August 2014
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Kathleen M. O’Connor
S. C. Johnson Graduate School of Management
Cornell University
317 Sage Hall
Ithaca, NY 14853
[email protected]
607.255.9102
607.254.4590 (fax)
PROFESSIONAL EXPERIENCE
2004-present
Associate Professor (with tenure), Management and Organizations,
JGSM, Cornell University
Member: Graduate fields of management, cognitive science
2005-2006,
2011-2012
Visiting Associate Professor of Organizational Behavior,
London Business School
2001-2004
Associate Professor, Management and Organizations, JGSM
1997-2001
Assistant Professor, Organizational Behavior, JGSM
1996-1997
Visiting Assistant Professor, Management and Organization,
Kellogg Graduate School of Management, Northwestern University
1994-1997
Assistant Professor, Department of Psychology,
Rice University
1992-1993
Instructor in Social Psychology,
University of Illinois at Urbana-Champaign
EDUCATION
1994
Ph.D., University of Illinois at Urbana-Champaign
Social and organizational psychology
minor in quantitative psychology
1992
A. M., University of Illinois at Urbana-Champaign
Industrial and organizational psychology
1989
B. S., Cornell University
Industrial and labor relations
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HONORS AND AWARDS
Winner, DRRC Most Influential Paper (2002-2005) Award, Conflict Management Division, Academy of
Management, 2010.
JGSM, Recognition for Excellence in Teaching, 1997-2001, 2003, 2007-2010, 2012, 2013.
Ada Howe Kent Foundation Grant, Cornell University, 2001.
Clifford Whitcomb Faculty Research Fellowship, JGSM, Cornell University, 1998-99.
Nominee, American Association of University Women Recognition Award for Emerging Scholars, 1999.
Honorable mention, Apple Teaching Award, JGSM, Cornell University, 1998.
Dean’s Honor Role for Teaching, KGSM, Northwestern University, 1997.
Post-Doctoral Fellow, Dispute Resolution Research Center, KGSM, Northwestern University, 1996-97.
Recipient, Best Dissertation Research on Small Groups, American Psychological Association, 1995.
Recipient, Best Paper Award, International Association of Conflict Management, Minneapolis, MN,
1992.
PUBLICATIONS, Journal Articles:
O’Connor, K. M., & Gladstone, E. (2015). How social exclusion distorts social network perceptions. Social
Networks, 40, 123-128.
Gladstone, E., & O’Connor, K.M. (2014). A counterpart’s feminine face signals cooperativeness and
encourages negotiators to compete. Organizational Behavior and Human Decision Processes, 125(1),
18-25.
* Article’s findings highlighted and described in Bloomsberg Businessweek, The Washington
Post, and the Wall Street Journal.
O’Connor, K. M., & Arnold, J. A. (2011). Sabotaging the deal: The way relational concerns undermine
negotiations. Journal of Experimental Social Psychology, 47, 1167-1172.
O’Connor, K. M., Arnold, J. A., & Maurizio, A. M. (2010). The prospect of negotiating: Stress, cognitive
appraisal, and performance. Journal of Experimental Social Psychology, 46, 729-735.
Sullivan, B. A., O’Connor, K. M., & Burris, E. (2006). Negotiator confidence: The impact of self-efficacy
on negotiation performance. Journal of Experimental Social Psychology, 42, 567-581.
Arnold, J. A., & O’Connor, K. M. (2006). How negotiator self-efficacy drives decisions to pursue
mediation. Journal of Applied Social Psychology, 36, 2649-2669.
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O’Connor, K. M., Arnold, J. A., & Burris, E. R. (2005). Negotiators’ bargaining experiences over time and
their effects on future negotiations. Journal of Applied Psychology, 90, 350-362.
Sally, D. F., & O’Connor, K. M. (2004). Team negotiations. Marquette Law Review, 87, 883-892.
Tinsley, C. H., O’Connor, K. M., & Sullivan, B. A. (2002). Tough guys finish last: The perils of a distributive
reputation. Organizational Behavior and Human Decision Processes, 88, 621- 642.
* Article’s findings highlighted and described in Program on Negotiation newsletter ()
O’Connor, K. M., de Dreu, C. K. W., Barry, B., Schroth, H., Lituchy, T. R., & Bazerman, M. H. (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, 403 - 418.
