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Kathleen O'Connor Discusses Gender Differences In Negotiation

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Total Case Duration :

  • Date Added : 10/21/2008
  • Clip Duration : 2 min. 11 sec.

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Kathleen O'Connor

  • Professor, Cornell University
  • female
  • Caucasian
  • 1967 (Age: 53 years old)
  • Kathleen O'Connor - Interview - Negotiation
  • Video 1 of 22 in this Case
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Biography

Kathleen O'Connor is an Associate Professor of Management and Organizations at Cornell University's Johnson School. She is an organizational psychologist who studies negotiation, teamwork, and decision making. Much of her recent research focuses on how negotiations link together over time. One stream of work shows that past negotiation experiences direct negotiators' choice of tactics and their performance in successive negotiations. A second stream investigates how negotiators' reputations affect them and their potential for success at the bargaining table. As part of this research, she has explored how negotiators' confidence in their skills changes as a function of their negotiation successes or failures, and how it affects their tactical decision making and the quality of their deals.

O'Connor's recent projects investigate the development of individual social capital. She applies theories of individual cognition and interpersonal behavior to study the conditions under which people recognize and exploit opportunities for building social capital. She is a member of a team of networks experts from Cornell University whose work is sponsored by the Institute for the Social Sciences.

Her research has been published in such journals as the Journal of Applied Psychology, Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Making, and Personality and Social Psychology Bulletin.

O'Connor joined the faculty at Cornell University in 1997. She has been a member of the faculty at Rice University, and has been a visiting faculty member at Northwestern University, and at the London Business School.

Kathleen O'Connor earned a BS from Cornell University and an AM and PhD in social and organizational psychology from the University of Illinois, Urbana-Champaign.

I don't study gender issues in negotiation but a lot of students are very interested in this question. A lot of our MBAs are very interested in this question and the last probably 5-8 years, there has been a lot more research done in this area. There has been a lot of attention given to focus expe...(Full transcript available to logged in subscribers.).

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Kathleen O'Connor videos

Video 1 of 22 Kathleen O'Connor Discusses Academic Background
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 23 sec.
Video 2 of 22 Kathleen O'Connor Discusses Experiences To Take Away From The MBA And Thoughts on Finding Your First Job
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 16 sec.
Video 3 of 22 Kathleen O'Connor States Passion of Ideas And Openness To Learning Is What Distinguishes Some PhDs From Others
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 56 sec.
Video 4 of 22 Kathleen O'Connor Discusses What Differentiates The Johnson School From Other MBA Programs
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 45 sec.
Video 5 of 22 Kathleen O'Connor States Outstanding Students, Caring Faculty and Love of Teaching and Learning Sets Johnson School Apart
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 54 sec.
Video 6 of 22 Kathleen O'Connor States Importance of Understanding Theory And The Practices That Flow From Theory
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 23 sec.
Video 7 of 22 Kathleen O'Connor Shares Thoughts on Role of Social Psychologist
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 56 sec.
Video 8 of 22 Kathleen O'Connor Shares Thoughts On Being An Experimentalist
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 2 min. 36 sec.
Video 9 of 22 Kathleen O'Connor Makes Distinction Between Experiments of a Social Psychologist Versus A Physicist
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 0 min. 40 sec.
Video 10 of 22 Kathleen O'Connor Discusses Common Negotiation Error Of Assuming There Is A Fixed Pie
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/08
  • Kathleen O'Connor
  • 1 min. 29 sec.
Video 11 of 22 Kathleen O'Connor Discusses Impact of An Impasse Experience of A Person's Future Negotiations
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 3 min. 2 sec.
Video 12 of 22 Kathleen O'Connor Discusses How Self-Confidence Impacts Ability To Negotiate
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 41 sec.
Video 13 of 22 Kathleen O'Connor Discusses Difference Between Distributive and Integrative Issues In Negotiation
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 2 min. 1 sec.
Video 14 of 22 Kathleen O'Connor Discusses Importance of Moving Towards An Integrative Framework In Negotiation
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 3 min. 55 sec.
Video 15 of 22 Kathleen O'Connor Discusses Gender Differences In Negotiation
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 2 min. 11 sec.
Video 16 of 22 Kathleen O'Connor Discusses Impact of Stress In Negotiating
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 2 min. 31 sec.
Video 17 of 22 Kathleen O'Connor Discusses Challenge of Negotiating When Sacred Issues Are Involved
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 3 min. 12 sec.
Video 18 of 22 Kathleen O'Connor Discusses Research In Social Networking
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 7 min. 20 sec.
Video 19 of 22 Kathleen O'Connor Discusses Research on Status And Impact on Awareness
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 2 min. 6 sec.
Video 20 of 22 Kathleen O'Connor Discusses Connection Between Teaching And Research
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 15 sec.
Video 21 of 22 Kathleen O'Connor Shares Thoughts on Work-Life Balance As An Academic
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 1 min. 48 sec.
Video 22 of 22 Kathleen O'Connor Discusses Future Projects
  • Kathleen O'Connor - Interview - Negotiation
  • 10/21/2008
  • Kathleen O'Connor
  • 0 min. 50 sec.

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