Professor Mara Olekalns
Professor Mara Olekalns
BA, BA(Hons), PhD
Professor of Management (Negotiations), Melbourne Business School
Social and developmental psychology
Key research questions
How are economic and social outcomes traded off in negotiations?
What helps negotiators to bounce back from adverse experiences?
What strategies assist women to improve their economic outcomes in negotiation?
Professor Olekalns' research has three broad themes. The first theme, focused on negotiators’ communication patterns, investigates the relationship between contextual variables, negotiators’ strategy choices, and their outcomes. In an extension of this research, she has investigated how trust affects the use of deception in negotiation. The second theme focuses on turning points in negotiation, and addresses the question of when trust buffers negotiators against unexpected and adverse events during a negotiation. The third theme centers on gender stereotypes violations in negotiation. In this research, she investigates the conditions under which women protect or erode trust when they negotiate. Mara’s research is published in Academy of Management Journal, Human Communication Research, Journal of Applied Psychology, Journal of Experimental Social Psychology, Journal of Management, Personality and Social Psychology Bulletin, Organizational Behavior and Human Decision Processes, as well as in edited volumes.
Olekalns, M., & Adair. W (Eds). (2013). Handbook of Research on Negotiation, London : Edward Elgar
McShane, S., Olekalns, M., & Travaliogne, T. (2012). Organisational Behavior Around the Asia-Pacific Rim (4th Ed), McGraw-Hill.
Olekalns, M., Horan, C., & Smith, P.L. (in press). Maybe it’s right, maybe it’s wrong: Structural and social determinants of deception in negotiation, Journal of Business Ethics.
Olekalns, M.,Kulik, C., & Chew, L. (in press). Sweet little lies: Social context and the use of deception in negotiation, Journal of Business Ethics.
Druckman, D., & Olekalns, M. (in press). Motivational Primes, Trust and Negotiators’ Reactions to a Crisis, Journal of Conflict Resolution.
Olekalns, M., & Smith, P.L. (2013). Dyadic Power Profiles: Power-Contingent Strategies for Value Creation in Negotiation, Human Communication Research, 39, 3-20.
Kulik, C., & Olekalns, M. (2012). Negotiating the gender divide: Lessons from the negotiation and organizational behavior literatures, Journal of Management (Review Issue), 38, 1387 - 1415.
Druckman, D., & Olekalns, M. (2011). Turning points: State-of-the-Art commentary, Negotiation and Conflict Management Research, 4, 1 – 7.
Friedman, R., Olekalns, M., & Oh, S. (2011). Cross-cultural differences in reactions to facework during service failures, Negotiation and Conflict Management Research, 4, 352-380.
Olekalns, M., Brett., J., & Donohue, W. (2010). Words Are All I Have: Linguistic Cues as Predictors of Settlement in Divorce Mediation, Negotiation and Conflict Management Research, 3, 145-168.
Olekalns, M., & Smith, P. (2009). Mutually dependent: Power, trust, affect and the use of deception in negotiation, Journal of Business Ethics, 85, 347-365.
Druckman, D., Olekalns, M., & Smith, P. (2009). Interpretive filters: Social cognition and the impact of turning points in negotiation, Negotiation Journal, 25, 13-40.
Druckman, D., & Olekalns, M. (2008). Emotion in Negotiation: Introduction to Special Issue, Group Decision & Negotiation, 17, 1-11.
Olekalns, M., & Brett, J. (2008). Beyond the deal: Next generation negotiation skills (Introduction to Special Issue), Negotiation and Conflict Management Research, 1, 309-314.
Olekalns, M., & Weingart, L. (2008). Emergent Negotiations: Stability and Shifts in Process Dynamics, Negotiation and Conflict Management Research,1, 135-160.
Olekalns, M., & Smith, P. (2007). Loose with the truth: Predicting deception in negotiation, Journal of Business Ethics, 76, 225-238.
Olekalns, M., Lau, F., & Smith, P. (2007). Resolving the empty core: Trust as a determinant of outcomes in three-party negotiations, Group Decision & Negotiation, 16, 527 – 538.
Weingart, L., Brett, J., Olekalns, M., & Smith, P.L (2007). Conflicting Social Motives in Negotiating Groups. Journal of Personality and Social Psychology, 93, 994-1010.
Brett, J., Olekalns, M., Friedman, R., Goates, N., Anderson, C., & Lisco, C. (2007) Sticks and Stones: Language, Structure and On-Line Dispute Resolution. Academy of Management Journal, 50, 85-100.
Academy of Management
Academy of Social Sciences Australia
International Association for Conflict Management
International Communication Association
Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation
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