My research examines how people build trust and gain influence in complex organizational and social settings. These interactions involve competing interests, uncertain intentions, and dependence on others’ cooperation. I study how emotions, communication, and judgments of trustworthiness shape people’s ability to advance their goals and sustain productive relationships. Negotiation provides a central setting for this work because its consequences extend beyond the agreement itself to implementation, future exchange, and the development or erosion of trust.
Across my studies, I examine how attempts to influence others affect trust, how people interpret and respond to damaged relationships, and how negotiators pursue economic goals while attending to their counterpart’s experience. My current work extends these questions to interactions with AI, where the meaning of trust and the relational value of negotiation take new forms.
Selected Recent Publications
Is There a Human Premium in Negotiations? A Relational-Economic Tradeoff in Human vs. AI Bargaining
Group Decision and Negotiation, in press. Examines how negotiating with a human rather than an AI counterpart may affect relational and economic outcomes.
Hidden Dissatisfaction After Agreement: Post-Negotiation Perceptual Alignment
Current Opinion in Psychology, 2027; published online August 27, 2026. Develops a framework for understanding why negotiators can reach agreement while misunderstanding how the other person experienced the interaction.
A Call for Transdisciplinary Trust Research in the Artificial Intelligence Era
Humanities and Social Sciences Communications, 2025. Establishes a cross-disciplinary research agenda for understanding and building trust in artificial intelligence. Published in a Nature Portfolio journal.
When Women Ask, Does Curiosity Help?
Social Sciences, 2024. Shows how curiosity can support successful negotiation outcomes without imposing the same relational costs often associated with women’s assertiveness.
Retrospective Blind Spots in Reputation Management
Journal of Experimental Social Psychology, 2023. Explains how later transgressions can change the way observers interpret earlier positive behavior.
The (Mostly) Robust Influence of Initial Trustworthiness Beliefs
Human Relations, 2022. Examines how initial trust judgments shape later behavior and perceptions, including after trust violations.
Motivated by Guilt and Low Felt Trust
Journal of Behavioral Decision Making, 2019. Shows how emotional tactics used during negotiation can affect trust and cooperation during implementation.
Complete Publications
Mislin, A. In Press. Hidden Dissatisfaction After Agreement: Post-Negotiation Perceptual Alignment, Current Opinion in Psychology.
Krueger, F., Riedl, R., Bartz, J. A., Cook, K. S., Gefen, D., Hancock, P. A., Jarvenpaa, S. L., Krabbendam, L., Lee, M. R., Mayer, R. C., Mislin, A., Müller-Putz, G. R., Simpson, T., Takagishi, H., Van Lange, P. A. M. 2025. A call for transdisciplinary trust research in the artificial intelligence era. Humanities and Social Sciences Communications, 12(1), 1-10.
Mislin, A.*, Tuncel, E*, & Prewitt, L. 2024. When Women Ask, Does Curiosity Help? Social Sciences, 13(3), 152.
Kim, P., Han, A. Mislin, A. & Tuncel, E. 2023. Retrospective Blind Spots in Reputation Management: Implications for Perceived Moral Standing and Trust Following a Transgression. Journal of Experimental Social Psychology, Volume 107, 104461.
Campagna, R., Mislin, A., Dirks, K, & Elfenbein, H. A. 2022. The (Mostly) Robust Influence of Initial Trustworthiness Beliefs on Subsequent Behaviors and Perceptions. Human Relations. 75(7): 1383-1411
Krische, S., & Mislin, A. 2020. The Impact of Financial Literacy on Negotiation Behavior. Journal of Behavioral and Experimental Economics, 87, 101545.
Campagna, R., Mislin, A., & Bottom, W. 2019. Motivated by guilt and low felt trust: The impact of negotiators’ anger expressions on the implementation of negotiated agreements. Journal of Behavioral Decision Making, 1-21.
Kim, P., Mislin, A., Tuncel, E., Fehr, R., Cheshin, A., Van Kleef, G. 2017. Power as an Emotional Liability: Implications for perceived authenticity and trust after a transgression. Journal of Experimental Psychology: General. Vol. 146(10): 1379 –1401.
Campagna, R., Mislin, A., Kong, D. & Bottom, W. 2016. Strategic Consequences of Emotion Misrepresentation in Negotiations. Journal of Applied Psychology. 101(5): 605-624.
Schweinsberg, M., Madan, N., Vianello, M., Summer, A. …Mislin, A., …et al. 2016. The Pipeline Project: Pre-Publication Independent Replications of a Single Laboratory’s Research Pipeline. Journal of Experimental Social Psychology, 66, 55–67.
Tuncel, E., Mislin, A., Kesebir S., & Pinkley, R. 2016. Agreement Attraction and Impasse Aversion: Reasons for Selecting a Poor Deal over No Deal at All. Psychological Science. 27(3): 312-321
Mislin, A., Bottom, W. P, Boumgarden, P. Jang, D. 2015. Accounting for Reciprocity in Negotiation and Social Exchange. Judgment and Decision Making, 10(6), 571-589.
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.
Books and Edited-Book Contributions
Mislin, A., & Mattingly, C. Forthcoming April 2027. THINK Before You Ask: How to Get More of What You Want from Everyday Negotiations. Entrepreneur Press, distributed by Simon & Schuster. Manuscript and copyediting complete.
Mislin, A.Under contract. Trust: Foundations, Challenges, and Futures. Edward Elgar Publishing.
Bottom, W. P., Kong, D. T., & Mislin, A. 2011. Judgment Bias and Decision Making in Negotiation. M. Benoliel (Ed.), Negotiation Excellence: Successful Deal Making (pp. 211–227). Hackensack, NJ: World Scientific Publishing. Reprinted in the second edition (2014), pp. 191–207.
Research in Progress
Curiosity Displays in Negotiation
The AI-Assisted Ask
Reexamining Backlash
Negotiation Breaking Points
Recognition and Research Engagement
My research has received recognition from the Academy of Management Conflict Management Division, including its Most Influential Article Award for work published between 2015 and 2018. My scholarship has also been presented at interdisciplinary meetings on trust, negotiation, conflict management, and human–AI interaction.
For citation information and additional publications, see my Google Scholar profile.