2018-19 Abstract: Using Language to Promote Sustainable Consumption 

In contemporary society, population growth combined with global warming concerns has made the adoption of innovative, sustainable products a crucial global issue, leading groups such as the World Health Organization to list health and sustainable development as key issue to tackle in upcoming years. However, while sustainability can be beneficial both for the environment and society at large, many people find some of the most promising sustainable products such as recycled wastewater and insect-based food disgusting. This hinders the adoption of these products that could otherwise have a beneficial impact on reducing global water shortages as well as our ecological footprint. Therefore, the purpose of this grant is to explore ways to nudge individuals into consuming sustainable but aversive products, specifically by examining the impact of presenting these products in a native versus non-native language. Prior research suggests that using a non-native language influences judgments and decisions by attenuating emotions; as such, it may also reduce the feelings of disgust aversive products elicit and thereby increase their consumption. To examine this hypothesis, we will describe to participants from three continents sustainable but aversive products in their native or a foreign language, and then offer them the opportunity to consume the products. We will also collect ratings of disgust as well as physiological indicators of visceral reactions. We expect that bilinguals using a foreign language to experience less disgust and consequently to consume more of these products. Positive findings could be used to build concrete interventions to increase sustainable practices worldwide. 

2020-21 Abstract: Cross-National Negotiation: The Role of Language Format Choice  

Negotiation is central to human interaction as it is an important tool to discover mutual interests and mediate conflicting positions. And increasingly in a globalized economy, governments, corporations, and individuals need to negotiate cross-nationally for reasons such as diplomacy, peacekeeping operations, relief missions and business deals. Boaz Keysar is exploring how the role of language can affect the negotiation process and outcome, and plans to conduct negotiation simulations in Europe using either an interpreter or a common language, usually English, and comparing the these two options to the overall negotiation outcomes and level of positive interaction.