2025 Grant Recipients

Research Grants

Researcher	Institution	Title
Anabela Cantiani	Tilburg University	Beyond Rational Choice: How Perspective-Taking Shapes Inclusive Coalitions
Matthew Diabes	New York University	Rewriting Conflict Expression: Delegating the Emotional Labor of Conflict Communication to Artificial Intelligence (AI)
Helen Kwon	Carnegie Mellon University	Motivated Conflict Avoidance in the Workplace
Nelberto Nicholas Quinto	Univeristy College London	Creative Impasse Resolution Processes in Complex Negotiations
Jean-Nicolas Reyt	McGill University, Desautels Faculty of Management	Exploring the Role of AI Agents in Negotiation Training: Efficiency, Engagement, and Outcomes
Rui Sun	ESCADE	To Modify or Not? Investigating Communicators’ Adoption of LLM-Modified Messages and Impact of Emotional vs. Evidence-Based Modifications
Klaus Garrido Tenorio	Rotterdam School of Management, Erasmus University	Under which conditions are managers more (vs. less) likely to delegate negotiation authority to an AI agent?
Ray Friedman	Vanderbilt University	AI Negotiation Coder and Quasi-Subject Pool

Teaching Grants

Teacher	Institution	Title
Dimitrios Tsekouras	Erasmus University	Negotiation Hero: A Playable Case Study for Teaching Negotiation and Sustainability

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2024 Grant Recipients

Research Grants

Researcher	Institution	Title
Yekaterina Bezrukova	University at Buffalo	Negotiating Procurement in Human-AI Teams
Nazli Bhatia	University of Pennsylvania	What Happens After Backlash? An Examination of the Long-term Consequences of Backlash
Xiawei (Sherry) Dong	Hong Kong University of Science and Technology Business School	Leveraging Generative AI and iDecisionGames: Understanding the Effects of Success, Failure, and Ambiguous Feedback on Learning
Kori Krueger	Morgan State University	(De)Escalating Dyadic Conflict
Gabrielle Lopiano	Vanderbilt University, Owen Graduate School of Management	Fit In or Stand Out? The Effectiveness of Race-Based Impression Management Strategies in Salary Negotiations
Hannes M.Petrowsky	Leuphana University	A multi-experiment approach to model the diverging effects and underlying mechanisms of rationales in negotiations
Renee Rottner	University of California – Santa Barbara	AI Negotiation Evaluation Trial (AI-NET): Measuring Learning in AI-enabled Negotiation Training
Elizabeth Trinh	University of Michigan, Ross School of Business	Miscalibrated Self-Disclosures: The Effects of Oversharing and Undersharing on Conversational Quality and Partner Well-being
Ece Tuncel	Webster University	‘Nudging’ For Sustainability in Supplier-Retailer Negotiations
Preeti Vani	Stanford University	Who Has “The Right” to Engage with Diversity, Equity, and Inclusion?

Teaching Grants

Teacher	Institution	Title
Sarah Shendel	Suffolk University Law School	Teaching about Access to Justice, Pro Se Litigants, and Technology in Evictions Negotiations
Virgina Stewart	University College Dublin	Learning to Negotiate in the Age of AI

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2023 Grant Recipients

Research Grants

Researcher	Institution	Title
Ray Friedman	Vanderbilt University	Negotiation and Conflict Transformer AI Language Model
Shereen Chaudry	University of Chicago	To apologize, blame, or both? How the interaction of relational and informational motives impacts reconciliation after conflict
Solene Delecort	University of California Berkeley	Negotiating Science: Evidence from a Randomized Control Trial
Brad Huang	University of British Columbia	Examining the Dual Effects of Victim Forgiveness on Transressor Reparation in Interpersonal Conflicts
Merrick Osborne	University of California Berkeley	An eye for an eye makes a leader shine, especially if she is a woman
Bella Ren	Wharton	Remember to Ask “Why” Even When You Agree: The Benefits of Discussing Underlying Interests on Compatible Interests in Negotiations
Vincent Rice	University of Buffalo	Similarity vs. Complementarity-Based Faultlines in Human-AI Teams

Teaching Grants

Teacher	Institution	Title
Michael Gross	Colorado State University	Emergency Medical Management in an Environmental Disaster

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2022 Grant Recipients

Research Grants

Researcher	Institution	Title
Simone Moran	Ben-Gurion University of the Negev	Spirals of (dis)trust in negotiations
Elisabeth Jäckel	University of Amsterdam	Behavioral antecedents and consequences of (dis-)honesty in negotiation
Matthew Diabes	Carnegie Mellon University	Learning to Play the Game: A Longitudinal Study of Law Students’ Moral Character, Game-Framing, and Honest Disclosure in Negotiations
Ruo Mo	Montpellier Business School	Power and Unethical Negotiating Tactics
Leigh Grant	University of Chicago	The Impact of Communication Medium on International Business Negotiations
Mary Waller	Colorado State University	Looking and Speaking the Part: Incongruence Between Negotiators’ Facially- and Verbally-Expressed Emotions as a Predictor of Negotiated Outcomes
Brooke Gazdag	University of Amsterdam	Preventing and managing adversities in negotiations: The role of integrative skills and resilience mindset training
Huiru Yang	University at Buffalo	Gender and AI/Human Interaction
Melanie Lietz	TU Dortmund University	A New Potential Strategy to Solve Women’s Dilemma in Compensation Negotiations
Daniel Griffin	Michigan State University	Embracing the Open System Paradigm: A Multiteam System Approach to Between-Team Negotiations

