Seminar on the Psychology of Agreement: Focus on Culture
Monday, 12:00-1:50pm , Meyer Room 565
Instructor: Peter Carnevale, office hours by appointment
Room 577 Meyer.
This seminar is an introduction to advanced topics in negotiation, social conflict and related problems of agreement, cooperation, and social dilemmas. We’ll talk mainly about research and about doing research in this domain – in particular the process of building laboratory paradigms that model relevant events in the real world.
For each meeting, there will be about 3 articles that come from the recent Gelfand & Brett book on negotiation and culture (recent in the sense that it hasn’t come out yet, but all the chapters are pdf on Blackboard). It is important that the articles are read for each meeting. Each week, for each article, we’ll have a discussion volunteer who will give about a 15 minute overview of the paper, and I’ll likely give some overview about them as well, placing them in context of the broader domain. Each week, prepare the following, for each article:
1. A statement of what you feel is the central question(s) or issue raised in the paper, why this question or issue might be important, how it was addressed, and what kind of answers or position the author offered;
2. Then, be prepared to describe one thing that you would do as a study that was stimulated by the paper… (this might be in the context of what you liked, or didn’t like, about the paper). Formulate this in terms of a research question, e.g., what role does face-to-face interaction play in the development of integrative agreements in negotiation that is left out of internet interaction?
Grades in the seminar will likely stem from some combination of the following:
1. A take-home exam at the end of the semester;
2. A paper in which you propose at least two studies (lab or field) that complement one another and that would be published together in the same paper; present this proposed work during one of the last 3 meetings of the seminar in a ½ hour or so presentation using PowerPoint and lots of graphics etc., where you would have things like expected effects. The paper should follow APA format;
3. Your level of contribution to the seminar in terms of involvement in discussion, which includes asking questions or making comments or being provocative during presentations.
September 8: Introductions; Overview of Gelfand & Brett 2004 .
September 15:
G&B, Chapter 1: The evolution of cognition and biases in negotiation research: An examination of cognition, social perception, motivation, and emotion. By Leigh L. Thompson, Margaret Neale, and Marwan Sinaceur
G&B, Chapter 2: Cultural differences and cognitive dynamics: Expanding the cognitive perspective on negotiation. By Michael Morris and Michele Gelfand
September 22:
G&B, Chapter 3: I laughed, I cried, I settled: The role of emotion in negotiation. By Bruce Barry, Ingrid Smithey Fulmer, and Gerben A. Van Kleef
G&B, Chapter 4: Culture and emotions in intercultural negotiations: An overview. By Rajesh Kumar
G&B, Chapter 5: Motivation in negotiation: A social psychological analysis. By Carsten K.W. De Dreu
September 29:
G&B, Chapter 6: Communication processes in negotiation: Frequencies, sequences, and phases. By Laurie Weingart and Mara Olekalns
G&B, Chapter 7: Culture and negotiation processes. By Wendi Lyn Adair and Jeanne M. Brett
October 6 :
October 13:
G&B, Chapter 10: The “dark side” of social context: The role of intergroup paranoia in intergroup negotiations. By Roderick M. Kramer
G&B, Chapter 11: Cultural structuring of the social context in negotiation: By Michele J. Gelfand and Deborah Cai
October 20:
G&B, Chapter 12: Contractual and emergent third party intervention. By Donald E. Conlon and Christopher J. Meyer
G&B, Chapter 13: Adaptive third parties in the cultural milieu. By Peter Carnevale, Yeow Siah Cha, and Ching Wan and Sam Fraidin
October 27:
G&B, Chapter 14: Justice and negotiation. By Tom Tyler and Steven Blader
G&B, Chapter 15: Justice across cultures: A three-stage model for intercultural negotiation. By Kwok Leung and Kwok-Kit Tong
November 3:
G&B, Chapter 16: What do communication media mean for negotiators? A question of social awareness. By Kathleen Valley and Rachel Croson
G&B, Chapter 17: At the crossroads of technology and culture: Social influence and information-sharing processes during negotiation. By Zoe I. Barsness and Anita D. Bhappu
November 10:
G&B, Chapter 18: Conflicting interests in social life: Understanding social dilemma dynamics. By J. Mark Weber and David Messick
G&B, Chapter 19: Cross-culture perspectives on cooperation in social dilemmas. By Jeanne Brett and Shirli Kopelman.
November 17:
G&B, Chapter 20: Culture and negotiation: Lessons learned and the road ahead. By Michele Gelfand and Jeanne Brett
November 24: Presentations
December 1: Presentations
December 8: Presentations
Notes:
Your PowerPoint presentation slides are due Monday, November 24.
Your written paper is due on Wednesday December 10, 5pm.
Both of these must be submitted via email attachment (no paper!) on time or before.
Readings and other things will be on Blackboard. Check often.