Kathleen M. O'Connor
Professor O'Connor is an organizational psychologist who studies negotiation, teamwork, and decision making. Much of her recent research focuses on how negotiations link together over time. One stream of work shows that past negotiation experiences direct negotiators' choice of tactics and their performance in successive negotiations. A second stream investigates how negotiators' reputations affect them and their potential for success at the bargaining table. As part of this research, she has explored how negotiators' confidence in their skills?i.e., their self-efficacy?changes as a function of their negotiation successes or failures, and how it affects their tactical decision making and the quality of their deals.
O'Connor's recent projects investigate the development of individual social capital. She applies theories of individual cognition and interpersonal behavior to study the conditions under which people recognize and exploit opportunities for building social capital. She is a member of a team of networks experts from Cornell University whose work is sponsored by the Institute for the Social Sciences.
Her research has been published in such journals as the Journal of Applied Psychology, Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Making, and Personality and Social Psychology Bulletin.
O'Connor joined the faculty at Cornell University in 1997. She has been a member of the faculty at Rice University, and has been a visiting faculty member at Northwestern University, and at the London Business School. She earned a BS from Cornell University and an AM and PhD in social and organizational psychology from the University of Illinois, Urbana-Champaign.
Selected Publications
O'Connor, K. M. and D. F. Sally (In process). "Social Networks, Structural Holes and the Siren Song of Psychology."
O'Connor, K. M. and C. H. Tinsley (In process). "Looking for a Strategic Advantage? Cultivate a Reputation for Mutually Beneficial Dealmaking." Working Paper.
O'Connor, K. M., J. A. Arnold and E. R. Burris (In Press). "Negotiators' Bargaining Experiences and Their Effects on Future Negotiations." Journal of Applied Psychology.
O'Connor, K. M. and W. L. Adair (2003). "Integrative Interests? Building a Bridge between Negotiation Research and the Dynamic Organization." Leading and Managing People in the Dynamic Organization. Mahwah, N.J., Lawrence Erlbaum Associates.
O'Connor, K. and J. Arnold (2002). "The Shadow of the Past: How Bargaining Histories Shape Negotiated Outcomes." Center for Leadership in Dynamic Organizations. Johnson Graduate School of Management. Cornell University Working Paper Series.
O'Connor, K., C. de Dreu, H. Scroth, B. Barry, T. Lituchy and M. H. Bazerman (2002). "What We Want to Do Versus What We Think We Should Do: An Empirical Investigation of Intrapersonal Conflict." Journal of Behavioral Decision Making 15(5): 403-418.
O'Connor, K. M. and J. A. Arnold (2001). "Distributive Spirals: Negotiation Impasses and the Moderating Role of Disputant Self-Efficacy." Organizational Behavior and Human Decision Processes 84(1): 148-176.
Tinsley, C. H., K. M. O'Connor and B. A. Sullivan (2001). "Tough Guys Finish Last: The Perils of a Distributive Reputation." Organizational Behavior & Human Decision Processes 88 (2): 621-642.
kmo8@cornell.edu
317 Sage Hall
Johnson Graduate School of Management
Cornell University
Ithaca, NY 14853-6201
607-255-9102
