Dr. Hong Zhang
Werdegang
Hong Zhang ist Postdoktorand in der Abteilung für Sozial- und Politische Psychologie (SPP) und Motivationspsychologie an der Leuphana Universität Lüneburg. Als Mitglied der Negotiation Research Group (NRG) konzentriert sich Hongs Forschung auf die Kognitionen (z.B. mentale Buchhaltungsprozesse; Mindsets) und Emotionen (z.B. Neid) von Parteien in den verschiedenen Verhandlungskontexten (z.B. Käufer-Verkäufer-Verhandlungen, Verhandlungen über die Verteilung von Ressourcen). Sie hat ihre Forschung in Asien, Europa und Nordamerika präsentiert und unterrichtet College-Kurse über empirische Forschung und Verhandlungen. Hong ist bestrebt, ihre Forschungsergebnisse auf reale Verhandlungen anzuwenden und sie aus ökologischer, ökonomischer und gesellschaftlicher Perspektive für die Praxis wertvoll zu machen. Sie hat ihre Erkenntnisse mit Verhandlungspraktikern in MBA-Kursen sowie in Unternehmensschulungen (z.B. Poznań University of Economics and Business, Siemens) geteilt.
Hong erhielt ihren BA in Betriebswirtschaft und französischer Literatur von der Wuhan Universität (China), ihren MSc in Management von der ESC Rouen Business School (Frankreich) und ihren Ph.D. in Management und Marketing von der Freien Universität Berlin.
Forschungsinteressen: Verhandlung, Mental Accounting, Agenda Setting, Emotion, Mindset
Projekte
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Mental Accounting in Allocation Negotiations
Roman Trötschel (Wissenschaftliche Projektleiter*in) , Hong Zhang (Wissenschaftliche Projektleiter*in) , Simone Moran (Wissenschaftliche Projektleiter*in) , Ilana Ritov (Wissenschaftliche Projektleiter*in) , Johann Majer (Projektmitarbeiter*in)
→Projekt: Forschung
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Mental Accounting in Negotiations
Roman Trötschel (Wissenschaftliche Projektleiter*in) , Hong Zhang (Wissenschaftliche Projektleiter*in) , Johann Majer (Wissenschaftliche Projektleiter*in)
→Projekt: Forschung
Publikationen
Beiträge in Zeitschriften
- Structuring success: How issue-packaging agendas foster better joint outcomes in multi-issue negotiations
Hong Zhang (Autor*in) , Ingmar Geiger (Autor*in) , Johann M. Majer (Autor*in) , Roman Trötschel (Autor*in) , 01.03.2026 , in: Journal of Experimental Social Psychology, 123 , 9 S.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
- Trade-off Difficulty in Negotiations: Generating and Realizing Agreements Under Interdependence
Roman Trötschel (Autor*in) , Hong Zhang (Autor*in) , 01.01.2026 , in: Current Opinion in PsychologyPublikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
- Thinking Beyond the Bargaining Table: Negotiators’ Perceptions, Behaviours and Outcomes in Negotiations Affecting External Parties
Kai Zhang (Autor*in) , Hong Zhang (Autor*in) , Hillie Aaldering (Autor*in) , Johann M. Majer (Autor*in) , Roman Trötschel (Autor*in) , 01.12.2025 , in: European Journal of Social Psychology, 55, 7 , S. 1152-1170 , 19 S.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
- How Do Negotiators Resolve Conflict Over Resources of Changing Value: The Role of Trust in Sequential Negotiations
Hillie Aaldering (Autor*in) , Hong Zhang (Autor*in) , Johann M. Majer (Autor*in) , Roman Trötschel (Autor*in) , Caroline Heydenbluth (Autor*in) , 01.12.2025 , in: Journal of Experimental Psychology: Applied , 20 S.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
- Resolving the Complexity-Flexibility Dilemma in Multi-Issue Negotiations: Nested Bracketing as a Strategy to Enhance Negotiation Outcomes
Hong Zhang (Autor*in) , Johann M. Majer (Autor*in) , Roman Trötschel (Autor*in) , Marco Warsitzka (Autor*in) , 01.01.2025 , in: Journal of Applied Psychology , 20 S.Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet
Aktivitäten
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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
Hong Zhang (Ko-Autor*in) , Kai Zhang (Ko-Autor*in) , Roman Trötschel (Ko-Autor*in) , Marie Treek (Präsentator*in) , Johann Majer (Ko-Autor*in)
Aktivität: Konferenzvorträge › Forschung
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One generation plants the trees, another gets the shade? Negotiators' perceptions and behaviors in intergenerational allocations of resources.
Hong Zhang (Ko-Autor*in) , Roman Trötschel (Ko-Autor*in) , Marie van Treek (Sprecher*in) , Johann Martin Majer (Ko-Autor*in)
→Aktivität: Konferenzvorträge › Forschung
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Economic Capital and Social Capital in Integrative Negotiations - IACM 2019
Kai Zhang (Sprecher*in) , Hong Zhang (Sprecher*in) , Roman Trötschel (Sprecher*in)
→Aktivität: Konferenzvorträge › Forschung
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Mental Parsing as A Mixed Blessing for Integrative Agreements: When Parsing Multiple Issues into Separate Mental Accounts Helps Versus Hurts Negotiators.
