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Articles:

Big Questions for Negotiation and Culture Research
Michele J. Gelfand¹, Jeanne Brett^2
1Department of Psychology, University of Maryland, College Park, MD, U.S.A.
²Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL, U.S.A.
http://dx.doi.org/10.1111/ncmr.12157

Advancing the Scientific Understanding of Trust and Culture in Negotiations
Dejun Tony Kong¹, Jungjung Yao²,
¹Department of Management and Leadership, C. T. Bauer College of Business, University of Houston, Houston, TX, U.S.A.
²Department of Marketing and International Negotiation, IESEG School of Management (LEM‐CNRS UMR 9221), Lille, France
http://dx.doi.org/10.1111/ncmr.12147

Abstract
Trust plays a crucial role throughout the entire negotiation process, and culture adds more complexity to the meaning, functions, and dynamics of trust in negotiations. We take a modest step to provide some insights on trust and culture in the context of negotiations and envision what opportunities are ahead of us in this area. Specifically, we provide a "cognitive map" based on the collective wisdom in the extant negotiation literature and focus on raising important questions about six key culture‐related issues that warrant future research: (a) the meaning of trust, (b) the effects of trust, (c) trust development, (d) trust and distrust, (e) trust repair, and (f) trust in virtual negotiations.

Logics and Logistics for Future Research: Appropriately Interpreting the Emotional Landscape of Multicultural Negotiation
Laura Rees¹, Shirli Kopelman^2
1Bloch School of Management, University of Missouri – Kansas City, Kansas City, MO, U.S.A.
²Ross School of Business, University of Michigan, Ann Arbor, Michigan, U.S.A.
http://dx.doi.org/10.1111/ncmr.12152

Abstract
To invigorate future teaching and research, this article discusses theoretical approaches and empirical opportunities to better understand emotional dynamics in negotiation settings across cultural contexts. We adopt a culturally informed logic of appropriateness (Kopelman, 2009) to shed light on emerging and underexplored topics in this domain. The goal of this article is to inspire scholars worldwide to engage in rigorous empirical investigations of the antecedents, consequences, mechanisms, boundary conditions, and evidence‐based strategies in the combined domain of negotiation, culture, and emotion through research, teaching, and practice.

Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?
Jimena Ramirez Martin¹, Mara Olekalns², Wendi Adair^3
1IESEG School of Management (CNRS 9921), Lille, France
²Melbourne Business School, Melbourne, Vic., Australia
³University of Waterloo, Waterloo, ON, Canada
http://dx.doi.org/10.1111/ncmr.12155

Abstract
This paper elaborates a research agenda on cultural norms in communication, negotiation, and conflict management. Our agenda is organized around five questions on negotiation and conflict management, for example: How do culture and norms relate to an individual's propensity to negotiate? Or How do tightness‐looseness norms explain negotiators' reactions to norm conformity and norm violation? And three questions on communication, for example: What individual and cultural factors lead negotiators to use miscommunication as an opportunity rather than an obstacle? Or Are there cultural differences in whether and what forms of schmoozing are normative? The present paper is based on three pillars: (a) ideas provided by the think tank participants (full list on website), (b) state of the art research and (c) the authors' perspectives. Our goal is to inspire young, as well as, established researchers to purse these research streams and increase our understanding about the influence of cultural norms.

Intergroup Conflict 2020
Nir Halevy¹, Taya R. Cohen^2
1Graduate School of Business, Stanford University, Stanford, CA, U.S.A.
²Tepper School of Business, Carnegie Mellon University, Pittsburgh, PA, U.S.A.
http://dx.doi.org/10.1111/ncmr.12148

Abstract
The pervasiveness, persistence, and petrifying scope of intergroup conflict have fueled substantial scholarly interest in intergroup conflict across the social and biological sciences. Here we outline five questions that we hope students of intergroup conflict will undertake to research in years to come: (a) When and why do people engage in, and publicly display, blatant forms of intergroup hostility? (b) How do different moral motives shape individual behavior in intergroup conflict? (c) How do intragroup processes influence intergroup processes and vice versa? (d) How does the changing nature of "groups" influence intergroup conflict and its resolution? And (e) how will global challenges shape intergroup relations in the 21st century? Although it is unimaginable that the problem of intergroup conflict will be eradicated, we hope that addressing these questions will help us understand how to manage intergroup conflicts and their harmful consequences better.

Globalization: Current Issues and Future Research Directions 
Maddy Janssens¹, William W. Maddux², ToTran Nguyen^3
1KU Leuven, Leuven, Belgium
²University of North Carolina, Chapel Hill, NC, U.S.A.
³KU Leuven, Leuven, Belgium
http://dx.doi.org/10.1111/ncmr.12149

Abstract
In this paper, we propose a research agenda for psychologists in general, and scholars of culture and negotiations in particular, to address the key challenges of dealing with an increasingly globalized world from a psychological perspective. Building on an understanding of globalization in terms of cultural and subjective matters, we propose three research domains in which psychology scholars can contribute to a further understanding of our global society: (a) the effects of global contact on cognition and behavior; (b) hybridization and human agency; and (c) new forms of cooperation. In each domain, we start with a particular key tenet within the globalization or cosmopolitan literature and then develop research questions that connect human experience and human behavior with globalization. We conclude with research implications.

 NCMR Journal Home Page: http://onlinelibrary.wiley.com/journal/10.1111/(ISSN)1750-4716

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Michael Gross
Professor
Colorado State University
Fort Collins CO
(970) 491-6368
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