The Program on Negotiation at Harvard Law School is pleased to present:
New Findings in the Field of Negotiation:
Research from the PON Graduate Research Fellows
PhD Candidate, Management and Organization
University of Southern California, Marshall School of Business
PhD Candidate, Management
Columbia Business School
Friday, April 15, 2016
12:00 – 1:30 pm
Hauser Hall 105, Jackson Meeting Room
Harvard Law School
Free and open to the public. Lunch will be provided.
About the Talk:
Every year, the Program on Negotiation welcomes a group of doctoral students as Graduate Research Fellows. Our Fellows spend a year at PON researching and writing about current topics in the fields of negotiation and mediation, with the goal of publishing their work after their time at PON.
This lunch provides an opportunity for two of this year’s Graduate Research Fellows to share their research findings with the negotiation community. Join us for fascinating, informal talks, followed by a rich discussion!
About the Speakers:
Yookyoung Kim’s research examines how scarcity changes people’s thoughts and behaviors leading to implications for leadership, competition, and negotiation. For example, her findings have shown that 1) a scarcity mindset determines what strategy people choose to gain social influence in groups; 2) psychological proximity and concrete thinking foster engagement in competition even without a desire for limited resources; and 3) under the right circumstances, scarcity can facilitate a win-win agreement in negotiation.
Yookyoung Kim is a PhD candidate in Management and Organization at the USC Marshall School of Business. She received a B. A. in Psychology and Business Administration and a M.A. in Industrial and Organizational Psychology from Yonsei University in South Korea.
Elizabeth Wiley studies how expectancies play an important and understudied role in influencing a negotiator’s decision to be deceptive. In her first studies, she investigated negotiators’ expectancies and found evidence of cynicism among MBA students, working adults, and nonprofit managers; negotiators consistently overestimated the percentage of people who thought deception was appropriate in negotiations. In Study 2, she found that expectancies about others’ ethical standards predicted the degree to which negotiators were misleading or dishonest in negotiations. In Study 3, she found that manipulating expectancies about others’ ethical standards affected whether people engaged in deception. Negotiators’ decisions to engage in deception were heavily influenced by an exaggerated pessimism about others’ ethical standards. Elizabeth is considering the implications of these findings for preventing deception in negotiations.
Elizabeth Wiley is a Ph.D. candidate in Management at Columbia Business School. She graduated magna cum laude from Dartmouth College with a B.A. in Psychology and worked as a consultant prior to graduate school.
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