What helps people navigate conflict, trust, and complexity in workplace negotiations?

As negotiation becomes increasingly central to everyday workplace collaboration, success depends not just on outcomes, but on how people engage with trust, emotion, and uncertainty. My research explores the psychological and situational factors that influence how people move through complex conversations and reach meaningful agreements.

I study behaviors like curiosity, emotional expression, and trust-building, and how they shape effectiveness, with a focus on agreement quality and implementation. I also examine what gets in the way: misrepresented emotions, impasse aversion, reputational challenges after transgressions, and the subtle breaking points that stall progress. An emerging focus of my work investigates how external forces like financial literacy and AI are reshaping how people communicate, assess trust, and make decisions in negotiations.

Using experimental , qualitative, and applied methods, my research provides insights into how people navigate tension, build connection, and move forward, especially when they get stuck.

Publications

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. 2021. 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.

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.