Negotiation and Interactive Behaviour Laboratory

Research Overview

We investigate the factors that shape negotiation processes and outcomes.   Among the topics that we research are communication processes in negotiation; factors that sustain, build or violate trust in negotiation; critical moments and their impact on the negotiation process; resilience and responses to adversity in negotiation; negotiators' ethical judgements, including the use of deception; social context in negation, including the impact of gender stereotypes on negotiation behaviours and outcomes; social currencies, including the importance of reputational effects in negotiation.

Current research projects focus on the following questions:

How are economic and social outcomes traded off in negotiations?
Under what conditions is deception elicited in negotiation?
What helps negotiators to bounce back from adverse experiences?
What strategies assist women to improve their economic outcomes in negotiation?


Professor Mara  Olekalns

Research Projects

For project inquiries, contact our research group head.

Faculty Research Themes


School Research Themes

Cognitive Psychology and Behavioural Neuroscience, Social and Personality Psychology

Key Contact

For further information about this research, please contact Laboratory Director Professor Mara Olekalns

Department / Centre

Melbourne School of Psychological Sciences

Unit / Centre

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