Roman Trötschel (Sprecher*in) , Hong Zhang (Sprecher*in) , Johann Martin Majer (Sprecher*in)
→Aktivität: Konferenzvorträge › Forschung
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A Model of Mental Accounting in Negotiations.
Roman Trötschel (Sprecher*in) , Hong Zhang (Sprecher*in) , Louise Leitsch (Sprecher*in) , Johann Martin Majer (Sprecher*in) , Marco Warsitzka (Sprecher*in)
→Aktivität: Konferenzvorträge › Forschung
Auszeichnungen
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AC4 IACM Conference Scholar Award
Hong Zhang (Empfänger/-in) ,Auszeichnung: Externe Preise, Stipendien, Auszeichnungen, Ernennungen › Forschung
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Research Grant from DRRC, Kellogg School of Management – Research residency
Roman Trötschel (Empfänger/-in) Hong Zhang (Empfänger/-in) ,Auszeichnung: Externe Preise, Stipendien, Auszeichnungen, Ernennungen › Forschung
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AC4 IACM Conference Scholar Award
Hong Zhang (Empfänger/-in) ,Auszeichnung: Externe Preise, Stipendien, Auszeichnungen, Ernennungen › Forschung
Lehrveranstaltungen
From a psychological standpoint, negotiating transformation is particularly challenging as it evokes various social conflicts at different levels (e.g.,intrapersonal, interpersonal, intragroup, and intergroup conflicts) and thus raises cognitive demands. Under this circumstance, negotiators need to make tradeoffs across various outcome dimensions (e.g., economic, ecologic, and social outcomes). They must take external parties’ interests into consideration and need to balance immediate and future consequences resulting from their negotiated agreements. In sum, parties in transformation negotiations must not only solve their social conflicts at the table but must also reconcile various types of other conflicts beyond the table (e.g., conflicts between present and future generations, conflicts being present vs. absent from the table, conflicts across various outcome dimensions such ecological vs. economic outcomes). Accordingly, sustainable conflict solutions through negotiations can only be achieved when negotiators take all “externalities” arising from their agreements into account.
The course ‘Managing and Negotiating Sustainability Conflicts’ will focus on psychological drivers and barriers in transformation negotiations in the context of political decision-making. Specifically, the course will deal with biased perceptions, erroneous beliefs, or self-defensive cognitions that hinder the achievement of sustainable agreements. Beneficial psychological drivers in transformation negotiations such as perspective taking, accountability beliefs, or shared cognition will also be discussed and addressed in the course. Further, from a motivational perspective, the course will deal with the impact of competitive versus cooperative negotiation strategies aimed at the transition towards sustainability (e.g., logrolling, expanding the pie, collectivizing vs. threating, contending, bluffing). Finally, from a group research perspective, the effect of social identification (individual vs. group identification), group processes (group losses vs. gains), and group representation (representatives vs. constituency) will be examined. The acquired knowledge from the course will be applied to real-world examples of political negotiations involving economic, ecological, societal, or cultural issues aimed at the transition towards sustainability.
From a psychological standpoint, negotiating transformation is particularly challenging as it evokes various social conflicts at different levels (e.g.,intrapersonal, interpersonal, intragroup, and intergroup conflicts) and thus raises cognitive demands. Under this circumstance, negotiators need to make tradeoffs across various outcome dimensions (e.g., economic, ecologic, and social outcomes). They must take external parties’ interests into consideration and need to balance immediate and future consequences resulting from their negotiated agreements. In sum, parties in transformation negotiations must not only solve their social conflicts at the table but must also reconcile various types of other conflicts beyond the table (e.g., conflicts between present and future generations, conflicts being present vs. absent from the table, conflicts across various outcome dimensions such ecological vs. economic outcomes). Accordingly, sustainable conflict solutions through negotiations can only be achieved when negotiators take all “externalities” arising from their agreements into account.
The course ‘Managing and Negotiating Sustainability Conflicts’ will focus on psychological drivers and barriers in transformation negotiations in the context of political decision-making. Specifically, the course will deal with biased perceptions, erroneous beliefs, or self-defensive cognitions that hinder the achievement of sustainable agreements. Beneficial psychological drivers in transformation negotiations such as perspective taking, accountability beliefs, or shared cognition will also be discussed and addressed in the course. Further, from a motivational perspective, the course will deal with the impact of competitive versus cooperative negotiation strategies aimed at the transition towards sustainability (e.g., logrolling, expanding the pie, collectivizing vs. threating, contending, bluffing). Finally, from a group research perspective, the effect of social identification (individual vs. group identification), group processes (group losses vs. gains), and group representation (representatives vs. constituency) will be examined. The acquired knowledge from the course will be applied to real-world examples of political negotiations involving economic, ecological, societal, or cultural issues aimed at the transition towards sustainability.