Metaphor in Negotiation

Metaphors, or mappings across different conceptual domains, are the fundamental tools human use to conceptualize experience (Lakoff and Johnson, 1980). In this project, we are interested in measuring how negotiation is socially constructed through metaphors (Gelfand and McCusker, 2002).

We plan to use deep language models to extract categories of metaphors in negotiation in different cultures. Furthermore, we will conduct lab experiments to estimate how different metaphors induce different negotiation acts. We also hope to explore the alignment and misfit between metaphors and cultural contexts.