Kathleen M. O'Connor

Kathleen M. O'Connor

Associate Professor of Management and Organizations

317 Sage Hall
Samuel Curtis Johnson Graduate School of Management
Cornell University
Ithaca, NY 14853-6201
Phone: 607-255-9102

Professor O'Connor is an organizational psychologist who studies negotiation, teamwork, and decision making. O’Connor’s current research centers on two areas: negotiation and networks. Recent negotiation research addresses the impact of stress on deal dynamics, with attention paid to how stress differentially affects men and women. Another stream of research investigates how people’s physical features—e.g., facial femininity and physical attractiveness—affect how they are treated and how they behave in a range of interpersonal situations. Her work on networks focuses on how people’s social experiences shape their perceptions of social networks. For instance, she investigates how social isolation influences how people see their social environments and understand their social opportunities. Recent work has been published in Organizational Behavior and Human Decision Processes, Journal of Experimental Social Psychology, and Social Networks. Over the years, O’Connor’s research has been honored by awards from leading professional organizations, including the Academy of Management and the International Association for Conflict Management.

O’Connor received a B.S. from Cornell University, and an A.M. and Ph.D. in social and organizational psychology from the University of Illinois at Urbana-Champaign. She has held faculty and visiting faculty appointments at Rice University and the Kellogg Graduate School of Management at Northwestern University.

Curriculum Vitae (CV)

Click here to view the curriculum vitae (PDF document).

Published Papers

Working Papers

  • Gladstone, Eric; O'Connor, Kathleen M..  "How Beautiful People Build Better Networks: A Social Capital Explanation for Why Beauty Pays"

  • Yang, Y; O'Connor, Kathleen M.; Tinsley, C.  "National stereotypes in cross-national negotiations"

  • O'Connor, Kathleen M.; Gladstone, Eric.  "Network exploitation decisions: How traits matter for network cognition"

  • Gladstone, Eric; O'Connor, Kathleen M..  "Smart, but shifty: The contingent appeal of network brokers"

  • O'Connor, Kathleen M.; Tinsley, C.; Mannix, Elizabeth A..  "The Power of a Cooperative Negotiation Reputation"

  • O'Connor, Kathleen M.; Gladstone, Eric.  "What is beautiful is well connected: How alters help attractive people create advantageous social networks"

Book Chapters