Essec\Faculty\Model\Profile {#2216
  #_id: "B00628622"
  #_source: array:39 [
    "bid" => "B00628622"
    "academId" => "1994"
    "slug" => "sinaceur-marwan"
    "fullName" => "Marwan SINACEUR"
    "lastName" => "SINACEUR"
    "firstName" => "Marwan"
    "title" => array:2 [
      "fr" => "Professeur"
      "en" => "Professor"
    ]
    "email" => "sinaceur@essec.edu"
    "status" => "ACTIF"
    "campus" => "Campus de Cergy"
    "departments" => []
    "phone" => "+33 (0)1 34 43 30 41"
    "sites" => []
    "facNumber" => "1994"
    "externalCvUrl" => "https://faculty.essec.edu/en/cv/sinaceur-marwan/pdf"
    "googleScholarUrl" => "https://scholar.google.com/citations?user=EDC7ncUAAAAJ"
    "facOrcId" => "https://orcid.org/0000-0001-5041-0030"
    "career" => array:3 [
      0 => Essec\Faculty\Model\CareerItem {#2215
        #_index: null
        #_id: null
        #_source: array:7 [
          "startDate" => "2015-01-01"
          "endDate" => "2015-08-31"
          "isInternalPosition" => true
          "type" => array:2 [
            "fr" => "Positions académiques principales"
            "en" => "Full-time academic appointments"
          ]
          "label" => array:2 [
            "fr" => "Professeur associé"
            "en" => "Associate Professor"
          ]
          "institution" => array:2 [
            "fr" => "ESSEC Business School"
            "en" => "ESSEC Business School"
          ]
          "country" => array:2 [
            "fr" => "France"
            "en" => "France"
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
      1 => Essec\Faculty\Model\CareerItem {#2219
        #_index: null
        #_id: null
        #_source: array:7 [
          "startDate" => "2015-09-01"
          "endDate" => null
          "isInternalPosition" => true
          "type" => array:2 [
            "fr" => "Positions académiques principales"
            "en" => "Full-time academic appointments"
          ]
          "label" => array:2 [
            "fr" => "Professeur"
            "en" => "Professor"
          ]
          "institution" => array:2 [
            "fr" => "ESSEC Business School"
            "en" => "ESSEC Business School"
          ]
          "country" => array:2 [
            "fr" => "France"
            "en" => "France"
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
      2 => Essec\Faculty\Model\CareerItem {#2222
        #_index: null
        #_id: null
        #_source: array:7 [
          "startDate" => "2025-09-01"
          "endDate" => "2026-08-31"
          "isInternalPosition" => true
          "type" => array:2 [
            "en" => "Other Academic Appointments"
            "fr" => "Autres positions académiques"
          ]
          "label" => array:2 [
            "fr" => "Directeur académique ESP Leadership and Change (TBC)"
            "en" => "Academic director ESP Leadership and Change (TBC)"
          ]
          "institution" => array:2 [
            "fr" => "ESSEC Business School"
            "en" => "ESSEC Business School"
          ]
          "country" => array:2 [
            "fr" => "France"
            "en" => "France"
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
    ]
    "diplomes" => array:2 [
      0 => Essec\Faculty\Model\Diplome {#2218
        #_index: null
        #_id: null
        #_source: array:6 [
          "diplome" => "DIPLOMA"
          "type" => array:2 [
            "fr" => "Diplômes"
            "en" => "Diplomas"
          ]
          "year" => "2007"
          "label" => array:2 [
            "en" => "Ph.D. in Organizational Behavior"
            "fr" => "Ph.D. en Comportement Organisationnel"
          ]
          "institution" => array:2 [
            "fr" => "Stanford University"
            "en" => "Stanford University"
          ]
          "country" => array:2 [
            "fr" => "États-Unis"
            "en" => "United States of America"
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
      1 => Essec\Faculty\Model\Diplome {#2220
        #_index: null
        #_id: null
        #_source: array:6 [
          "diplome" => "DIPLOMA"
          "type" => array:2 [
            "fr" => "Diplômes"
            "en" => "Diplomas"
          ]
          "year" => "1994"
          "label" => array:2 [
            "en" => "Master of Science, Management"
            "fr" => "Master of Science, Management"
          ]
          "institution" => array:2 [
            "fr" => "ESCP EUROPE"
            "en" => "ESCP EUROPE"
          ]
          "country" => array:2 [
            "fr" => "France"
            "en" => "France"
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
    ]
    "bio" => array:2 [
      "fr" => "<p><b>Marwan Sinaceur</b> is Professor at ESSEC in Paris, and a member of the Institute for Research and Education on Negotiation. Previously, he was Assistant Professor, then Associate Professor of Organisational Behaviour at INSEAD. He was co-director of the INSEAD Social Sciences Research Centre. He received his PhD in Organizational Behavior from the Stanford Graduate School of Business, Stanford University. Marwan&#39;s research focuses on negotiations, emotions, groups, as well as dishonesty. For example, he has been interested in understanding how the emotional and behavioral strategies that negotiators can elect to adopt influence their effectiveness and efficiency. He also is interested in understanding how the interplay of emotions and information influences decision-making in groups, both social and task groups. Marwan&#39;s research has been published or is in press in the Journal of Applied Psychology, the Journal of Experimental Social Psychology, Nature Human Behaviour, Personality and Social Psychology Bulletin, Psychological Science, Accounting Organizations and Society, and Group Decision and Negotiation.</p>\n"
      "en" => "<p><b>Marwan Sinaceur</b> is Professor at ESSEC in Paris, and a member of the Institute for Research and Education on Negotiation. Previously, he was Assistant Professor, then Associate Professor of Organisational Behaviour at INSEAD. He was co-director of the INSEAD Social Sciences Research Centre. He received his PhD in Organizational Behavior from the Stanford Graduate School of Business, Stanford University. Marwan&#39;s research focuses on negotiations, emotions, groups, as well as dishonesty. For example, he has been interested in understanding how the emotional and behavioral strategies that negotiators can elect to adopt influence their effectiveness and efficiency. He also is interested in understanding how the interplay of emotions and information influences decision-making in groups, both social and task groups. Marwan&#39;s research has been published or is in press in the Journal of Applied Psychology, the Journal of Experimental Social Psychology, Nature Human Behaviour, Personality and Social Psychology Bulletin, Psychological Science, Accounting Organizations and Society, and Group Decision and Negotiation.</p>\n"
    ]
    "department" => array:2 [
      "fr" => "Droit, Science politique & Société"
      "en" => "Law, Political Science & Society"
    ]
    "industrrySectors" => array:2 [
