Monthly Archives: juillet 2014


Chavi’s research explores virtual/global team conflict management in the Chinese context. She focuses on how globally dispersed teams transfer knowledge through Information Communication Technologies (ICTs) and how multiple languages in communication affect intra- and inter-cultural conflict management in the context of MNEs as multilingual communities. Furthermore, Chavi serves as organizer for IMP Asia conferences.

What is ICON?

ICoN is IÉSEG’s centre of excellence in negotiation research, teaching and knowledge transfer. ICoN adopts a transversal approach to negotiation and relationship establishment, spanning over management, employment relations, marketing (sales and procurement), international relations and law.

Our goal is to create relevant, practice-oriented knowledge by means of precise, systematic and clear research methods and provide applications for students, professionals and organizations.

We aim to contribute to the global and local economy by training negotiation at all levels of the organization: managers, public servants, employee representatives and leaders, to understand each other’s interests and create value in negotiation.

Industrial relations at organizational level

Focuses on understanding the impact of the relationship between social partners (management and labor) in their negotiation behavior as well as in the quality of their agreements.

The term industrial relations, describes the quality of the relationship between social partners (Johnson & Johnson, 1989; Walton & McKersie, 1965). This sub-project addresses why and how industrial relations climate is related to the negotiation behavior of social actors by shaping their psychological orientation towards negotiation (Beersma, Hollenbeck, Humphrey, Moon, Conlon, & Ilgen, 2003; Deutsch, 1949).

This is an initial list of topics; however the agenda and research designs will be open to new hires and potential collaboration opportunities with academic partners and companies in the future.

The centre aims to contribute to the recognition of negotiation as an important management and business development skill that is grounded on systematic scientific research.

Commercial Relationships in Conflict

In this sub-project, we explore how conflict develops in inter-business interactions and in particular, when it turns into disputes, how the decision-making and the legal functions of the firm interact (Borbély, 2011).

This serves to understand why, in most countries, negotiated dispute resolution (esp. mediation) is not used more often to deal with disputes (Mnookin, 2004).

More broadly, this project looks at principal-agent relationships in negotiation and how behind the table relationships influence negotiation outcomes.