Welcome to my personal webpage. I am an Associate Professor in the Department of Management at American University's Kogod School of Business. I study how trust and emotions influence negotiations. My research investigates how these important aspects of social exchange affect cooperation and the implementation of agreements. At American University I teach a variety of courses in Negotiation and Management.
Here is my Curriculum Vitae. You can learn more about my work and interests from the links above.
May, 2018 I am excited to be visiting the Center for Advanced Studies at Ludwig-Maximilians-Universität München through June thanks to the generous invitation of Prof. Dr. Brooke A. Gazdag and Prof. Dr. Martin Högl. I am looking forward to a productive time here with these inspiring colleagues.
July, 2017 My research project investigating how the power of a transgressor shapes the perceived authenticity of emotional displays following a transgression and resulting levels of trust was presented at the International Association for Conflict Management (IACM) in Berlin, Germany. My collaborators Peter Kim, Ece Tuncel, Ryan Fehr, Arik Cheshin and Gerben van Kleef and I conducted six empirical studies and a meta-analysis that revealed: a) a transgressor’s display of emotion is perceived to be less authentic when that party’s power is high rather than low, b) this perception of emotional authenticity, in turn, directly influences (and mediates) the level of trust in that party, and c) perceivers ultimately exert less effort when asked to make a case for leniency toward high rather than low power transgressors. Our research is forthcoming in Journal of Experimental Psychology: General.
November, 2016 Jane Seago wrote a great article Taking A New Look At Impasse, featuring my research with Ece Tuncel, Selin Kesebir, Robin Pinkley in YPO’s “Ignite” magazine on negotiator tendency toward accepting agreements.
August 9, 2016 My research project together with Rachel Campagna and Mara Olekalns examining the formation and implications of felt trust during job negotiations was presented at the76th Annual Meeting of the Academy of Management in Anaheim, CA.
July 9, 2016 I presented my research Strategic implications of guilt and trust perceptions on post-negotiation behaviors with Rachel Campagna and William Bottom at the 32nd annual European Group for Organizational Studies Colloquium in Naples, Italy.
June 1, 2016 I was delighted to present "Negotiation for Medical Professionals" at Children's National Hospital Grand Rounds today. I met many interesting people and I also enjoyed the opportunity to run a Workshop for Women Faculty at Children's Hospital after my talk.
April 26, 2016 I am honored to be the recipient of the 2016 Jack Child Teaching with Technology Award for my use of technology in the classroom.
April 15, 2016 Susan Krische and I are excited to be the winners of the 2016 Kogod Interdisciplinary Research Funding Competition. Our interdisciplinary research will examine the impact of financial literacy on negotiation behavior.
March 31, 2016 My collaboration with 25 different research groups across the world conducting replications of moral judgment effects studied by Eric Luis Uhlmann and his colleagues was featured in The Atlantic in a piece by prominent science journalist Ed Yong, "How to Make Psychology Studies More Reliable: A new way for the field to address it's replication crisis." The project was also featured on Retraction Watch.
February 3, 2016 My new publication examining the value of agreement beyond the terms of a settlement was featured in the Minds for Business: Psychological Science at Work research blog. The authors offer a nice summary of our work and raise interesting questions for future research.
January 13, 2016 Time.com mentioned my research on small talk and offered some great advice on negotiating a salary increase in the Money section of Career Guide 2016 today.
November 3, 2015 Why do negotiators sometimes agree to a deal that doesn't meet their objective interests? In my newest publication "Agreement attraction and impasse aversion" in press at Psychological Science, my colleagues Ece Tuncel, Selin Kesebir, Robin Pinkley and I conducted a series of experiments that repeatedly demonstrate that that for many people ‘agreement’ carries value that extends beyond the terms of a settlement. Individuals are given the choice to give up real value and sacrifice economic efficiency in order to attain a nominal agreement outcome and avoid an impasse. We find that labeling an allocation option as ‘agreement’ shifts choices in favor of that option, even when it is strictly dominated by the alternative choice. Similarly labeling an allocation outcome as ‘impasse’ shifts choices away from that option even when it strictly dominates the alternative choice. Our findings suggest that the appeal of agreement and the aversion to impasse are both important, and that these lead negotiators to strike deals that do not meet their objective interests.
September 25, 2015 My research examining "Strategic consequences of emotional misrepresentation in negotiation" together with Rachel Campagna, Dejun Kong, and William Bottom was provisionally accepted for publication at the Journal of Applied Psychology. While prior research has affirmed a longstanding notion that feigning anger is a useful bargaining tactic, we examine whether this tactic jeopardizes post-negotiation deal implementation and subsequent cooperation. We conduct four studies directly testing the tactical and strategic consequences of emotion representation. False representations of anger generated little tactical benefit, but produced considerable and persistent strategic disadvantage. This disadvantage is due to an effect we call “blowback” – when a negotiator’s misrepresented anger creates an action-reaction cycle that results in genuine anger and diminishes trust in both the negotiator and counterpart.
September 15, 2015 A project that I coauthored with Martin Schweinsberg, Nikhil Madan and numerous other colleagues titled, "The Pipeline Project: Pre-Publication Independent Replications of a Single Laboratory’s Research Pipeline" was conditionally accepted for publication at the Journal of Experimental Social Psychology. This is a unique project that introduces a collaborative approach to improving the reproducibility of scientific research through crowdsourcing. My colleagues and I from 25 different research groups across the world conducted replications of ten moral judgment effects that Eric Luis Uhlmann and his collaborators had in their pipeline as of August 2014. We found that 40% of the original findings failed at least one major replication criterion and we discuss potential ways to implement and incentivize pre-publication independent replications on a large scale.
August 26, 2015 My paper “Accounting for Reciprocity in Negotiation and Social Exchange” written together with Peter Boumgarden, Daisung Jang and William Bottom was accepted for publication at Judgment and Decision Making. In this paper we conduct two experiments that examine how the relational accounts people maintain to regulate exchange influence negotiations.
August 08, 2015 My colleague Mary Kern and I were honored to co-host a superb panel of experts on the topic of Scholarly Engagement with the Media at the Annual Meeting of the Academy of Management in Vancouver. Bruce Barry, Alfred Hermida, Ben Haimowitz, Adam Galinsky and Jo-Ellen Pozner each gave engaging presentations followed by a panel discussion with the audience. The session was a great success thanks to our participants.
June 24, 2015 Fast Company's Lydia Dishman wrote a great article, "Is there a Small-Talk Gender Gap?" featuring my a recent publication in Basic and Applied Social Psychology with Brooke Shaughnessy and Tanja Hentschel examining gender differences in small talk.
June 23, 2015 My research with Lisa Williams and Brooke Shaughnessy, "Motivating Trust: Can Mood and Incentives Increase Interpersonal Trust," was published today in the Journal of Behavioral and Experimental Economics. We examine whether higher potential financial gains from trusting cause people to trust strangers more. Our study shows that the motivating power of incentives depends on the mood of the trustor.