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.
  • Publications

    Academic Article

    Year Title
    2019 Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreementsJournal of Behavioral Decision Making2019
    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
    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
    Is it a matter of time? The role of time and apologies in trust repair.Journal of Applied Psychology
    On the Relation between Felt Trust and Actual Trust: Examining Pathways to and Implications of Leader Trust Meta-AccuracyJournal of Applied Psychology
    The robust influence of initial trusting beliefs on post-negotiation behaviors and perceptionsHuman Relations
    When the gig isn’t up: The influence of employment arrangement on employees’ effort choices and performance

    Article

    Year Title
    2018 Negotiation 2018
    2017 Negotiation 2017
    2016 The Art of Negotiating 2016

    Conference Proceeding

    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
    Leaders negotiating using strategic displays of power
    Strategic consequences of emotional misrepresentation in negotiation: The blowback effect
    The influence of initial trust on post-negotiation trust and cooperation

    Other Research Activities

    Teaching Activities

  • 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