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Prof

Mara Olekalns

Honorary
Business Administration
deception
ethics in negotiation
social sciences
business & economics
management
psychology
negotiation
trust
social sciences - other topics
Mara Olekalns's Profile Picture
Prof

Mara Olekalns

 
Division
Business And Economics
 
Primary Interest
Gender and social stereoptypes in negotiation
Mara Olekalns's Profile Picture
Prof

Mara Olekalns

 
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Mara's  Short Profile
 

Projects

Displaying the 6 most recent projects by Mara Olekalns.

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LICENSING NEGOTIATION: HOW CREDITS, CREDENTIALS AND CONTEXT GENERATE BEHAVIOURAL LATITIUDE

Women need to negotiate in order to secure economic resources, but their efforts to negotiate violate gender stereotypes and evoke backlash...

2014 - 2017
Completed
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Two parts truth, one part lies: Microethical judgments in negotiation

In advancing their economic goals, negotiators may choose to follow a more or less ethical path. Although a less ethical path might advance ..

2014 - 2018
Completed
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Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation

Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, soci..

2010 - 2013
Completed
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Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation

Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their ..

2008 - 2012
Completed
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The dynamics of trust in negotiation: implications for strategy & outcomes

Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solu..

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A Relational Model of Strategic Choice in Negotiation

Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relatio..

6

Projects

Project Types

6

Research Grant

Scholarly Works

Displaying the 10 most recent scholarly works by Mara Olekalns.

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How to Mend a Work Relationship

Brianna Barker Caza, Mara Olekalns, Timothy J Vogus

Scholarly Contribution to Database/Website  |  2020

Workplaces are communities, built around the relationships we have with our peers. When these relationships are strong, they can b..

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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..

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From the Field to the Laboratory: The Theory-Practice Research of Peter J. Carnevale

LL Putnam, M Olekalns, DE Conlon, CKW De Dreu

Journal article  |  2020  |  Negotiation and Conflict Management Research

As colleagues and collaborators, we reflect on the work and legacy of Peter Carnevale, currently professor at the University of So..

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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..

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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..

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An Ethical Analysis of Emotional Labor

B Barry, M Olekalns, L Rees

Journal article  |  2019  |  Journal of Business Ethics

Our understanding of emotional labor, while conceptually and empirically substantial, is normatively impoverished: very little has..

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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..

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3 of the Most Common Challenges Women Face in Negotiations

Mara Olekalns, Ruchi Sinha, Carol T KULIK

Scholarly Contribution to Database/Website  |  2019

Small negotiations are woven through the fabric of our everyday working lives. Managers negotiate to secure resources for their te..

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Organisational Behaviour: Emerging Knowledge. Global Insights (6th Ed.)

Steven McShane, Mara Olekalns, Alex Newman, Angela Martin

Book  |  2019

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See the Benefit: Adversity Appraisal and Subjective Value in Negotiation

Benjamin Lewis, Mara Olekalns, Philip L Smith, Brianna Barker Caza

Journal article  |  2018  |  Negotiation Journal

101

Scholarly Works

Keyword Analysis

Psychology
Non-Oriented Research
Expanding Knowledge
Business and Management
Management and Productivity
Cognitive Sciences
Microeconomics

Honours, Awards and Fellowships

2019

Fellow of the Australian and New Zealand School of Government

2019

Fellow of the International Association for Conflict Management

2010

FASSA - Fellow of the Academy of the Social Sciences in Australia

3

Awards

Credentials

Positions

Honorary

Business Administration

Honorary

Melbourne School Of Psychological Sciences

Member

International Association for Conflict Management

Member

Academy of Management

Education

Doctor of Philosophy

Adelaide University

Bachelor of Arts (Honours)

Adelaide University

Bachelor of Arts

Adelaide University

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