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Prof

Mara Olekalns

Honorary
Business Administration
deception
ethics in negotiation
resilient relationships
resilient negotiators
gender
subjective utility
trust
social sciences
business & economics
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 from 6 for Mara Olekalns.

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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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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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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 from 121 for Mara Olekalns.

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Nine Lessons from Love: Couples Therapy for Negotiators

M Olekalns

Journal article  |  2022  |  Negotiation Journal

Although negotiators need to build and sustain high-quality relationships, relatively little attention has been given to how they ..

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From shared climate to personal ecosystems: Why some people create unique environments

R Friedman, M Olekalns

Journal article  |  2021  |  Organizational Psychology Review

Much of organizational behavior research looks at how social context influences individuals’ experiences and behaviors. We add to ..

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Decision frames and the social utility of negotiation outcomes

Mara Olekalns, Philip L Smith

Journal article  |  2021  |  CURRENT PSYCHOLOGY

Using a simulated negotiation, we test how negotiators’ decision frames (gain vs loss) influence their social utilities. Recognizi..

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Stronger than me: Recrafting relationship narratives after relational turbulence

Mara Olekalns, Brianna Barker Caza

Journal article  |  2021  |  Academy of Management Proceedings

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Cognitive processing and affect predict negotiators' post-adversity subjective and economic outcomes

Mara Olekalns, Philip Leigh Smith

Journal article  |  2021  |  INTERNATIONAL JOURNAL OF CONFLICT MANAGEMENT

Purpose: Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, t..

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Spheres of Influence: Unpacking Gender Differences in Negotiation

Mara Olekalns, Jessica Kennedy

Book Chapter  |  2020

What started as a means for understanding the gender wage gap has evolved into a much broader and more nuanced stream of analysis ..

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Workplace Affect, Conflict, and Negotiation

Mara Olekalns, Laura Rees

Book Chapter  |  2020

In their review of negotiation research, Bazerman, Curhan, Moore, and Valley (2000) noted that researchers had focused almost excl..

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Research Handbook on Gender and Negotiation

Book  |  2020

In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour..

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Women-focused negotiation training: A gendered solution to a gendered problem

Carol KULIK, Ruchi Sinha, Mara Olekalns

Book Chapter  |  2020

The story by now is familiar: women are reluctant to initiate negotiations in the workplace. When women do negotiate, they ask for..

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

Linda L Putnam, Mara Olekalns, Donald E Conlon, Carsten KW 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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Scholarly Works

Keyword Analysis

Expanding Knowledge
Applied and Developmental Psychology
Strategy, Management and Organisational Behaviour
Management and Productivity
Cognitive and Computational Psychology
Human Resources and Industrial Relations
Microeconomics
Business Systems in Context
Other Psychology
Biological Psychology

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

Head Of Department

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

Links

International Linkages

Northwestern University

United States

Carnegie Mellon University

United States

Vanderbilt University

United States

George Mason University

United States