Dr. Hong Zhang

21335 Lüneburg, Universitätsallee 1, C11.019
Fon +49.04131.677-1178, hong.zhang@leuphana.de
Research associate, Professorship of 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) , Hillie Aaldering (Author) , Johann M. Majer (Author) , Roman Trötschel (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. How Do Negotiators Resolve Conflict Over Resources of Changing Value: The Role of Trust in Sequential Negotiations
    Caroline Heydenbluth (Author) , Hillie Aaldering (Author) , Hong Zhang (Author) , Johann M. Majer (Author) , Roman Trötschel (Author) , 01.12.2025 , in: Journal of Experimental Psychology: Applied , 20 p.

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

  4. Resolving the Complexity-Flexibility Dilemma in Multi-Issue Negotiations: Nested Bracketing as a Strategy to Enhance Negotiation Outcomes
    Hong Zhang (Author) , Johann M. Majer (Author) , Marco Warsitzka (Author) , Roman Trötschel (Author) , 01.01.2025 , in: Journal of Applied Psychology , 20 p.

    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 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 Majer (Coauthor) , Hong Zhang (Coauthor) , Roman Trötschel (Coauthor)
    →

    Activity: Conference Presentations › Research

  3. Economic Capital and Social Capital in Integrative Negotiations - IACM 2019
    Kai Zhang (Speaker) , Hong Zhang (Speaker) , Roman Trötschel (Speaker)
    →

    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 Majer (Speaker)
    →

    Activity: Conference Presentations › Research

  5. A Model of Mental Accounting in Negotiations.
    Roman Trötschel (Speaker) , Hong Zhang (Speaker) , Johann Majer (Speaker) , Louise Leitsch (Speaker) , Marco Warsitzka (Speaker)
    →

    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

Courses

Advanced empirical research group A
Hong Zhang
⌄
This course is a preparation to conduct empirical research for the Bachelor’s thesis. Students will learn about all stages of conducting work (e.g., planning, collecting data, writing up the results). In so doing, we will put an emphasis on conducting research according to open science principles (e.g., preregistration, open materials, open data). Students will learn how to apply such principles to their own research. During the course, students will develop and present ideas for their bachelor thesis and practice planning and pre-registering empirical studies. Students will also practice peer-reviewing each other's work and providing constructive comments.
Next appointment:
Tuesday, 2026-06-02 at 09:00
Room: C 11.319 Seminarraum
Advanced empirical research group B
Hong Zhang
⌄
This course is a preparation to conduct empirical research for the Bachelor’s thesis. Students will learn about all stages of conducting work (e.g., planning, collecting data, writing up the results). In so doing, we will put an emphasis on conducting research according to open science principles (e.g., preregistration, open materials, open data). Students will learn how to apply such principles to their own research. During the course, students will develop and present ideas for their bachelor thesis and practice planning and pre-registering empirical studies. Students will also practice peer-reviewing each other's work and providing constructive comments.
Next appointment:
Tuesday, 2026-05-12 at 09:00
Room: C 7.019 Seminarraum
Psychology of Motivation, Emotion, Communication and Self-Regulation - Sem 1 for Major Psych.
Hong Zhang
⌄
Why is it sometimes so hard to act in the way we would like to act? To eat less meat or sugar, quit smoking, go jogging, or take the bike rather than the car? Why do some people give up their goals easily? Can we downregulate our impulses? It is well established that a lot of people struggle with more sustainable behavior, reasonable diet, healthy routine, emotions, cigarettes, and alcohol every day, and that people can differ enormously in their ability to succeed in self-regulation.

Self-regulation refers to people’s capacity to alter their thoughts, emotions, impulses, and behavior in the service of their goals. No matter what the goal is, effective self-regulation is necessary: people have to continuously regulate their thoughts, emotions, and behavior in order to maintain their goals and stay on the right track. Therefore, an understanding of the process of self-regulation is key to this course. In this seminar, we will discuss cutting-edge research on how people can use self-regulatory skills to bolster their self-control enabling them to successfully pursue goals in various domains, such as sustainability, health, academic, and professional goals. Topics covered in this seminar include basic regulatory processes, the cognitive dimension of self-regulation, nonconscious and conscious self-regulation, interventions and applications of self-regulation, and the role of personality in self-regulation. This course will help students to understand how to best regulate motivation and emotion from both intrapersonal and interpersonal perspectives.


The primary teaching format used in this seminar includes a mixture of student presentations and discussions. In each session, scientific articles on a specific topic relevant to self-regulation will be assigned for reading and discussion. Each student will present at least one article during the seminar. The student presentations have been included to benefit both the collective and the individual. From a collective perspective, student presentations expose all students to more articles, enriching their knowledge while reducing the burden of having to read too many papers. From an individual perspective, student presentations help them hone their presentation and communication skills. As such, the students should prepare their presentations as if they were giving the talk at an academic conference. Thus, they will need to first set up the theoretical context and then select the most important studies to present. After each presentation, the discussion of the presentation, the respective article, and related research will be held between students and the instructor.
Next appointment:
Thursday, 2026-05-14 at 10:15
Room: C 12.015 Seminarraum