What helps people navigate conflict, trust, and complexity in workplace negotiations?
My research examines the psychological and situational factors that shape how people engage with trust, emotion, and uncertainty in everyday workplace negotiations. I study behaviors such as curiosity, emotional expression, and trust-building, and how they influence negotiation effectiveness and post-agreement implementation. I also examine barriers that stall progress, including misrepresented emotions, impasse aversion, reputational challenges after transgressions, and subtle breaking points that can derail negotiations without either party fully realizing it. An emerging focus of my work explores how external forces, including financial literacy and artificial intelligence, are reshaping communication and decision-making in negotiation.
This work is especially relevant as remote and hybrid work reduce opportunities to learn negotiation norms informally, making preparation, reflection, and relational skill-building increasingly central to professional success.
Publications
Krueger, F., Riedl, R., Bartz, J. A., Cook, K. S., Gefen, D., Hancock, P. A., Jarvenpaa, S. L., Krabbendam, L., Lee, M. R., Mayer, R. C., Mislin, A., Müller-Putz, G. R., Simpson, T., Takagishi, H., Van Lange, P. A. M. 2025. A call for transdisciplinary trust research in the artificial intelligence era. Humanities and Social Sciences Communications, 12(1), 1-10.
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.
Refereed Proceedings
*Mislin, A., Tuncel, E. & Pinkley, R. 2023. I’m Curious…Do negotiators have to give up value when the relationship matters? In Sonia Taneja (Ed.), Proceedings of the Eighty-third Annual Meeting of the Academy of Management. Online ISSN: 2151-6561.
*AOM CM Division Best Paper Award finalist
Kim, P., Han, A. Mislin, A. & Tuncel, E. 2019. The Retrospective Imputation of Nefarious Intent: Implications for Interpersonal Appraisals and Trust Following a Transgression. Academy of Management Meeting Best Paper Proceedings (Vol. 2019, No. 1, p. 16137). Briarcliff Manor, NY 10510: Academy of Management.
Mislin, A. 2019. Strategic Consequences of Psychological Factors and Emotional Misrepresentation in Negotiation. Game Theory and Nuclear Stability in Northeast Asia Workshop Proceedings. The Johns Hopkins University Applied Physics Laboratory. 74-79.
Mislin, A., Campagna, R., 2014. Temporal influences and downstream consequences of actions during the bargaining process. Academy of Management Proceedings. 2014(1):14445-14445.
Tuncel, E., Mislin, A., Kesebir, S., Pinkley, R. 2013. “Settling” for Agreement: Understanding the Agreement Bias in Negotiation. Academy of Management Proceedings. 2013(1):12437-12437.
Mislin, A. 2006. A Happy Coincidence: Complementarities between Incentives and Emotions in Agency Problems. Academy of Management Meeting Best Paper Proceedings.