Research

I study social, psychological and economic aspects of influence. My central research question is: What motivates people to act in the interest of others? I focus especially on trust formation and emotions by investigating how these important aspects of social exchange affect cooperation and the implementation of agreements.

My research program is built on the belief that agreements alone do not lead to desired outcomes, but rather that truly meaningful consequences only follow from negotiations when promises are kept. I examine how prior interactions and risks associated with the implementation of negotiated agreements affect our ability to influence negotiation outcomes. Together with my collaborators, I find that trust, small talk, emotions, and incentives all contribute to motivating negotiation outcomes and subsequent voluntary cooperative behavior. 

Below is a list of my publications and current working papers.

Publications

Campagna, R., Mislin, A., Kong, D. & Bottom, W. In Press. Strategic Consequences of Emotion Misrepresentation in Negotiations. Journal of Applied Psychology.

Schweinsberg, M., Madan, N., Vianello, M., Summer, A. …Mislin, A., …et al. In Press. The Pipeline Project: Pre-Publication Independent Replications of a Single Laboratory’s Research Pipeline.  Journal of Experimental Social Psychology.

Tuncel, E., Mislin, A., Kesebir S., & Pinkley, R. 2016. The Value of Reaching Agreement: Evidence for Agreement Attraction and Impasse AversionPsychological Science.

Mislin, A., Bottom, W. P, Boumgarden, P. Jang, D. 2015. Accounting for Reciprocity in Negotiation and Social ExchangeJudgment and Decision Making

Mislin, A., Williams, L. & Shaughnessy, B. 2015. Motivating Trust: Can Mood and Incentives Increase Interpersonal Trust? Journal of Behavioral and Experimental Economics, 58: 11-19.

Shaughnessy, B., Mislin, A., & Hentschel, T. 2015. Should He Chitchat?  The Benefits of Small Talk for Male Versus Female Negotiators. Basic and Applied Social Psychology, 37(2): 105-117.

Johnson, N.D. & Mislin, A.A. 2012. How much should we trust the World Values Survey trust Question? Economics Letters, 116: 210-212.

Mislin, A., Campagna, R., Bottom, W.P. 2011. After the Deal: Talk, Trust Building, and the Implementation of Negotiated Agreements. Organizational Behavior and Human Decision Processes, 115: 55-68.

Johnson, N.D. & Mislin. A. 2011. Trust Games: A Meta-Analysis. Journal of Economic Psychology, 32: 865-889.

Bottom, W. P., Holloway, J., Miller, G., Mislin, A., & Whitford, A. 2006.  Building a Pathway to Cooperation: Negotiation and Social Exchange between Principal and Agent.  Administrative Science Quarterly, 51: 29-58.

Contributions to Edited Books

Bottom, W.P., Kong, D.T. & Mislin, A. 2011. Judgment Bias and Decision Making. In M. Benoliel (Ed.), Negotiation Excellence: Successful Deal Making (p.211 - 227). Hackensack, NJ: World Scientific Publishing.

Proceedings

Mislin, A. 2006.  A Happy Coincidence: Complementarities between Incentives and Emotions in Agency Problems. Academy of Management Meeting Best Paper Proceedings

Select Manuscripts Under Review and In Progress

Mislin, A. & Campagna, R. Bargaining successfully when we distrust: What hostage negotiators can teach us about trust. 

Kim, P., Mislin, A., Tuncel, E., Fehr, R., Cheshin, A., Van Kleef, G. Power as an Emotional Liability: The Role of Perceived Authenticity for Trust after a Violation.

The power of initial trust: How and why initial trust matters in negotiation. With Campagna, R., Dirks, K., Elfenbein, H. A. 

Temporal influences on Trust Repair and Apology.   With Campagna, R. & O’Connor, K. 

Motivated by a guilty conscience: The impact of guilt and felt trust on post-negotiation behaviors. With Campagna, R., & Bottom, W. P.