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2021 Grant Recipients

Grant Recipients

Researcher	Institution	Title
Ryan Hemsley	Michigan State University	Working Together to Our Collective Demise: The Role of Integrative Strategy on Escalation of Commitment in Multi-Phase Negotiations
Charlie Townsend	UC Berkeley	Negotiating the Gender Gap in Household Labor
Jonathan Lee	University of New Hampshire	Negotiating with Anger Issues: The Direction of Expressed Anger on Trust and Post Negotiation Cooperation
Einav Hart	George Mason University	I Avoid Because I Care: An Investigation of a U-shaped Model of Negotiation Avoidance by Economic Concerns
Laura Rees	Queen’s University, Smith School of Business	The Not-So-Small Potential of Small Talk in Negotiations: A Regulatory Focus Perspective
Tyree Mitchell	Louisiana State University	We are One or We Need Each Other : Role of Intergroup Leadership in Intergroup Negotiations

Teaching Grants

Teacher	Institution	Title
Duncan Duke	Ithaca College	NFL Media Rights Exercise

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2020 Grant Recipients

Teams Grants with INGroup

Researcher	Institution	Title
L. Taylor Phillips	New York University Stern School of Business	Same Goal, Different Means? The Intragroup Dynamics of Intergroup Collective Action Coalitions
Rebecca Ponce de Leon	Duke University	Woke or Pandering? Perceptions of Racial Outgroup Members’ Communication Strategies
Pedro Marques-Quinteiro	ISPA- Instituto Universitário	Collaborative Group Processes to Achieve Performance Goals
Ilanit Gordon	Bar Ilan University	How Do Behavioral and Physiological Synchrony Shape Group Cohesion and Performance during Real Social Interactions?
Keaton Fletcher	Georgia Institute of Technology	Effects of Testosterone and Cortisol on Two Dimensions of Dominance and Leadership Emergence

Research Grants

Researcher	Institution	Title
Garrett Brady	London Business School	Social Class and Negotiation Processes
Daisung Jang	University of Queensland	Validation of the Negotiation Behavior Inventory
Terri Kurtzberg	Rutgers Business School	The Disclosure Effect: What to Say First and When to Reveal Disability in Virtual Job Negotiations
Jonathan Lee	University of New Hampshire	Third One’s the Charm? How Emotions Impact the Role of Third Parties in Trust Repair
Elena Poliakova	IESEG Lille	Does Language Matter: Native Language or Lingua Franca in Cross-Cultural Negotiations
McKensie Rees	Brigham Young University	Negotiating the Favor Bank
Carolin Schuster	Leuphana University Lüneburg	Can a Mindset Intervention Help to Foster Agreements and Improve Subjective Evaluations in Value-driven Conflicts?
Ning Xu	Washington University in St. Louis	Thank You for the Negotiation: How Gratitude Expressions Improve Joint Gains and Subjective Value
Jing Jing Yao	IESEG School of Management	Research on the Post-Agreement Stage: Trust Development, Agreement Implementation, and Future Cooperation
Boaz Keysar Lab	University of Chicago	Negotiation and Lingua Franca Use: How the Choice of Language Shapes Negotiation Processes and Outcomes

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2019 Grant Recipients

Research Grants

Researcher	Institution	Title
Matthew Diabes	Carnegie Mellon University	Conflict Management Through Conflict Expression: The Role of Psychological Adjustment in Conflict Expression on Teams expression
Jeremy Yip	Georgetown University	Thanks for Nothing: Expressing Gratitude Invites Exploitation in Competitive Negotiations
Rashpal Dhensa-Kahlon	University of Surrey	If We Can Laugh Together, We Can Work Together: Exploring the Role of Humor as a Conflict Management Strategy in Teams
Virginia Choi	University of Maryland	Cultural Influences on the Formation and Structures of Stigma
Alexandra Mislin	American University	Winning Negotiations without Losing the Relationship
Hillie Aaldering	University of Amsterdam	Negotiation Agreement Selling: Mutual (mis)understanding between Representative and Constituency
Franki Kung	Purdue University	From Negotiating Identities to Negotiating a Deal: Identity Integration, (Non-)Zero-Sum Mindset, and Success in Integrative Negotiation
Margaret Lee	University of California, Berkeley	Women Do Ask? Gender and Negotiation

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2018 Grant Recipients

Research Grants

Researcher	Institution	Title
Einev Hart & Maurice Schweitzer	University of Pennsylvania	Negotiating for Goods and Services: Will Negotiations Influence Service Quality?
Nazli Bhatia & Brian Gunia	Johns Hopkins	Rationales Speaking to Negotiators’ Constraints
Denise Loyd & Molly Kern	University of Illinois	Minority Duos
Eliran Halali	Ramat Gan Re Bar-Ilan University	Divide-and-Conquer: Harmful Third Parties Undermine Groups
Smadar Cohen-Chen	University of Surrey	Emotional Expressions and Dual Concern Theory in Conflict Resolution

Teaching Grants

Teacher	Institution	Title
Andrew Bennett	Old Dominion University	Using Improvisation in the Negotiation Classroom
Georg Berkel	Berkel Negotiation Consulting	Negotiation Clips for Teaching