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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
Adair_other
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Semnani-Azad, Z. & Adair, W.L. (in press). The display
of “dominant” behaviours in negotiation: the role of culture and gender. International Negotiation Journal.
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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).
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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.
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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.
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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.
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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.
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Adair, W. L., Weingart, L. R., & Brett, J. M.
(2007). The
timing of offers and information exchange in U.S. and
Japanese negotiations. 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. In E. Mannix, M. Neale, & Y. Chen
(Eds.) Research
on Managing Groups and Teams, Volume 7.
- Adair, W. & Brett, J. M. (2005). The
negotiation
dance: Time, culture, and behavioral sequences in negotiations.
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. 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.
- 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.
- 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.
- 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 UW (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
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