Dr. Hong Zhang

21335 Lüneburg, Universitätsallee 1, C11.019
Fon +49.04131.677-1178, hong.zhang@leuphana.de
Wiss. Mitarbeiter*in, Professorship for Social-, Organizational and Political Psychology, especially empirical Negotiation Research

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Vita

Hong Zhang is a postdoctoral researcher in the Department of Social and Political Psychology (SPP) and Motivation Psychology at the Leuphana University of Lüneburg. As a member of the Negotiation Research Group (NRG), Hong’s research focuses on parties’ cognitions (e.g., mental accounting processes; mindsets) and emotions (e.g., envy) in the different contexts of negotiations (e.g., buyer-seller negotiations, resource-allocation negotiations). She has presented her research in Asia, Europe, and North America, and teaches college courses on empirical research and negotiation. Hong is committed to apply her research findings to real-world negotiations and make them valuable to practice from ecological, economic, and societal perspectives. She has shared her findings with negotiation practitioners in MBA courses as well as corporate training (e.g., Poznań University of Economics and Business, Siemens).

 

Hong received her BA in Business Administration and French Literature from Wuhan University (China), her MSc in Management from ESC Rouen Business School (France), and her Ph.D. in Management and Marketing from the Free University of Berlin.

 

Research interests: Negotiation, Mental Accounting, Agenda Setting, Emotion, Mindset

Research Interests

Hong Zhang is a postdoctoral researcher in the Department of Social, Organizational, and Political Psychology (SOPP) at the Leuphana University of Lüneburg. Her research focuses on mental accounting in negotiation, particularly the cognitive processes of segregating and integrating information during the negotiation process. She has also conducted work in the areas of agenda setting and mindset in negotiations. She has presented his research in Asia, Europe, and North America, and teaches college courses on empirical research and negotiation. Hong is committed to apply her research findings to real-world negotiations and make them valuable to society. She has shared her findings with negotiation practitioners in MBA courses as well as corporate training (e.g., Copenhagen Business School, Siemens).

Hong received her BA in Business Administration and French Literature from Wuhan University (China), her MSc in Management from ESC Rouen Business School (France), and her PhD in Management and Marketing from Free University of Berlin.

Research interests: Negotiation, Mental Accounting, Agenda Setting, Mindset, Cross-Culture

Projects

Publications

Journal contributions

  1. Structuring success: How issue-packaging agendas foster better joint outcomes in multi-issue negotiations
    Hong Zhang (Author) , Ingmar Geiger (Author) , Johann M. Majer (Author) , Roman Trötschel (Author) , 01.03.2026 , in: Journal of Experimental Social Psychology, 123 , 9 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

  2. Thinking Beyond the Bargaining Table: Negotiators’ Perceptions, Behaviours and Outcomes in Negotiations Affecting External Parties
    Kai Zhang (Author) , Hong Zhang (Author) , Roman Trötschel (Author) , Hillie Aaldering (Author) , Johann M. Majer (Author) , 01.12.2025 , in: European Journal of Social Psychology, 55, 7 , p. 1152-1170 , 19 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

  3. Resolving the Complexity-Flexibility Dilemma in Multi-Issue Negotiations: Nested Bracketing as a Strategy to Enhance Negotiation Outcomes
    Hong Zhang (Author) , Johann Martin Majer (Author) , Marco Warsitzka (Author) , Roman Trötschel (Author) , 01.01.2025 , in: Journal of Applied Psychology

    Research output: Journal contributions › Journal articles › Research › peer-review

  4. How Do Negotiators Resolve Conflict Over Resources of Changing Value: The Role of Trust in Sequential Negotiations
    Caroline Elisabeth Heydenbluth (Author) , Hillie Aaldering (Author) , Hong Zhang (Author) , Johann Martin Majer (Author) , Roman Trötschel (Author) , 01.01.2025 , in: Journal of Experimental Psychology: Applied

    Research output: Journal contributions › Journal articles › Research › peer-review

  5. Beyond Propensity: Thresholds, Costs, and Interventions in Negotiation Avoidance
    David A. Hunsaker (Author) , Hong Zhang (Author) , Alice J. Lee (Author) , 01.01.2025 , in: Negotiation and Conflict Management Research, 18, 4 , p. 37-56 , 20 p.

    Research output: Journal contributions › Journal articles › Research › peer-review

View all publications

Activities

  1. Managing the present generations’ conflicts on the backs of future generations: How current generation’s negotiators create and claim value for themselves and future others
    Marie Treek (presenter) , Johann Martin Majer (Coauthor) , Hong Zhang (Coauthor) , Kai Zhang (Coauthor) , Roman Trötschel (Coauthor)

    Activity: Conference Presentations › Research

  2. One generation plants the trees, another gets the shade? Negotiators' perceptions and behaviors in intergenerational allocations of resources.
    Marie Treek (Speaker) , Johann Martin Majer (Coauthor) , Hong Zhang (Coauthor) , Roman Trötschel (Coauthor)
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    Activity: Conference Presentations › Research

  3. Economic Capital and Social Capital in Integrative Negotiations - IACM 2019
    Kai Zhang (Speaker) , Hong Zhang (Speaker) , Roman Trötschel (Speaker)
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    Activity: Conference Presentations › Research

  4. Mental Parsing as A Mixed Blessing for Integrative Agreements: When Parsing Multiple Issues into Separate Mental Accounts Helps Versus Hurts Negotiators.
    Roman Trötschel (Speaker) , Hong Zhang (Speaker) , Johann Martin Majer (Speaker)
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    Activity: Conference Presentations › Research

  5. A Model of Mental Accounting in Negotiations.
    Roman Trötschel (Speaker) , Hong Zhang (Speaker) , Johann Martin Majer (Speaker) , Louise Leitsch (Speaker) , Marco Warsitzka (Speaker)
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    Activity: Conference Presentations › Research

View all activities

Prizes

  1. AC4 IACM Conference Scholar Award
    Hong Zhang (Recipient) ,

    Prize: external Prizes, scholarships, distinctions, appointments › Research

  2. Research Grant from DRRC, Kellogg School of Management – Research residency
    Roman Trötschel (Recipient) Hong Zhang (Recipient) ,

    Prize: external Prizes, scholarships, distinctions, appointments › Research

  3. AC4 IACM Conference Scholar Award
    Hong Zhang (Recipient) ,

    Prize: external Prizes, scholarships, distinctions, appointments › Research

View all prizes

Teaching