O’Connor, K. M., & Arnold, J. A. (2001). Distributive spirals: Negotiation impasses and the moderating
effects of disputant self-efficacy. Organizational Behavior and Human Decision Processes, 84, 148-176.
Anderson, C. J., & O’Connor, K. M. (2000). System change, learning, and public opinion about the
economy. British Journal of Political Science, 30, 147-172.
Arnold, J. A., & O’Connor, K. M. (1999). Ombudspersons or peers? The effects of third party expertise
and recommendations on negotiation. Journal of Applied Psychology, 84, 776-785.
O’Connor, K. M., & Adams, A. A. (1999). What novices think about negotiation: A content analysis of
scripts. Negotiation Journal, 15, 135-147.
O’Connor, K. M. (1997). Groups and solos in context: The effects of accountability on team negotiation.
Organizational Behavior and Human Decision Processes, 72, 384-407.
O’Connor, K. M. (1997). Motives and cognitions in negotiation: A theoretical integration and an
empirical test. International Journal of Conflict Management, 8, 114-131.
O’Connor, K. M., & Carnevale, P. J. (1997). A nasty but effective negotiation strategy:
Misrepresentation of a common-value issue. Personality and Social Psychology Bulletin, 23, 504-515.
PUBLICATIONS, Journal articles in special issues
Arrow, H., Berdahl, J., Bouas, K. S., Craig, K., Cummings, A., Lebie, L., McGrath, J. E., O’Connor, K. M.,
Rhoades, J. A., Schlosser, A. (1996). Time, technology, & groups: An integration. Computer Supported
Cooperative Work, 4, 253-261.
Rhoades, J. A., & O’Connor, K. M. (1996). Affect in computer-mediated and face-to-face work groups:
The construction and testing of a general model. Computer Supported Cooperative Work, 4, 203-228.
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Hollingshead, A. B., McGrath, J. E., & O’Connor, K. M. (1993). Group task performance and
communication technology: A longitudinal study of computer-mediated vs face-to-face work groups.
Small Group Research, 24, 307-333.
O’Connor, K. M., Gruenfeld, D. H, & McGrath, J. E. (1993). The experience and effects of conflict in
continuing work groups. Small Group Research, 24, 362-382.
McGrath, J. E., Arrow, H., Gruenfeld, D. H, Hollingshead, A. B., & O’Connor, K. M. (1993). Groups, tasks,
and technology: The effects of experience and change. Small Group Research, 24, 406-420.
PUBLICATIONS, Book Chapters:
O’Connor, K. M. (2007). Cooperation in negotiation and conflict resolution. In B. A. Sullivan, M. Snyder,
& J. Sullivan (Eds.), Cooperation: The Political Psychology of Effective Human Interaction., Blackwell
Publishers
Sally, D. F., & O’Connor, K. M. (2006). Team negotiations. In A. K. Scheider, & C. Honeyman (Eds.) The
Negotiator’s Fieldbook. American Bar Association Press.
O’Connor, K. M., & Adair, W. L. (2003). Integrative interests? Building a bridge between negotiation
research and the dynamic organization. In R. S. Peterson, & E. A. Mannix (Eds.) Leading and Managing
People in the Dynamic Organization. Mahwah, NJ: Lawrence Erlbaum Associates.
O’Connor, K. M. (1998). Experiential diversity in groups: Conceptualizing and measuring variation among
teammates. In M. A. Neale, E. A. Mannix, D. H Gruenfeld (Eds.) Research on Managing Groups and
Teams, pp. 167-182. Stamford, CT: JAI Press.
McGrath, J. E. & O’Connor, K. M. (1996). Temporal issues in work groups. In M. West (Ed.), Handbook of
Work Group Psychology, pp. 25-52. Sussex, England: John Wiley & Sons.
Carnevale, P. J., O’Connor, K. M., & McCusker, C. (1993). Time pressure in negotiator and mediator
decision making. In O. Svenson and J. Maule (Eds.), Time Pressure and Stress in Human Judgment and
Decision Making. New York: Plenum Press.
Carnevale, P. J, Putnam, L., Conlon, D., & O’Connor, K. M. (1991). Effective behavior in community
mediation. In K. Duffy, P. Olczak, & J. Grosch (Eds.), The Art and Science of Community Mediation: A
Handbook for Practitioners and Researchers. New York: Guilford Press.
