Professor Mara Olekalns’ research is in the field of negotiation. It focuses on the relationships between how individuals think about negotiation, what they do and say during the negotiation, and their outcomes.
Her current research is focused on relational resilience, the process of responding to adversity in negotiations. A second research stream focuses on how gender influences perception of strategic choices, and the extent to which women may encounter social and economic reprisals when the violate normative expectations in negotiation. The aim of her research is to help negotiators understand and improve the process of negotiating, with the goal of creating better agreements. Her research has been published in leading, international journals. She served on the Editorial Board of the International Journal of Conflict Management for 2003-2005; she co-edited Negotiation and Conflict Management research for several years; and, she is currently a Division Editor for Group Decision and Negotiation. In 2020, she joins the Editorial Board of Negotiation Journal. She is a Past President of the International Association for Conflict Management, and a Past Chair of the Academy of Management's Conflict Management Division.
Before joining Melbourne Business School, Professor Olekalns taught organisational behaviour for the Department of Management at Melbourne University, and for the Department of Psychology at the University of Otago (New Zealand). In 1999, she was awarded a Universitas 21 Teaching Fellowship by the University of Melbourne.
Less recently she has worked for Department of Employment, Education & Training (Staff Training, Equal Opportunity, Organization Development, Resources); Public Service Board (Project Officer for Regional Director) and National Police Research Unit (research on recruitment, training, stress, domestic violence).
Find out more about Mara Olekalns' experience
Mara Olekalns' highlights
Mara Olekalns' selected work
Licensing Negotiation: How Credits, Credentials And Context Generate Behavioural Latitiude
Currencies Of Exchange: Social Utility Functions And Strategic Decisions In Negotiation
Displaying the 6 most recent projects by Mara Olekalns.
Displaying the 98 most recent scholarly works by Mara Olekalns.
The Double Helix of Theory and Practice: Celebrating Stephen J. Goldberg as a Scholar, Practitioner, and Mentor
M Olekalns, D Shestowsky, SP Skratek, AS de Pauw
Journal article | 2020 | Negotiation and Conflict Management Research
In this tribute to the 2014 recipient of the International Association for Conflict Management's Rubin Theory-to-Practice Award re..
Gradual Drifts, Abrupt Shocks: From Relationship Fractures to Relational Resilience
Mara Olekalns, Brianna Barker Caza, Timothy J Vogus
Journal article | 2020 | Academy of Management Annals
View ArticleToolsShare Abstract Although high-quality work relationships are essential for organizational effectiveness and employ..
Limiting fear and anger responses to anger expressions
L Rees, R Friedman, M Olekalns, M Lachowicz
Journal article | 2020 | International Journal of Conflict Management
Purpose: The purpose of this study is to test how individuals’ emotion reactions (fear vs anger) to expressed anger influence thei..
Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?
Jimena Ramirez Marin, Mara Olekalns, Wendi Adair
Journal article | 2019 | Negotiation and Conflict Management Research
This paper elaborates a research agenda on cultural norms in communication, negotiation, and conflict management. Our agenda is or..
After the Fall: Regulatory Focus and Trustworthiness as Determinants of Negotiators’ Responses to a Crisis
M Olekalns, PV Caspi, D Druckman
Journal article | 2017 | Journal of Trust Research
In two experiments, we evaluated how negotiators’ intra- and interpersonal risk preferences influenced their actions following a c..
Understanding the Effect of Moral Efficacy and Moral Identity on Moral Imagination
V Roberts, M Olekalns, P Auger
Conference Proceedings | 2017 | Academy of Management Proceedings
In two studies, we investigate how moral imagination – the ability to generate multiple alternative ethical courses of action in t..
Maybe It's Right, Maybe It's Wrong: Structural and Social Determinants of Deception in Negotiation
M Olekalns, CJ Horan, PL Smith
Journal article | 2014 | Journal of Business Ethics
Context shapes negotiators' actions, including their willingness to act unethically. Focusing on negotiators use of deception, we ..
Honours, Awards and Fellowships
Fellow of the Australian and New Zealand School of Government
Fellow of the International Association for Conflict Management
FASSA - Fellow of the Academy of the Social Sciences in Australia
Melbourne School Of Psychological Sciences
International Association for Conflict Management
Academy of Management
American Psychological Association
Doctor of Philosophy
Bachelor of Arts (Honours)
Bachelor of Arts