

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    Nowak, A., Gelfand, M.J., Borkowski, W., Cohen, D., & Hernandez, I. (2015). The evolutionary basis of honor cultures. Psychological Science.

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    Gelfand, M. J., Severance, L., Lee, T., Bruss, C. B., et al. (2015). Getting to Yes: The linguistic signature of the deal in the U.S. and Egypt. Journal of Organizational Behavior.

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    Zheng, X., Fehr, R., Tai, K., Narayanan, J., Gelfand, M. J (2014). The unburdening effect of forgiveness: effects on slant perception and jumping height. Social Psychology and Personality Science.

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    Lee, T., Gelfand, M., Kashima, Y. (2014). The serial reproduction of conflict: Third parties escalate conflict through communication biases. Journal of Experimental Social Psychology.

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    Gelfand, MJ., Harrington, JR., Leslie, LM. (2014). Conflict cultures: A new frontier for conflict management research and practice. Handbook of conflict management research.

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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. Philosophical Transactions of the Royal Society B.

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    Kruglanski, AW., Gelfand, MJ., Belanger, JJ., Sheveland, A., Hetlarachchi, M., Gunaratna, R. (2014). The Psychology of radicalization and deradicalization: How significance quest impacts violent extremism. Advances in Political Psychology.

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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. Social Computing, Behavioral-Cultural Modeling and Prediction.

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    Gelfand, M.J., LaFree, G., Fahey, S., Feinberg, E. (2013). Cultural factors in extremism. Journal of Social Issues.

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    Kruglanski, A., Belanger, J, Gelfand, M., Gunaranta, R., et al. (2013). Terrorism--A (self) love story: Re-directing the significance quest can end violence. American Psychologist.

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    Inman, M., Kishi, R., Wilkenfeld, J., Gelfand, M.J., Salmon, E. (2013). Cultural difference in international crisis mediation. Journal of Conflict Resolution.

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    Lee, T., Gelfand, M.J., & Shteynberg, G. (2013). Culture and the contagion of conflict. In M. Brewer & M. Yuki (Eds.) Culture and intergroup relations. New York: Oxford University Press.

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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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    Severance, L., Bui-Wrzosinska, L., Gelfand, M. J., Nowak, A., Lyons, S. L., Rafeali, A., et al. (2013). The psychological structure of aggression across cultures. Journal of Organizational Behavior.

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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 mediation styles in intercultural disputes. Journal of Organizational Behavior

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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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    Gelfand, M. J., Brett, J. M., Imai, L., Tsai, H. H., & Huang, D. (2012). Toward a culture-by-context perspective in negotiation. Negotiating teams in the U.S. and Taiwan. Journal of Applied Psychology.

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    Gelfand, M. J., Frese, M., & Salmon, E. (2012). Cultural Influences on Errors: Planning, detection, and management. In M. Frese & D. Hoffman (Eds.) Errors in organizations (A volume in the SIOP Organizational Frontier series). ). London: Psychology Press/Taylor and Francis Group.

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    Gelfand, M. J., Leslie, L., Keller, K., De Dreu, C. (2012). Conflict cultures in organizations: How leaders shape conflict cultures and their organization-level consequences. Journal of Applied Psychology.

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    Gelfand, M. J., & Gal, K. Negotiating in a brave new world: Challenges and opportunities for the field of negotiation science. (2012). In B. Goldman & D. Shapiro (Eds.) The psychology of negotiations in the 21st Century workplace. (A volume in the SIOP Organizational Frontier series). New York, NY: Psychology Press/Routledge.

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    Fehr, R. & Gelfand, M. J. (2012). The forgiving organization: A multilevel model of forgiveness at work. Academy of Management Review.

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    Fulmer, C.A., & Gelfand, M. J. (2012). In whom (and at what level) we trust: Multilevel perspectives on trust in organizations. Journal of Management.

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    Gelfand, M. J., Shytenberg, G., Lee, T., Lun, J., Lyons, S., Bell, C., et al.(2012). The cultural contagion of conflict. Philosophical Transactions of the Royal Society B: Biological Sciences

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    Liu, L. A., Friedman, R., Barry, B., Gelfand, M. J., Zhang, Z-X. (2012). The dynamics of consensus building in intracultural and intercultural negotiations. Administrative Science Quarterly.

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    Gelfand, M. J., Severance, L., Fulmer, C. A., & Dabbagh, M. A. Explaining and predicting cultural differences in negotiation. (2012). In G. Bolton & R. Croson (Eds.) Handbook of negotiation: Experimental economic perspectives New York: Oxford University Press.

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    Gelfand, M. J., Lun, J., Lyons, S., & Shteynberg, G. (2011). Descriptive norms as carriers of culture in negotiation. Journal of International Negotiation.