      "fr" => null
      "en" => null
    ]
    "researchFields" => array:2 [
      "fr" => "islam, religion, Coran, dialogue interreligieux - Psychologie sociale Négociations - Groupes et décisions organisationnelles - Psychologie interculturelle - Comportement organisationnel"
      "en" => "Islam, religion, Koran, inter-faith dialogue - Social Psychology Negotiations - Groups and organizational decisions - Psychology across cultures - Organizational Behavior"
    ]
    "teachingFields" => array:2 [
      "fr" => "Psychologie - Négociation - Management - Comportement organisationnel"
      "en" => "Psychology - Negotiation - Management - Organizational Behavior"
    ]
    "distinctions" => array:3 [
      0 => Essec\Faculty\Model\Distinction {#2223
        #_index: null
        #_id: null
        #_source: array:6 [
          "date" => "2010-01-01"
          "label" => array:2 [
            "fr" => "Deans’ Commendation for Excellence in MBA Teaching"
            "en" => "Deans’ Commendation for Excellence in MBA Teaching"
          ]
          "type" => array:2 [
            "fr" => "Prix"
            "en" => "Awards"
          ]
          "tri" => " 1 "
          "institution" => array:2 [
            "fr" => "INSEAD"
            "en" => "INSEAD"
          ]
          "country" => array:2 [
            "fr" => null
            "en" => null
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
      1 => Essec\Faculty\Model\Distinction {#2224
        #_index: null
        #_id: null
        #_source: array:6 [
          "date" => "2013-01-01"
          "label" => array:2 [
            "fr" => "Deans’ Commendation for Excellence in MBA Teaching"
            "en" => "Deans’ Commendation for Excellence in MBA Teaching"
          ]
          "type" => array:2 [
            "fr" => "Prix"
            "en" => "Awards"
          ]
          "tri" => " 1 "
          "institution" => array:2 [
            "fr" => "INSEAD"
            "en" => "INSEAD"
          ]
          "country" => array:2 [
            "fr" => null
            "en" => null
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
      2 => Essec\Faculty\Model\Distinction {#2225
        #_index: null
        #_id: null
        #_source: array:6 [
          "date" => "2003-09-01"
          "label" => array:2 [
            "fr" => "Graduate Fellow, Stanford Center on Conflict and Negotiation"
            "en" => "Graduate Fellow, Stanford Center on Conflict and Negotiation"
          ]
          "type" => array:2 [
            "fr" => "Prix"
            "en" => "Awards"
          ]
          "tri" => " 1 "
          "institution" => array:2 [
            "fr" => "Stanford University"
            "en" => "Stanford University"
          ]
          "country" => array:2 [
            "fr" => "États-Unis"
            "en" => "United States of America"
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
    ]
    "teaching" => []
    "otherActivities" => array:2 [
      0 => Essec\Faculty\Model\ExtraActivity {#2217
        #_index: null
        #_id: null
        #_source: array:9 [
          "startDate" => "2017-01-01"
          "endDate" => "2017-12-31"
          "year" => "2017"
          "uuid" => "103"
          "type" => array:2 [
            "fr" => "Activités de recherche"
            "en" => "Research activities"
          ]
          "subType" => array:2 [
            "fr" => "Membre d'un comité de lecture"
            "en" => "Editorial Board Membership"
          ]
          "label" => array:2 [
            "fr" => "Membre du comité de lecture - Negociations"
            "en" => "Editorial board membership - Negociations"
          ]
          "institution" => array:2 [
            "fr" => null
            "en" => null
          ]
          "country" => array:2 [
            "fr" => null
            "en" => null
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
      1 => Essec\Faculty\Model\ExtraActivity {#2221
        #_index: null
        #_id: null
        #_source: array:9 [
          "startDate" => "2019-01-01"
          "endDate" => "2019-12-31"
          "year" => "2019"
          "uuid" => "103"
          "type" => array:2 [
            "fr" => "Activités de recherche"
            "en" => "Research activities"
          ]
          "subType" => array:2 [
            "fr" => "Membre d'un comité de lecture"
            "en" => "Editorial Board Membership"
          ]
          "label" => array:2 [
            "fr" => "Membre du comité de lecture - Negociations"
            "en" => "Editorial board membership - Negociations"
          ]
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            "fr" => null
            "en" => null
          ]
          "country" => array:2 [
            "fr" => null
            "en" => null
          ]
        ]
        +lang: "en"
        +"parent": Essec\Faculty\Model\Profile {#2216}
      }
    ]
    "theses" => []
    "indexedAt" => "2026-01-11T08:21:24.000Z"
    "contributions" => array:15 [
      0 => Essec\Faculty\Model\Contribution {#2227
        #_index: "academ_contributions"
        #_id: "5875"
        #_source: array:18 [
          "id" => "5875"
          "slug" => "5875-entering-and-exiting-relationships"
          "yearMonth" => "2018-03"
          "year" => "2018"
          "title" => "Entering and Exiting Relationships"
          "description" => "HELLERINGER, G. et SINACEUR, M. (2018). Entering and Exiting Relationships. Dans: 2018 Empirical Methods for Legal Studies."
          "authors" => array:2 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "HELLERINGER Geneviève"
            ]
          ]
          "ouvrage" => "2018 Empirical Methods for Legal Studies"
          "keywords" => []
          "updatedAt" => "2021-09-24 10:33:27"
          "publicationUrl" => null
          "publicationInfo" => array:3 [
            "pages" => null
            "volume" => null
            "number" => null
          ]
          "type" => array:2 [
            "fr" => "Communications dans une conférence"
            "en" => "Presentations at an Academic or Professional conference"
          ]
          "support_type" => array:2 [
            "fr" => null
            "en" => null
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => null
            "en" => null
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"parent": null
      }
      1 => Essec\Faculty\Model\Contribution {#2229
        #_index: "academ_contributions"
        #_id: "2477"
        #_source: array:18 [
          "id" => "2477"
          "slug" => "2477-self-assertive-interdependence-in-arab-culture"
          "yearMonth" => "2018-10"
          "year" => "2018"
          "title" => "Self-Assertive Interdependence in Arab Culture"
          "description" => "SAN MARTIN, A., SINACEUR, M., MADI, A., TOMPSON, S., MADDUX, W.W. et KITAYAMA, S. (2018). Self-Assertive Interdependence in Arab Culture. <i>Nature Human Behaviour</i>, 2, pp. 830–837."
          "authors" => array:6 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "SAN MARTIN A."
            ]
            2 => array:1 [
              "name" => "MADI A."
