Mara Olekalns (PROFESSOR OF MANAGEMENT (NEGOTIATIONS))

Mara Olekalns became a Professor of Management of Negotiations in 2003 and has held a number of roles at Melbourne Business School since 1999, including Deputy Dean, Associate Dean, Director of Research and Associate Professor.

After completing her PhD at the University of Adelaide, Mara worked at the University of Melbourne’s Department of Management and Industrial Relations and the University of Otago’s Department of Psychology. She has also held management and research positions at the Department of Employment, Education and Training, the Office of the Public Service Board and the National Police Research Unit in the Department of Special Minister of State.

Mara’s research focuses on relational resilience and adversity in negotiation, and covers topics such as gender, trust violations and ethics. Her research has been published in leading international journals, including in the Journal of Management, Journal of Business Ethics and Academy of Management Journal.
Mara teaches Negotiations on the part-time MBA program.

BOOKS

Handbook of Research on Negotiation, Olekalns, M & Adair, W (eds), 2013, Edward Elgar, London.

Organisational Behavior Around the Asia-Pacific Rim, 4th ed, McShane, S, Olekalns, M & Travaliogne, T, 2012, McGraw-Hill.


MOST NOTABLE RESEARCH

‘Negotiating the gender divide: Lessons from the negotiation and organizational behavior literatures’, Kulik, C, & Olekalns, M, July 2012, Journal of Management (review issue), vol. 38, no. 4, pp. 1387–1415.

‘Mutually dependent: Power, trust, affect and the use of deception in negotiation’, Olekalns, M & Smith, P, March 2009, Journal of Business Ethics, vol. 85, no. 3, pp. 347–365.

‘Sticks and stones: Language, structure and on-line dispute resolution’, Brett, J, Olekalns, M, Friedman, R, Goates, N, Anderson, C & Lisco, C, February 2007, Academy of Management Journal, vol. 50, no. 1, pp. 85–99.

‘Moments in time: Metacognition, trust and outcomes in negotiation’, Olekalns, M & Smith, P, December 2005, Personality & Social Psychology Bulletin, vol. 31, no. 12, pp. 1696–1707.

‘Understanding optimal outcomes: The role of strategic sequences in competitive negotiations’, Olekalns, M & Smith, PL, October 2000, Human Communication Research, vol. 26, no. 4, pp. 527–557.

Mara Olekalns
PROFESSOR OF MANAGEMENT (NEGOTIATIONS) QUALIFICATIONS PHD, BA (HONS, 1ST CLASS); UNIVERSITY OF ADELAIDE AREAS OF EXPERTISE Negotiation, interpersonal communication, interpersonal trust, negotiators' ethics, impression formation, gender stereotypes TOPICS Power, deception, organisational behaviour INDUSTRIES Higher education, government GEOGRAPHIES Australia Contact: