Roderick Swaab

INSEAD, Organisational Behaviour, Faculty Member

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Roderick studies the impact of communication structures and technologies on negotiation, conflict resolution, and group decision-making. He also studies the impact of hierarchy on how people collaborate in teams by focusing on the interplay among coordination, conflict, and performance. He has taught a variety of courses at INSEAD and the Kellogg School of Management at Northwestern University. He has also conducted executive training sessions for various organisations including Astellas Pharma, Merck, and Societe Generale. His research has produced interventions that improve teamwork, negotiation, dispute resolution, and collaboration and has been published in leading academic journals, such as Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Processes, Personality and Social Psychology Bulletin, Personality and Social Psychology Review, and Psychological Science, as well as popular press outlets like Bloomberg, Economist, Forbes, Financial Times, New York Times, Time, and Wall Street Journal.
Supervisors: Tom Postmes, Peter Neijens, Russell Spears

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Andrej Dujella

University of Zagreb

Hemin Koyi

Uppsala University

Jana Javornik

University of East London

Graham Martin

University of Leicester

Gwen Robbins Schug

University of North Carolina at Greensboro

Gabriel Gutierrez-Alonso

University of Salamanca

John Sutton

Macquarie University

Eros Carvalho

Universidade Federal do Rio Grande do Sul

Kevin Arbuckle

Swansea University

Jesper Hoffmeyer

University of Copenhagen

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Papers by Roderick Swaab

Effect of Concession Patterns (Vary number of rounds study)

This study examines whether the number of rounds affect the effect of decreasing concessions on c... more

Effect of Concession Patterns (Main effect; Serial mediation)

This study examines the effect of decreasing concessions on expectation of future offers, reserva... more

Effect of Concession Patterns (Vary rate of decrease study)

This study examines the effect of different rates of decreasing concessions on counteroffers.

Concession-making Patterns

This research examines the signalling mechanism of concession-making in negotiations.

Concession-making Patterns (Prolific)_RP Moderation

This research examines the signalling mechanism of concession-making in negotiations.

Going with the Momentum: Exposure to Decreasing Concessions Leads to a Distributive Disadvantage

Academy of Management Proceedings, 2020

We propose that making a series of concessions that decrease in size over time (e.g., $1500, $122... more We propose that making a series of concessions that decrease in size over time (e.g., $1500, $1225, $1205, $1200) can signal that senders are reaching their bottom line and results in a negotiation disadvantage for recipients. Seven studies (N = 2490) demonstrate that receiving decreasing concessions led negotiators to make less ambitious counteroffers (Studies 1-2) and reach less profitable agreements (Study 2). Building on theories of psychological momentum, we demonstrate that this distributive disadvantage occurred because decreasing concessions resulted in inflated perceptions of the sender’s reservation price compared to other concession making strategies. We further show that this disadvantage disappeared when recipients were given specific information about the sender’s reservation price (Study 3a), when the momentum of the pattern was disrupted semantically (Study 3b), and when counterparts focused on their own target price instead (Study 4).

The illusion of transparency in performance appraisals: When and why accuracy motivation explains unintentional feedback inflation

Organizational Behavior and Human Decision Processes, 2018

Roderick Swaab

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Papers by Roderick Swaab

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