            ]
            3 => array:1 [
              "name" => "TOMPSON S."
            ]
            4 => array:1 [
              "name" => "MADDUX W. W."
            ]
            5 => array:1 [
              "name" => "KITAYAMA S."
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2022-03-04 16:26:39"
          "publicationUrl" => "https://www.researchgate.net/publication/327997937_Self-assertive_interdependence_in_Arab_culture"
          "publicationInfo" => array:3 [
            "pages" => "830–837"
            "volume" => "2"
            "number" => ""
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Arabs represent a major cultural group, yet one that is relatively neglected in cultural psychology. We hypothesized that Arab culture is characterized by a unique form of interdependence that is self-assertive. Arab cultural identity emerged historically in regions with harsh ecological and climatic environments, in which it was necessary to protect the survival of tribal groups. Individuals in Arabian cultures were honour-bound to be respectable and trustworthy group members. Supporting this hypothesis, study 1 found that Arabs were interdependent and holistic (like East Asians), but also self-assertive (like Westerners). This psychological profile was observed equally for both Muslim and Christian Arabs, thus ruling out Islamic religion as an alternative explanation for our findings. Studies 2 and 3 showed that the self-assertive tendency of Arabs is in service of interdependence, whereas that of Westerners is in service of independence. Our work contributes to the current effort by cultural psychologists to go beyond the prevailing East versus West, interdependence versus independence paradigm. It also speaks to the emerging socioecological perspective in cultural research."
            "en" => "Arabs represent a major cultural group, yet one that is relatively neglected in cultural psychology. We hypothesized that Arab culture is characterized by a unique form of interdependence that is self-assertive. Arab cultural identity emerged historically in regions with harsh ecological and climatic environments, in which it was necessary to protect the survival of tribal groups. Individuals in Arabian cultures were honour-bound to be respectable and trustworthy group members. Supporting this hypothesis, study 1 found that Arabs were interdependent and holistic (like East Asians), but also self-assertive (like Westerners). This psychological profile was observed equally for both Muslim and Christian Arabs, thus ruling out Islamic religion as an alternative explanation for our findings. Studies 2 and 3 showed that the self-assertive tendency of Arabs is in service of interdependence, whereas that of Westerners is in service of independence. Our work contributes to the current effort by cultural psychologists to go beyond the prevailing East versus West, interdependence versus independence paradigm. It also speaks to the emerging socioecological perspective in cultural research."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      2 => Essec\Faculty\Model\Contribution {#2231
        #_index: "academ_contributions"
        #_id: "10710"
        #_source: array:18 [
          "id" => "10710"
          "slug" => "10710-good-things-come-to-those-who-wait"
          "yearMonth" => "2013-06"
          "year" => "2013"
          "title" => "Good Things Come to Those Who Wait"
          "description" => "SINACEUR, M., MADDUX, W.W., VASILJEVIC, D., NÜCKEL, R.P. et GALINSKY, A.D. (2013). Good Things Come to Those Who Wait. <i>Personality and Social Psychology Bulletin</i>, 39(6), pp. 814-825."
          "authors" => array:5 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:2 [
              "name" => "VASILJEVIC Dimitri"
              "bid" => "B00687134"
            ]
            2 => array:1 [
              "name" => "MADDUX William W."
            ]
            3 => array:1 [
              "name" => "NÜCKEL Ricardo Perez"
            ]
            4 => array:1 [
              "name" => "GALINSKY Adam D."
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.researchgate.net/publication/235005364_Good_Things_Come_to_Those_Who_Wait_Late_First_Offers_Facilitate_Creative_Agreements_in_Negotiation"
          "publicationInfo" => array:3 [
            "pages" => "814-825"
            "volume" => "39"
            "number" => "6"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Although previous research has shown that making the first offer leads to a distributive advantage in negotiations, the current research explored how the timing of first offers affects the creativity of negotiation agreements. We hypothesized that making the first offer later rather than earlier in the negotiation would facilitate the discovery of creative agreements that better meet the parties’ underlying interests. Experiment 1 demonstrated that compared to early first offers, late first offers facilitated creative agreements that better met the parties’ underlying interests. Experiments 2a-2b controlled for the duration of the negotiation and conceptually replicated this effect. The last two studies also demonstrated that the beneficial effect of late first offers was mediated by greater information exchange. Thus, negotiators need to consider the timing of first offers to fully capitalize on the first offer advantage. Implications for our understanding of creativity, motivated information exchange, and timing in negotiations are discussed."
            "en" => "Although previous research has shown that making the first offer leads to a distributive advantage in negotiations, the current research explored how the timing of first offers affects the creativity of negotiation agreements. We hypothesized that making the first offer later rather than earlier in the negotiation would facilitate the discovery of creative agreements that better meet the parties’ underlying interests. Experiment 1 demonstrated that compared to early first offers, late first offers facilitated creative agreements that better met the parties’ underlying interests. Experiments 2a-2b controlled for the duration of the negotiation and conceptually replicated this effect. The last two studies also demonstrated that the beneficial effect of late first offers was mediated by greater information exchange. Thus, negotiators need to consider the timing of first offers to fully capitalize on the first offer advantage. Implications for our understanding of creativity, motivated information exchange, and timing in negotiations are discussed."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      3 => Essec\Faculty\Model\Contribution {#2228
        #_index: "academ_contributions"
        #_id: "10713"
        #_source: array:18 [
          "id" => "10713"
          "slug" => "10713-early-words-that-work-when-and-how-virtual-linguistic-mimicry-facilitates-negotiation-outcomes"
          "yearMonth" => "2011-05"
          "year" => "2011"
          "title" => "Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes"
          "description" => "SWAAB, R.I., MADDUX, W.W. et SINACEUR, M. (2011). Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes. <i>Journal of Experimental Social Psychology</i>, 47(3), pp. 616-621."
          "authors" => array:3 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "SWAAB Roderick I."
            ]
            2 => array:1 [
              "name" => "MADDUX William W."
            ]
          ]
          "ouvrage" => ""
          "keywords" => array:5 [
            0 => "Negotiation"
            1 => "Mimicry"
            2 => "Timing"
            3 => "Computer mediated negotiation"
            4 => "Culture"
          ]
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.sciencedirect.com/science/article/abs/pii/S0022103111000060"
          "publicationInfo" => array:3 [
            "pages" => "616-621"
            "volume" => "47"
            "number" => "3"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "We hypothesized that in online, virtual formats, negotiators receive better outcomes when mimicking their counterpart's language; furthermore, we predicted that this strategy would be more effective when occurring early in the negotiation rather than at the end, and should also be effective across both independent and interdependent cultures. Results from two experiments supported these hypotheses. Experiment 1 was conducted in Thailand and demonstrated that negotiators who actively mimicked their counterpart's language in the first 10 min of the negotiation obtained higher individual gain compared to those mimicking during the last 10 min, as well as compared to control participants. Experiment 2 replicated this effect in the United States (with Dutch and American negotiators) and also showed that trust mediated the effect of virtual linguistic mimicry on individual negotiation outcomes. Implications for virtual communication, strategic mimicry, and negotiations are discussed."
