Positions

Research Areas research areas

Overview

  • Rachel Campagna is an Associate Professor of Management. She has been recognized for her excellence in teaching, in the areas of negotiation and decision-making, and for her research, which examines trust in negotiation and workplace contexts. As a behavioral scientist, Rachel is fascinated by the choices people make in difficult contexts, and in particular, how emotion and trust-breaking affect people’s perceptions and behaviors. Her research has been published in the field’s top journals, such as the Journal of Applied Psychology and Organizational Behavior & Decision Processes. Rachel was also a TEDx speaker, presenting the counterintuitive idea that anger can be used to create value instead of break it, when the recipient of anger reframes the situation from a different, more passionate, and less angry perspective.
  • Selected Publications

    Academic Article

    Year Title
    2022 Minding the ($500,000) Gap: Accounting for the Gender-Driven Gap in Executive Severance AgreementsJournal of Business and Psychology.  37:1065-1077. 2022
    2022 At the Heart of Trust: Understanding the Integral Relationship Between Emotion and TrustGroup and Organization Management.  48:546-580. 2022
    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
    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
    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
    Third one’s the charm? How emotions impact the role of third parties in trust repair.
    What’s Trust Got to Do with It? The Dual Mitigating Role of Trust on the Development of Envy and Harming Behaviors
    When the gig isn’t up: The influence of employment arrangement and psychological contract type of effort and performance.

    Other Research Activities

    Teaching Activities

  • Negotiating in Business Taught course 2023
  • Judgment Days: Negotiations Taught course 2023
  • Human Resource Management Taught course 2022
  • Negotiating in Business Taught course 2022
  • Judgment Days: Negotiations Taught course 2022
  • Behavior in Organizations Taught course 2021
  • Behavior in Organizations Taught course 2021
  • 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