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    Gal, Y., Kraus, S., Gelfand, M., Khashan, H., Salmon, E. (2011). An adaptive agent for negotiating with people in different cultures. ACM Transactions on Intelligent Systems and Technology.

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    Leslie, L. M. & Gelfand, M. J. (2011). The cultural psychology of social influence: Implications for organizational politics. To appear in G. R. Ferris & D. C. Treadway (Eds.),Politics in organizations: Theory and research considerations. New York: Taylor and Francis Publishing

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    Gelfand, M. J., Fulmer, A., & Severance, L. (2010). The psychology of negotiation and mediation. Handbook of Industrial and Organizational Psychology, Sheldon Zedeck (Ed.), American Psychological Association.

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    Ramesh, A., & Gelfand, M. J. (2010). Will they stay or will they go? The role of job embeddedness in predicting turnover in individualistic and collectivistic cultures. Journal of Applied Psychology.

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    Imai, L., & Gelfand, M.J. (2010). The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes. Organizational Behavior and Human Decision Processes.

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    Fehr, R., Gelfand, M.J., & Nag, M. (2010). The road to forgiveness: A meta-analytic synthesis of its situational and dispositional correlates. Psychological Bulletin.

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    Fehr, R., & Gelfand, M. J. (2010). When apologies work: How matching apology components to victims’ self-construals facilitates forgiveness. Organizational Behavior and Human Decision Processes.

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    Gelfand, M. J., Leslie, L., & Keller, K. (2008). On the etiology of conflict cultures in organizations. Research in Organizational Behavior, 28, 137-166.

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    Yamaguchi, S., Gelfand, M. J., Zemba, M. (2005). The cultural psychology of control: Illusion of personal versus collective control in the U.S. and Japan. Journal of Cross-Cultural Psychology.

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    Pinkley, R. L., Gelfand, M. J., Duan, L. (2005). When, where, and how: The use of multidimensional scaling methods in the study of negotiation and social conflict. International Negotiation

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    Kashima, Y., Kashima, E. S., Gelfand, M. J., Goto, S., Takata. T., Takemura, K., Zhang, Z. (2003). War and peace in East Asia: Sino-Japanese Relations and National Stereotypes. Journal of Peace Psychology

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    Gelfand, M. J., Higgins, M., Nishii, L., Raver, J., Dominguez, A., Yamaguchi, S., Murakami, F. & Toyama, M. (2002). Culture and egocentric biases of fairness in conflict and negotiation. Journal of Applied Psychology, 87, 833-845.

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    Gelfand, M. J. & McCusker, C. (2002). Metaphor and the cultural construction of negotiation: A paradigm for theory and research. In M. Gannon & K. L. Newman (Eds.) Handbook of cross-cultural management (pp. 292-314). New York, NY: Blackwell.

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    Triandis, H. C., Carnevale, P., Gelfand, M. J., et al (2001). Culture and deception in business negotiations. A multi-level analysis. International Journal of Cross-cultural management.

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    Gelfand, M. J., Nishii, L. H., Holcombe, K., Dyer, N., Ohbuchi, K., & Fukumo, M. (2001). Cultural influences on cognitive representations of conflict: Interpretations of conflict episodes in the U.S. and Japan. Journal of Applied Psychology, 86, 1059-1074.

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    Brockner, J., Ackerman, G., Greenberg, J., Gelfand, M. J., Francesco, A. M., Chen, Z. X., Leung, K., Bierbrauer, G., Gomez, C., Kirkman, B. L., & Shapiro, D. (2000). Culture and procedural justice: The influence of power distance on reactions to voice. Journal of Experimental Social Psychology.

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    Gelfand, M. J., Spurlock, D., Sniezek, J., & Shao, L. (2000). Culture and social predictions: The role of information in enhancing confidence in social predictions in the U.S. and China. Journal of Cross-Cultural Psychology.

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    Gelfand, M. J., Dyer, N. (1999). A cultural perspective on negotiation: Progress, pitfalls, and prospects. Journal of Applied Psychology.

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    Gelfand, M. J., Realo, A. (1999). Individualism-collectivism and accountability in intergroup negotiations. Journal of Applied Psychology.

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    Gelfand, M. J., Christakopoulou (1999). Culture and negotiator cognition: Judgment accuracy and negotiation processes on individualistic and collectivistic cultures. Organizational Behavior and Human Decision Processes.

Contact

Feel free to contact me with the provided information. I will do my best to reply in a timely manner.

  • 3147C Biology/Psychology Building, University of Maryland, College Park, MD 20742
  • 301 405 6972
  • mgelfand@umd.edu
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