            "en" => "We hypothesized that in online, virtual formats, negotiators receive better outcomes when mimicking their counterpart's language; furthermore, we predicted that this strategy would be more effective when occurring early in the negotiation rather than at the end, and should also be effective across both independent and interdependent cultures. Results from two experiments supported these hypotheses. Experiment 1 was conducted in Thailand and demonstrated that negotiators who actively mimicked their counterpart's language in the first 10 min of the negotiation obtained higher individual gain compared to those mimicking during the last 10 min, as well as compared to control participants. Experiment 2 replicated this effect in the United States (with Dutch and American negotiators) and also showed that trust mediated the effect of virtual linguistic mimicry on individual negotiation outcomes. Implications for virtual communication, strategic mimicry, and negotiations are discussed."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      4 => Essec\Faculty\Model\Contribution {#2232
        #_index: "academ_contributions"
        #_id: "10714"
        #_source: array:18 [
          "id" => "10714"
          "slug" => "10714-suspending-judgment-to-create-value-suspicion-and-trust-in-negotiation"
          "yearMonth" => "2010-05"
          "year" => "2010"
          "title" => "Suspending judgment to create value: Suspicion and trust in negotiation"
          "description" => "SINACEUR, M. (2010). Suspending judgment to create value: Suspicion and trust in negotiation. <i>Journal of Experimental Social Psychology</i>, 46(3), pp. 543-550."
          "authors" => array:1 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
          ]
          "ouvrage" => ""
          "keywords" => array:5 [
            0 => "Motive attributions"
            1 => "Trust"
            2 => "Negotiation"
            3 => "Information search"
            4 => "Integrative agreements"
          ]
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.sciencedirect.com/science/article/abs/pii/S0022103109002741"
          "publicationInfo" => array:3 [
            "pages" => "543-550"
            "volume" => "46"
            "number" => "3"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "This paper introduces a distinction between suspicion and distrust. While distrust (trust) involves having negative (positive) expectations about another’s motives, suspicion is defined as the state in which perceivers experience ambiguity about another’s motives. Four experiments supported this distinction and showed that suspicion can present greater benefits than trust for generating information search and attaining integrative agreements in negotiation. In Experiment 1a, suspicious perceivers were characterized by consciously attributing more motives to a target compared to both distrusting and trusting perceivers. In Experiment 1b, suspicious perceivers were more willing to seek information. In Experiment 2a, Suspicious–Trusting dyads achieved greater joint outcomes in face-to-face negotiation than did Trusting–Trusting or Suspicious–Suspicious dyads. Experiment 2b showed that the suspicious participants’ ability to seek information in Suspicious–Trusting dyads mediated the superior performance of Suspicious–Trusting dyads over Trusting–Trusting dyads in attaining integrative agreements."
            "en" => "This paper introduces a distinction between suspicion and distrust. While distrust (trust) involves having negative (positive) expectations about another’s motives, suspicion is defined as the state in which perceivers experience ambiguity about another’s motives. Four experiments supported this distinction and showed that suspicion can present greater benefits than trust for generating information search and attaining integrative agreements in negotiation. In Experiment 1a, suspicious perceivers were characterized by consciously attributing more motives to a target compared to both distrusting and trusting perceivers. In Experiment 1b, suspicious perceivers were more willing to seek information. In Experiment 2a, Suspicious–Trusting dyads achieved greater joint outcomes in face-to-face negotiation than did Trusting–Trusting or Suspicious–Suspicious dyads. Experiment 2b showed that the suspicious participants’ ability to seek information in Suspicious–Trusting dyads mediated the superior performance of Suspicious–Trusting dyads over Trusting–Trusting dyads in attaining integrative agreements."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      5 => Essec\Faculty\Model\Contribution {#2226
        #_index: "academ_contributions"
        #_id: "10709"
        #_source: array:18 [
          "id" => "10709"
          "slug" => "10709-weep-and-get-more-when-and-why-sadness-expression-is-effective-in-negotiations"
          "yearMonth" => "2015-11"
          "year" => "2015"
          "title" => "Weep and get more: When and why sadness expression is effective in negotiations."
          "description" => "SINACEUR, M., KOPELMAN, S., VASILJEVIC, D. et HAAG, C. (2015). Weep and get more: When and why sadness expression is effective in negotiations. <i>Journal of Applied Psychology</i>, 100(6), pp. 1847-1871."
          "authors" => array:4 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:2 [
              "name" => "VASILJEVIC Dimitri"
              "bid" => "B00687134"
            ]
            2 => array:1 [
              "name" => "KOPELMAN Shirli"
            ]
            3 => array:1 [
              "name" => "HAAG Christophe"
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://pubmed.ncbi.nlm.nih.gov/26030298/"
          "publicationInfo" => array:3 [
            "pages" => "1847-1871"
            "volume" => "100"
            "number" => "6"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Although recently some research has been accumulated on emotional expressions in negotiations, there is little research on whether expressing sadness could have any effect in negotiations. We propose that sadness expressions can increase the expressers' ability to claim value in negotiations because they make recipients experience greater other-concern for the expresser. However, only when the social situation provides recipients with reasons to experience concern for the expresser in the first place, will recipients act on their other-concern and, eventually, concede more to a sad expresser. Three experiments tested this proposition by examining face-to-face, actual negotiations (in which participants interacted with each other). In all 3 experiments, recipients conceded more to a sad expresser when, but only when, features of the social situation provided reasons to experience other-concern for the expresser, namely (a) when recipients perceived the expresser as low power (Experiment 1), (b) when recipients anticipated a future interaction (Experiment 1), (c) when recipients construed the relationship as collaborative in nature (Experiment 2), or (d) when recipients believed that it was inappropriate to blame others (Experiment 3). All 3 experiments showed that the positive effect of sadness expression was mediated by the recipients' greater other-concern. These findings extend previous research on emotional expressions in negotiations by emphasizing a distinct psychological mechanism. Implications for our understanding of sadness, negotiations, and emotions are discussed."
