Negotiation and Interactive Behaviour Laboratory
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Laboratory Director
Professor Mara Olekalns
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?