Specialist Research Laboratory
Negotiation and Interactive Behaviour Laboratory
| Coordinator | Prof Mara Olekalns |
| Location | Rooms 819 - 821, Redmond Barry Building |
| Phone | +61 3 9349 8146 |
Brief Introduction
NiBL research focuses on what individuals say and do in negotiation. Our goal is to understand the factors that shape both economic and social outcomes in negotiation. We are interested in how, across a range of contexts, negotiators craft mutually beneficial solutions while ensuring that they obtain good deals for themselves.
Current Areas of Research
We have three streams in our research. The first stream focuses on the relationship between the strategic choices that negotiators make and their representation of the negotiating relationship. The second stream examines how “turning points” – shifts in the negotiation process - are affected by contextual and relational factors at the start of the negotiation. Our third stream of research explores how gender simultaneously influences the economic (salary) and social (relationship) outcomes of negotiation.
Associations
Professor Mara Olekalns is president of the International Association of Conflict Management. For information on this organisation, see: www.iacm-conflict.org.
Research Staff:
Research Collaborations:
- Jeanne Brett, Northwestern University
- Dan Druckman, George Mason University
- Ray Friedman, Vanderbilt University
- Carol Kulik, University of South Australia
- Laurie Weingart, Carnegie-Mellon University
Research Assistants:
- Mimi Clarke, Narelle Bethune
Funding & Grants:
| Project: | A Relational Model of Strategic Choice in Negotiation. Prof Mara Olekalns & Prof Philip Smith |
| Year: | 2007-2009 |
| Funded by: | Australian Research Council |
| Project: | Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation. Prof Mara Olekalns & Prof Carol Kulik (University of South Australia) |
| Year: | 2008 - 2010 |
| Funded by: | Australian Research Council |
Research Methodology:
We use simulated negotiations to explore how what negotiators say and do affects their outcomes.