            "en" => "Although recently some research has been accumulated on emotional expressions in negotiations, there is little research on whether expressing sadness could have any effect in negotiations. We propose that sadness expressions can increase the expressers' ability to claim value in negotiations because they make recipients experience greater other-concern for the expresser. However, only when the social situation provides recipients with reasons to experience concern for the expresser in the first place, will recipients act on their other-concern and, eventually, concede more to a sad expresser. Three experiments tested this proposition by examining face-to-face, actual negotiations (in which participants interacted with each other). In all 3 experiments, recipients conceded more to a sad expresser when, but only when, features of the social situation provided reasons to experience other-concern for the expresser, namely (a) when recipients perceived the expresser as low power (Experiment 1), (b) when recipients anticipated a future interaction (Experiment 1), (c) when recipients construed the relationship as collaborative in nature (Experiment 2), or (d) when recipients believed that it was inappropriate to blame others (Experiment 3). All 3 experiments showed that the positive effect of sadness expression was mediated by the recipients' greater other-concern. These findings extend previous research on emotional expressions in negotiations by emphasizing a distinct psychological mechanism. Implications for our understanding of sadness, negotiations, and emotions are discussed."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      6 => Essec\Faculty\Model\Contribution {#2230
        #_index: "academ_contributions"
        #_id: "10711"
        #_source: array:18 [
          "id" => "10711"
          "slug" => "10711-the-advantages-of-being-unpredictable-how-emotional-inconsistency-extracts-concessions-in-negotiation"
          "yearMonth" => "2013-05"
          "year" => "2013"
          "title" => "The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation"
          "description" => "SINACEUR, M., ADAM, H., VAN KLEEF, G.A. et GALINSKY, A.D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. <i>Journal of Experimental Social Psychology</i>, 49(3), pp. 498-508."
          "authors" => array:4 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "ADAM Hajo"
            ]
            2 => array:1 [
              "name" => "VAN KLEEF Gerben A."
            ]
            3 => array:1 [
              "name" => "GALINSKY Adam D."
            ]
          ]
          "ouvrage" => ""
          "keywords" => array:6 [
            0 => "Emotion"
            1 => "Inconsistency"
            2 => "Change"
            3 => "Unpredictability"
            4 => "Feeling control over outcome"
            5 => "Negotiation"
          ]
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.sciencedirect.com/science/article/abs/pii/S0022103113000243"
          "publicationInfo" => array:3 [
            "pages" => "498-508"
            "volume" => "49"
            "number" => "3"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Integrating recent work on emotional communication with social science theories on unpredictability, we investigated whether communicating emotional inconsistency and unpredictability would affect recipients' concession-making in negotiation. We hypothesized that emotional inconsistency and unpredictability would increase recipients' concessions by making recipients feel less control over the outcome. In Experiment 1, dyads negotiated face-to-face after one negotiator within each dyad expressed either anger or emotional inconsistency by alternating between anger and happiness. In Experiment 2, participants received angry and/or happy messages from a simulated negotiation opponent. In Experiment 3, participants read a scenario about a negotiator who expressed either anger or emotional inconsistency by alternating between anger and disappointment. In all three experiments, emotional inconsistency induced recipients to make greater concessions compared to expressing a consistent emotion. Further, in all three experiments, the effect of emotional inconsistency was mediated by recipients' feeling less control. These findings qualify previous research on anger in negotiation and demonstrate the importance of feelings of control for negotiation outcomes."
            "en" => "Integrating recent work on emotional communication with social science theories on unpredictability, we investigated whether communicating emotional inconsistency and unpredictability would affect recipients' concession-making in negotiation. We hypothesized that emotional inconsistency and unpredictability would increase recipients' concessions by making recipients feel less control over the outcome. In Experiment 1, dyads negotiated face-to-face after one negotiator within each dyad expressed either anger or emotional inconsistency by alternating between anger and happiness. In Experiment 2, participants received angry and/or happy messages from a simulated negotiation opponent. In Experiment 3, participants read a scenario about a negotiator who expressed either anger or emotional inconsistency by alternating between anger and disappointment. In all three experiments, emotional inconsistency induced recipients to make greater concessions compared to expressing a consistent emotion. Further, in all three experiments, the effect of emotional inconsistency was mediated by recipients' feeling less control. These findings qualify previous research on anger in negotiation and demonstrate the importance of feelings of control for negotiation outcomes."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      7 => Essec\Faculty\Model\Contribution {#2233
        #_index: "academ_contributions"
        #_id: "10712"
        #_source: array:18 [
          "id" => "10712"
          "slug" => "10712-hot-or-cold-is-communicating-anger-or-threats-more-effective-in-negotiation"
          "yearMonth" => "2011"
          "year" => "2011"
          "title" => "Hot or cold: Is communicating anger or threats more effective in negotiation?"
          "description" => "SINACEUR, M., VAN KLEEF, G.A., NEALE, M.A., ADAM, H. et HAAG, C. (2011). Hot or cold: Is communicating anger or threats more effective in negotiation? <i>Journal of Applied Psychology</i>, 96(5), pp. 1018-1032."
          "authors" => array:5 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "VAN KLEEF Gerben A."
            ]
            2 => array:1 [
              "name" => "NEALE Margaret A."
            ]
            3 => array:1 [
              "name" => "ADAM Hajo"
            ]
            4 => array:1 [
              "name" => "HAAG Christophe"
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.researchgate.net/publication/51234251_Hot_or_Cold_Is_Communicating_Anger_or_Threats_More_Effective_in_Negotiation#:~:text=Recent%20research%20has%20emphasized%20the,negotiation%20strategy%20than%20communicating%20anger."
          "publicationInfo" => array:3 [
            "pages" => "1018-1032"
            "volume" => "96"
            "number" => "5"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Is communicating anger or threats more effective in eliciting concessions in negotiation? Recent research has emphasized the effectiveness of anger communication, an emotional strategy. In this article, we argue that anger communication conveys an implied threat, and we document that issuing threats is a more effective negotiation strategy than communicating anger. In 3 computer-mediated negotiation experiments, participants received either angry or threatening messages from a simulated counterpart. Experiment 1 showed that perceptions of threat mediated the effect of anger (vs. a control) on concessions. Experiment 2 showed that (a) threat communication elicited greater concessions than anger communication and (b) poise (being confident and in control of one's own feelings and decisions) ascribed to the counterpart mediated the positive effect of threat compared to anger on concessions. Experiment 3 replicated this positive effect of threat over anger when recipients had an attractive alternative to a negotiated agreement. These findings qualify previous research on anger communication in negotiation. Implications for the understanding of emotion and negotiation are discussed."
