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Selected Works

Mara Olekalns

2011

Articles 1 - 3 of 3

Full-Text Articles in Social and Behavioral Sciences

But Can I Trust Her? Gender And Expectancy Violations In Negotiation, Mara Olekalns, Carol Kulik, Dasha Simonov, Carolyn Bradshaw Dec 2010

But Can I Trust Her? Gender And Expectancy Violations In Negotiation, Mara Olekalns, Carol Kulik, Dasha Simonov, Carolyn Bradshaw

Mara Olekalns

Women who negotiate incur social backlash, being perceived as more pushy and demanding than women who do not negotiate. In two experiments, we test the boundary conditions for this backlash effect. Using a simulated employment contract negotiation, we explore how the strategies that women use, who they negotiate with (E1) and the organizational context within which they negotiate (E2) affects one social outcome, women’s perceived trustworthiness. We compare the how men and women evaluate the use of a gender-congruent accommodating style or a a gender-incongruent, competing style (E1) in either an agentic or a communal organizational culture (E2). In both …

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Turning Points In Negotiation, Daniel Druckman, Mara Olekalns Dec 2010

Turning Points In Negotiation, Daniel Druckman, Mara Olekalns

Mara Olekalns

This manuscript will appear as a "State of the Art" Commentary about turning points in negotiation

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Contextual Primes, Trust And Negotiators’ Reactions To A Crisis, Daniel Druckman, Mara Olekalns Dec 2010

Contextual Primes, Trust And Negotiators’ Reactions To A Crisis, Daniel Druckman, Mara Olekalns

Mara Olekalns

Using a simulated bilateral negotiation over several security issues, we test the relationship between crises and turning points in negotiation. We explore how variations in the negotiation context influence negotiators’ reactions to an identical event – a crisis – during the negotiation. Negotiators were primed to focus on one of three features of the negotiating context (transaction costs, mutual dependence, shared identity) which we hypothesized would influence crisis-turning point relationship. In their roles as national representatives, negotiators in each condition were presented with a crisis and asked to decide whether to reach an immediate agreement, continue negotiating, or re-frame the …

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