Research

What makes people be more effective in everyday workplace negotiations?

As workplaces grow more interconnected and negotiation demands become central to collaboration, success hinges on understanding how trust, emotions, and communication shape interactions and outcomes. My research investigates the psychological and situational factors that help negotiators achieve goals at work.

I examine how behaviors like curiosity, emotional expression, and trust-building impact negotiation effectiveness, with a focus on both agreement quality and implementation. In another stream, I explore barriers to effective negotiations, such as misrepresentation of emotions, impasse aversion, and challenges in managing reputations after transgressions. My work also considers the role of external factors like financial literacy and perceptions of AI in negotiation contexts. Through experimental and applied methods, my research provides insights into strategies for navigating the complexities of modern workplace negotiations.

Publications

Mislin, A.*, Tuncel, E*, & Prewitt, L. 2024. When Women Ask, Does Curiosity Help? Social Sciences, 13(3), 152.

Kim, P., Han, A. Mislin, A. & Tuncel, E. 2023. Retrospective Blind Spots in Reputation Management: Implications for Perceived Moral Standing and Trust Following a Transgression. Journal of Experimental Social Psychology, Volume 107, 104461.

Campagna, R., Mislin, A., Dirks, K, & Elfenbein, H. A. 2021. The (Mostly) Robust Influence of Initial Trustworthiness Beliefs on Subsequent Behaviors and Perceptions. Human Relations. 75(7): 1383-1411

Krische, S., & Mislin, A. 2020. The Impact of Financial Literacy on Negotiation Behavior. Journal of Behavioral and Experimental Economics, 87, 101545.

Campagna, R., Mislin, A., & Bottom, W. 2019. Motivated by guilt and low felt trust: The impact of negotiators’ anger expressions on the implementation of negotiated agreements. Journal of Behavioral Decision Making, 1-21.

Kim, P., Mislin, A., Tuncel, E., Fehr, R., Cheshin, A., Van Kleef, G. 2017. Power as an Emotional Liability: Implications for perceived authenticity and trust after a transgression. Journal of Experimental Psychology: General. Vol. 146(10): 1379 –1401.

Campagna, R., Mislin, A., Kong, D. & Bottom, W. 2016. Strategic Consequences of Emotion Misrepresentation in Negotiations. Journal of Applied Psychology. 101(5): 605-624.

Schweinsberg, M., Madan, N., Vianello, M., Summer, A. …Mislin, A., …et al. 2016. The Pipeline Project: Pre-Publication Independent Replications of a Single Laboratory’s Research Pipeline.  Journal of Experimental Social Psychology, 66, 55–67.

Tuncel, E., Mislin, A., Kesebir S., & Pinkley, R. 2016. Agreement Attraction and Impasse Aversion: Reasons for Selecting a Poor Deal over No Deal at All. Psychological Science. 27(3): 312-321

Mislin, A., Bottom, W. P, Boumgarden, P. Jang, D. 2015. Accounting for Reciprocity in Negotiation and Social Exchange. Judgment and Decision Making, 10(6), 571-589.

Mislin, A., Williams, L. & Shaughnessy, B. 2015. Motivating Trust: Can Mood and Incentives Increase Interpersonal Trust? Journal of Behavioral and Experimental Economics, 58: 11-19.

Shaughnessy, B., Mislin, A., & Hentschel, T. 2015. Should He Chitchat?  The Benefits of Small Talk for Male Versus Female Negotiators. Basic and Applied Social Psychology, 37(2): 105-117.

Johnson, N.D. & Mislin, A.A. 2012. How much should we trust the World Values Survey trust Question? Economics Letters, 116: 210-212.

Mislin, A., Campagna, R., Bottom, W.P. 2011. After the Deal: Talk, Trust Building, and the Implementation of Negotiated Agreements. Organizational Behavior and Human Decision Processes, 115: 55-68.

Johnson, N.D. & Mislin. A. 2011. Trust Games: A Meta-Analysis. Journal of Economic Psychology, 32: 865-889.

Bottom, W. P., Holloway, J., Miller, G., Mislin, A., & Whitford, A. 2006.  Building a Pathway to Cooperation: Negotiation and Social Exchange between Principal and Agent.  Administrative Science Quarterly, 51: 29-58.

Contributions to Edited Books

Bottom, W.P., Kong, D.T. & Mislin, A. 2011. Judgment Bias and Decision Making. In M. Benoliel (Ed.), Negotiation Excellence: Successful Deal Making (p.211 - 227). Hackensack, NJ: World Scientific Publishing.

Proceedings

Mislin, A. 2006.  A Happy Coincidence: Complementarities between Incentives and Emotions in Agency Problems. Academy of Management Meeting Best Paper Proceedings.