            "en" => "Is communicating anger or threats more effective in eliciting concessions in negotiation? Recent research has emphasized the effectiveness of anger communication, an emotional strategy. In this article, we argue that anger communication conveys an implied threat, and we document that issuing threats is a more effective negotiation strategy than communicating anger. In 3 computer-mediated negotiation experiments, participants received either angry or threatening messages from a simulated counterpart. Experiment 1 showed that perceptions of threat mediated the effect of anger (vs. a control) on concessions. Experiment 2 showed that (a) threat communication elicited greater concessions than anger communication and (b) poise (being confident and in control of one's own feelings and decisions) ascribed to the counterpart mediated the positive effect of threat compared to anger on concessions. Experiment 3 replicated this positive effect of threat over anger when recipients had an attractive alternative to a negotiated agreement. These findings qualify previous research on anger communication in negotiation. Implications for the understanding of emotion and negotiation are discussed."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      8 => Essec\Faculty\Model\Contribution {#2234
        #_index: "academ_contributions"
        #_id: "10715"
        #_source: array:18 [
          "id" => "10715"
          "slug" => "10715-accuracy-and-perceived-expert-status-in-group-decisions-when-minority-members-make-majority-members-more-accurate-privately"
          "yearMonth" => "2010-03"
          "year" => "2010"
          "title" => "Accuracy and Perceived Expert Status in Group Decisions: When Minority Members Make Majority Members More Accurate Privately"
          "description" => "SINACEUR, M., THOMAS-HUNT, M.C., NEALE, M.A., O'NEILL, O.A. et HAAG, C. (2010). Accuracy and Perceived Expert Status in Group Decisions: When Minority Members Make Majority Members More Accurate Privately. <i>Personality and Social Psychology Bulletin</i>, 36(3), pp. 423-437."
          "authors" => array:5 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "THOMAS-HUNT Melissa C."
            ]
            2 => array:1 [
              "name" => "NEALE Margaret A."
            ]
            3 => array:1 [
              "name" => "O'NEILL Olivia A."
            ]
            4 => array:1 [
              "name" => "HAAG Christophe"
            ]
          ]
          "ouvrage" => ""
          "keywords" => array:5 [
            0 => "minority influence"
            1 => "group decision making"
            2 => "expert status"
            3 => "motivated processing"
            4 => "cognitive performance"
          ]
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://journals.sagepub.com/doi/abs/10.1177/0146167209353349"
          "publicationInfo" => array:3 [
            "pages" => "423-437"
            "volume" => "36"
            "number" => "3"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "We examined how the minority’s perceived (i.e., not real) expertise affects group discussion and performance. In two experiments, participants were randomly assigned to interacting groups in which the minority faction was perceived as either expert or not. Groups performed a decision task that involved solving a murder mystery. Both experiments showed that minorities perceived as expert (vs. not perceived as expert) made majority individuals acquire more accurate private judgments after group discussion, although the public group decision was not more accurate. In parallel, perceived expertise made minority members change their own judgments less. Experiment 1 also showed that minorities’ questioning behaviors mediated the effect of minorities’ perceived expertise on majority members’ private accuracy. Experiment 2 further showed that majority members’ deeper processing was also a mediator. Thus, minorities with perceived expertise serve as a catalyst, increasing the quality of majority members’ cognitions, but not their own."
            "en" => "We examined how the minority’s perceived (i.e., not real) expertise affects group discussion and performance. In two experiments, participants were randomly assigned to interacting groups in which the minority faction was perceived as either expert or not. Groups performed a decision task that involved solving a murder mystery. Both experiments showed that minorities perceived as expert (vs. not perceived as expert) made majority individuals acquire more accurate private judgments after group discussion, although the public group decision was not more accurate. In parallel, perceived expertise made minority members change their own judgments less. Experiment 1 also showed that minorities’ questioning behaviors mediated the effect of minorities’ perceived expertise on majority members’ private accuracy. Experiment 2 further showed that majority members’ deeper processing was also a mediator. Thus, minorities with perceived expertise serve as a catalyst, increasing the quality of majority members’ cognitions, but not their own."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:3 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
          2 => "description.keyword"
        ]
        +"parent": null
      }
      9 => Essec\Faculty\Model\Contribution {#2235
        #_index: "academ_contributions"
        #_id: "10716"
        #_source: array:18 [
          "id" => "10716"
          "slug" => "10716-get-mad-and-get-more-than-even-when-and-why-anger-expression-is-effective-in-negotiations"
          "yearMonth" => "2006-05"
          "year" => "2006"
          "title" => "Get mad and get more than even: When and why anger expression is effective in negotiations"
          "description" => "SINACEUR, M. et TIEDENS, L.Z. (2006). Get mad and get more than even: When and why anger expression is effective in negotiations. <i>Journal of Experimental Social Psychology</i>, 42(3), pp. 314-322."
          "authors" => array:2 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "TIEDENS Larissa Z."
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2020-12-17 18:37:46"
          "publicationUrl" => null
          "publicationInfo" => array:3 [
            "pages" => "314-322"
            "volume" => "42"
            "number" => "3"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => null
            "en" => null
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"parent": null
      }
      10 => Essec\Faculty\Model\Contribution {#2236
        #_index: "academ_contributions"
        #_id: "10717"
        #_source: array:18 [
          "id" => "10717"
          "slug" => "10717-emotional-and-deliberative-reactions-to-a-public-crisis"
          "yearMonth" => "2005-03"
          "year" => "2005"
          "title" => "Emotional and Deliberative Reactions to a Public Crisis"
          "description" => "SINACEUR, M., HEATH, C. et COLE, S. (2005). Emotional and Deliberative Reactions to a Public Crisis. <i>Psychological Science</i>, 16(3), pp. 247-254."
          "authors" => array:3 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "HEATH Chip"
            ]
            2 => array:1 [
              "name" => "COLE Steve"
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2020-12-17 18:37:46"
          "publicationUrl" => null
          "publicationInfo" => array:3 [
            "pages" => "247-254"
            "volume" => "16"
            "number" => "3"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => null
            "en" => null
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"parent": null
      }
      11 => Essec\Faculty\Model\Contribution {#2237
        #_index: "academ_contributions"
        #_id: "10718"
        #_source: array:18 [
          "id" => "10718"
          "slug" => "10718-not-all-threats-are-created-equal-how-implicitness-and-timing-affect-the-effectiveness-of-threats-in-negotiations"
          "yearMonth" => "2005-01"
          "year" => "2005"
          "title" => "Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations"
          "description" => "SINACEUR, M. et NEALE, M.A. (2005). Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations. <i>Group Decision and Negotiation</i>, 14(1), pp. 63-85."
