Positions

Overview

  • Rachel Campagna is an Assistant Professor of Management. Her research focuses on factors that affect negotiations and work relationships. Prof. Campagna’s current work examines the impact of trust between parties on their negotiation and post-negotiation behaviors, specifically the extent to which trust motivates effort and cooperative behavior after the deal. Prof. Campagna’s work is published in top journals such as the Journal of Applied Psychology and Organizational Behavior and Human Decision Processes. She also teaches a variety of courses in Negotiation and Management.
  • Selected Publications

    Academic Article

    Year Title
    2020 On the relation between felt trust and actual trust: Examining pathways to and implications of leader trust meta-accuracy.Journal of Applied Psychology.  105:994-1012. 2020
    2019 Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreementsJournal of Behavioral Decision Making.  32:450-470. 2019
    2016 Strategic consequences of emotional misrepresentation in negotiation: The blowback effect.Journal of Applied Psychology.  101:605-624. 2016
    2011 After the deal: Talk, trust building and the implementation of negotiated agreementsOrganizational Behavior and Human Decision Processes.  115:55-68. 2011
    At the heart of trust: Understanding the integral relationship between trust and emotionGroup and Organization Management
    Blowback Effects in Employment Negotiation: Consequences for Job Candidates and ManagersJournal of Applied Psychology
    Green with envy: The role of trust in buffering the effects of employees’ responses to envyJournal of Applied Psychology
    Minding the ($500,000) gap: Accounting for the gender-driven gap in executive severance agreementsJournal of Business and Psychology
    Recovering from a transgression: Understanding the role of initial impressions and apologiesGroup Decision and Negotiation
    The trickle-down effect of leaders’ hard-bargaining tactics and post-deal implicationsJournal of Applied Psychology
    Third One’s the Charm? How Emotions impact the Role of Third Parties in Trust Repair.Journal of Applied Psychology

    Article

    Year Title
    2016 The Art of Negotiating 2016

    Conference Paper

    Year Title
    2017 Recovering from a transgression: Understanding the role of initial impressions and apologies. 2017
    2017 The importance of feeling trusted during job negotiations 2017
    2017 The strategic implications of guilt and felt trust on post-negotiation behaviors. 2017
    2017 The strategic implications of guilt and felt trust on post-negotiation behaviors. 2017
    2015 Temporal influences on trust repair and apology 2015
    2015 Motivated by a guilty conscious: The impact of guilt and trust meta-perceptions on post-negotiation behaviors 2015
    2014 When we meet again: Temporal influences of actions during the bargaining process 2014
    2014 Who trusts you? Do you know? Determinants and implications of trust meta-accuracy 2014
    2014 Bargaining successfully when we distrust? Tactics from hostage negotiations 2014
    Can’t I be honest? Rebuilding trust after an integrity-based violation.
    Dark side of negotiation: When negotiating undermines organizational productivity.
    Finding redemption through self vs other narratives following a relational fracture.
    Getting off on the wrong foot – and staying there: The effect of negotiating on trust and performanceAcademy of Management Journal.
    Green with envy: The mitigating effect of trust on employees’ behaviors in response to envy.Journal of Applied Psychology.
    Green with envy: The mitigating effect of trust on employees’ behaviors in response to envy.
    Leaders negotiating using strategic displays of power
    Leaders negotiating using strategic displays of power
    Repairing Trust Over Time: Can Honesty Ever be the Best Policy?
    Strategic consequences of emotional misrepresentation in negotiation: The blowback effect
    The influence of initial trust on post-negotiation trust and cooperation
    The robustness of initial trustworthiness beliefs
    The trickle-down effect of leaders’ hard-bargaining approach on their employees’ negotiation approach and behaviors
    When the gig isn’t up: The influence of employment arrangement and psychological contract type of effort and performance.

    Principal Investigator On

    Other Research Activities

    Teaching Activities

  • Judgment Days: Negotiations Taught course 2021
  • Behavior in Organizations Taught course 2020
  • Behavior in Organizations Taught course 2020
  • Behavior in Organizations Taught course 2019
  • Behavior in Organizations Taught course 2019
  • Behavior in Organizations Taught course 2018
  • Behavior in Organizations Taught course 2018
  • Topics/Negotiations Taught course 2017
  • Behavior in Organizations Taught course 2016
  • Behavior in Organizations Taught course 2016
  • Behavior in Organizations Taught course 2015
  • Behavior in Organizations Taught course 2015
  • Behavior in Organizations Taught course 2014
  • Behavior in Organizations Taught course 2014
  • Education And Training

  • B.A. Psychology, Allegheny College
  • M. Labor and Human Resources, Ohio State University
  • Ph.D. Organizational Behavior, Washington University - St Louis
  • Full Name

  • Rachel Campagna