          "authors" => array:2 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "NEALE Margaret A."
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2020-12-17 18:37:46"
          "publicationUrl" => null
          "publicationInfo" => array:3 [
            "pages" => "63-85"
            "volume" => "14"
            "number" => "1"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => null
            "en" => null
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"parent": null
      }
      12 => Essec\Faculty\Model\Contribution {#2238
        #_index: "academ_contributions"
        #_id: "2625"
        #_source: array:18 [
          "id" => "2625"
          "slug" => "2625-the-double-edged-impact-of-future-expectations-in-groups-minority-influence-depends-on-minorities-and-majorities-expectations-to-interact-again"
          "yearMonth" => "2015-05"
          "year" => "2015"
          "title" => "The Double-Edged Impact of Future Expectations in Groups: Minority Influence Depends on Minorities' and Majorities' Expectations to Interact Again"
          "description" => "SAN MARTIN, A., SWAAB, R.I., SINACEUR, M. et VASILJEVIC, D. (2015). The Double-Edged Impact of Future Expectations in Groups: Minority Influence Depends on Minorities' and Majorities' Expectations to Interact Again. <i>Organizational Behavior and Human Decision Processes</i>, (128), pp. 49-60."
          "authors" => array:4 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:2 [
              "name" => "VASILJEVIC Dimitri"
              "bid" => "B00687134"
            ]
            2 => array:1 [
              "name" => "SAN MARTIN A."
            ]
            3 => array:1 [
              "name" => "SWAAB R. I."
            ]
          ]
          "ouvrage" => ""
          "keywords" => array:5 [
            0 => "Minority influence"
            1 => "Hidden profile"
            2 => "Expectation of future interaction"
            3 => "Group information sharing"
            4 => "Motivated information processing"
          ]
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.sciencedirect.com/science/article/abs/pii/S0749597815000102"
          "publicationInfo" => array:3 [
            "pages" => "49-60"
            "volume" => null
            "number" => "128"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Two studies examined whether expecting future interaction with the same group members affects minority influence. Holding constant majority members’ expectation of future interaction, Study 1 demonstrated that minorities had more influence on majorities’ private decisions and the group’s public decision when they did not expect future interaction with the majority than when they did. Study 2 demonstrated that this minority influence effect only emerged when majority members themselves expected future interaction. Study 2 also shed light on the early information sharing dynamics underlying this effect: minorities expressed more dissent when they did not expect future interaction and majorities were more open to divergent information when they expected future interaction. These two forces combined promoted more systematic information processing by the group as a whole and, eventually, resulted in greater minority influence on both private and public decisions. Implications for our understanding of minority influence and group decision-making are discussed."
            "en" => "Two studies examined whether expecting future interaction with the same group members affects minority influence. Holding constant majority members’ expectation of future interaction, Study 1 demonstrated that minorities had more influence on majorities’ private decisions and the group’s public decision when they did not expect future interaction with the majority than when they did. Study 2 demonstrated that this minority influence effect only emerged when majority members themselves expected future interaction. Study 2 also shed light on the early information sharing dynamics underlying this effect: minorities expressed more dissent when they did not expect future interaction and majorities were more open to divergent information when they expected future interaction. These two forces combined promoted more systematic information processing by the group as a whole and, eventually, resulted in greater minority influence on both private and public decisions. Implications for our understanding of minority influence and group decision-making are discussed."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:3 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
          2 => "description.keyword"
        ]
        +"parent": null
      }
      13 => Essec\Faculty\Model\Contribution {#2239
        #_index: "academ_contributions"
        #_id: "2870"
        #_source: array:18 [
          "id" => "2870"
          "slug" => "2870-weep-and-get-more-when-and-why-sadness-expression-is-effective-in-negotiations"
          "yearMonth" => "2015-11"
          "year" => "2015"
          "title" => "Weep and Get More: When and Why Sadness Expression Is Effective in Negotiations"
          "description" => "SINACEUR, M., KOPELMAN, S., VASILJEVIC, D. et HAAG, C. (2015). Weep and Get More: When and Why Sadness Expression Is Effective in Negotiations. <i>Journal of Applied Psychology</i>, 100(6), pp. 1847-1871."
          "authors" => array:4 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:2 [
              "name" => "VASILJEVIC Dimitri"
              "bid" => "B00687134"
            ]
            2 => array:1 [
              "name" => "KOPELMAN S."
            ]
            3 => array:1 [
              "name" => "HAAG C."
            ]
          ]
          "ouvrage" => ""
          "keywords" => []
          "updatedAt" => "2021-02-02 16:16:18"
          "publicationUrl" => "https://www.researchgate.net/publication/277601807_Weep_and_Get_More_When_and_Why_Sadness_Expression_Is_Effective_in_Negotiations"
          "publicationInfo" => array:3 [
            "pages" => "1847-1871"
            "volume" => "100"
            "number" => "6"
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "Although recently some research has been accumulated on emotional expressions in negotiations, there is little research on whether expressing sadness could have any effect in negotiations. We propose that sadness expressions can increase the expressers’ ability to claim value in negotiations because they make recipients experience greater other-concern for the expresser. However, only when the social situation provides recipients with reasons to experience concern for the expresser in the first place, will recipients act on their other-concern and, eventually, concede more to a sad expresser. Three experiments tested this proposition by examining face-to-face, actual negotiations (in which participants interacted with each other). In all 3 experiments, recipients conceded more to a sad expresser when, but only when, features of the social situation provided reasons to experience other-concern for the expresser, namely (a) when recipients perceived the expresser as low power (Experiment 1), (b) when recipients anticipated a future interaction (Experiment 1), (c) when recipients construed the relationship as collaborative in nature (Experiment 2), or (d) when recipients believed that it was inappropriate to blame others (Experiment 3). All 3 experiments showed that the positive effect of sadness expression was mediated by the recipients’ greater other-concern. These findings extend previous research on emotional expressions in negotiations by emphasizing a distinct psychological mechanism. Implications for our understanding of sadness, negotiations, and emotions are discussed."
            "en" => "Although recently some research has been accumulated on emotional expressions in negotiations, there is little research on whether expressing sadness could have any effect in negotiations. We propose that sadness expressions can increase the expressers’ ability to claim value in negotiations because they make recipients experience greater other-concern for the expresser. However, only when the social situation provides recipients with reasons to experience concern for the expresser in the first place, will recipients act on their other-concern and, eventually, concede more to a sad expresser. Three experiments tested this proposition by examining face-to-face, actual negotiations (in which participants interacted with each other). In all 3 experiments, recipients conceded more to a sad expresser when, but only when, features of the social situation provided reasons to experience other-concern for the expresser, namely (a) when recipients perceived the expresser as low power (Experiment 1), (b) when recipients anticipated a future interaction (Experiment 1), (c) when recipients construed the relationship as collaborative in nature (Experiment 2), or (d) when recipients believed that it was inappropriate to blame others (Experiment 3). All 3 experiments showed that the positive effect of sadness expression was mediated by the recipients’ greater other-concern. These findings extend previous research on emotional expressions in negotiations by emphasizing a distinct psychological mechanism. Implications for our understanding of sadness, negotiations, and emotions are discussed."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
      14 => Essec\Faculty\Model\Contribution {#2240
        #_index: "academ_contributions"
        #_id: "16135"
        #_source: array:18 [
          "id" => "16135"
          "slug" => "16135-being-dishonest-to-feel-better-how-intolerance-of-uncertainty-fuels-performance-misreporting"
          "yearMonth" => "2026-06"
          "year" => "2026"
          "title" => "Being Dishonest to Feel Better: How Intolerance of Uncertainty Fuels Performance Misreporting"
          "description" => "KHAJEHNEJAD, S., KUMAR, A. et SINACEUR, M. (2026). Being Dishonest to Feel Better: How Intolerance of Uncertainty Fuels Performance Misreporting. <i>Accounting, Organizations and Society</i>, 116, pp. 101631."
          "authors" => array:3 [
            0 => array:3 [
              "name" => "SINACEUR Marwan"
              "bid" => "B00628622"
              "slug" => "sinaceur-marwan"
            ]
            1 => array:1 [
              "name" => "KHAJEHNEJAD Sabra"
            ]
            2 => array:1 [
              "name" => "KUMAR Amit"
            ]
          ]
          "ouvrage" => ""
          "keywords" => array:6 [
            0 => "Intolerance of uncertainty"
            1 => "Performance evaluation uncertainty"
            2 => "Performance misreporting"
            3 => "Emotions"
            4 => "Reporting dishonesty"
            5 => "Unethical behavior"
          ]
          "updatedAt" => "2026-01-07 16:19:50"
          "publicationUrl" => "https://doi.org/10.1016/j.aos.2025.101631"
          "publicationInfo" => array:3 [
            "pages" => "101631"
            "volume" => "116"
            "number" => ""
          ]
          "type" => array:2 [
            "fr" => "Articles"
            "en" => "Journal articles"
          ]
          "support_type" => array:2 [
            "fr" => "Revue scientifique"
            "en" => "Scientific journal"
          ]
          "countries" => array:2 [
            "fr" => null
            "en" => null
          ]
          "abstract" => array:2 [
            "fr" => "This paper proposes that individuals with higher intolerance of uncertainty are more prone to misreporting their performance in internal reporting settings when there is high performance evaluation uncertainty. In contrast, under low performance evaluation uncertainty, intolerance of uncertainty does not affect performance misreporting. We test this prediction across six studies. Studies 1–4 operationalize performance evaluation uncertainty through supervisor's word-deed inconsistency and examine the effect in real-world (Studies 1–2) and controlled experimental settings (Studies 3–4). To assess generalizability, Study 5 manipulates leadership and organizational change and Study 6 manipulates market change to create different levels of performance evaluation uncertainty. Across all six studies, we find consistent support for our hypothesis. Individuals with higher intolerance of uncertainty experience stronger uneasy, negative feelings (e.g., discomfort and anxiety) when performance evaluation uncertainty is high, and the desire to reduce these negative feelings leads them to impulsively misreport their performance. This paper highlights the emotion-driven aspect of performance misreporting and demonstrates that misreporting is shaped not only by individual traits but also by supervisor's behavior and broader organizational and environmental factors that contribute to performance evaluation uncertainty."
            "en" => "This paper proposes that individuals with higher intolerance of uncertainty are more prone to misreporting their performance in internal reporting settings when there is high performance evaluation uncertainty. In contrast, under low performance evaluation uncertainty, intolerance of uncertainty does not affect performance misreporting. We test this prediction across six studies. Studies 1–4 operationalize performance evaluation uncertainty through supervisor's word-deed inconsistency and examine the effect in real-world (Studies 1–2) and controlled experimental settings (Studies 3–4). To assess generalizability, Study 5 manipulates leadership and organizational change and Study 6 manipulates market change to create different levels of performance evaluation uncertainty. Across all six studies, we find consistent support for our hypothesis. Individuals with higher intolerance of uncertainty experience stronger uneasy, negative feelings (e.g., discomfort and anxiety) when performance evaluation uncertainty is high, and the desire to reduce these negative feelings leads them to impulsively misreport their performance. This paper highlights the emotion-driven aspect of performance misreporting and demonstrates that misreporting is shaped not only by individual traits but also by supervisor's behavior and broader organizational and environmental factors that contribute to performance evaluation uncertainty."
          ]
          "authors_fields" => array:2 [
            "fr" => "Management"
            "en" => "Management"
          ]
          "indexedAt" => "2026-01-11T08:21:44.000Z"
        ]
        +lang: "en"
        +"_score": 6.941102
        +"_ignored": array:2 [
          0 => "abstract.en.keyword"
          1 => "abstract.fr.keyword"
        ]
        +"parent": null
      }
    ]
    "avatar" => "https://faculty.essec.edu/wp-content/uploads/avatars/B00628622.jpg"
    "contributionCounts" => 15
    "personalLinks" => array:2 [
      0 => "<a href="https://orcid.org/0000-0001-5041-0030" target="_blank">ORCID</a>"
      1 => "<a href="https://scholar.google.com/citations?user=EDC7ncUAAAAJ" target="_blank">Google scholar</a>"
    ]
    "docTitle" => "Marwan SINACEUR"
    "docSubtitle" => "Professor"
    "docDescription" => "Department: Law, Political Science & Society<br>Campus de Cergy"
    "docType" => "cv"
    "docPreview" => "<img src="https://faculty.essec.edu/wp-content/uploads/avatars/B00628622.jpg"><span><span>Marwan SINACEUR</span><span>B00628622</span></span>"
    "academ_cv_info" => ""
  ]
  #_index: "academ_cv"
  +lang: "en"
  +"_score": 5.041272
  +"_ignored": array:2 [
    0 => "bio.en.keyword"
    1 => "bio.fr.keyword"
  ]
  +"parent": null
}