WORK IN PROGRESS:
In Revision and Under Review:
Yang, Y., O’Connor, K.M., & Tinsley, C.H. National stereotypes in cross-national negotiations. Journal of
International Business Studies.
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Manuscripts in Preparation:
O’Connor, K. M., & Gladstone, E. How beautiful people build better networks: A social capital
explanation for why beauty pays.
O’Connor, K. M., & Gladstone, E. What is beautiful is well connected: How alters help attractive people
create advantageous social networks.
Gladstone, E., & O’Connor, K. M. Smart, but shifty: The contingent appeal of network brokers.
O’Connor, K. M., & Gladstone, E. Network exploitation decisions: How traits matter for network
cognition.
O’Connor, K.M., Tinsley, C.H., & Mannix, E. A. The power of a cooperative negotiation reputation.
Observing brokerage and breaking rules (with H. Kekkar, J. Joh, & E. Gladstone). Data collected.
Negotiation complexity as challenge or threat (with J. A. Arnold). Data collected.
CONFERENCE PRESENTATIONS
Gladstone, E., & O’Connor, K. M. At first sight: How facial femininity signals cooperativeness and
undermines negotiators. Academy of Management, 8/13.
Gladstone, E., & O’Connor, K. M. Structural holes and interpersonal woes: The effects of brokering on
the perception of trustworthiness. Workshop on Information in Networks, 9/12.
O’Connor, K. M., & Gladstone, E. Sitting pretty: Attractiveness, social capital and success. Workshop on
Information in Networks, 9/12.
O’Connor, K. M., & Gladstone, E. Beautiful people, beneficial networks. Sunbelt Social Networks
Conference, 3/12.
Gladstone, E., & O’Connor, K. M. To broker or not: The psychology of bridge decay. Sunbelt Social
Networks Conference, 3/12.
O’Connor, K.M., & Gladstone, E. C. Network evolution and the beauty advantage. Sunbelt Social
Networks Conference, 2/11.
O’Connor, K.M., Sauer, S., Welser, H. T., & Gladstone, E. C. Failing to see or failing to seize opportunities
to build social capital? The role of neuroticism. Sunbelt Social Networks Conference, 2/11.
O’Connor, K.M., & Arnold, J. A. Sabotaging the deal: Accounting for the link between relational
concerns and poor economic performance. International Association for Conflict Management, 2010.
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Yang, Y., O’Connor, K. M., Zhang, J., & Tinsley, C.H. Stereotypes and reputations in cross-cultural
negotiations. International Association for Conflict Management, 2009.
O’Connor, K. M., Arnold, J. A., & Maurizio, A. M. Stress and arousal in negotiation. Academy of
Management, 2009.
Sauer, S., & O’Connor, K. M. Bargaining from strength: The effects of negotiator social capital and
organizational power. Society of Industrial and Organizational Psychologists, 2009.
O’Connor, K.M., & Sauer, S. Recognizing social capital in social networks: Experimental results.
Academy of Management, 2006. [published in Best Paper Proceedings]
O’Connor, K. M., & Arnold, J. A. Negotiation as a stress-inducing experience: How challenge and threat
appraisals influence negotiators and their performance. Paper presented at the Academy of
Management, New Orleans, 2004.
O’Connor, K . M., & Tinsley, C. H. Looking for a strategic advantage? Cultivate a reputation for mutually
beneficial dealmaking. Paper presented at the Academy of Management, New Orleans, 2004.
Sheldon, O. J., & O’Connor, K.M. Getting down to business: Evaluative and behavioral consequences of
conversational approach in negotiation. International Association for Conflict Management, 2004.
Sullivan, B. A., O’Connor, K. M., & Burris, E. (2003). Negotiator confidence: The impact of self-efficacy on
negotiation performance. Paper presented at the Academy of Management, Seattle, August.
Sally, D. F., & O’Connor, K. M. (2003). Social networks, structural holes, and the siren song of
psychology. Paper presented at the Society of Industrial/Organizational Psychology, Orlando, April.
O’Connor, K. M., & Arnold, J. A. (2002). Shadows of the past: The impact of bargaining histories on
negotiated outcomes. Paper presented at the Academy of Management, Denver, August.
O’Connor, K. M., & Arnold, J. A. (2002). Walking away from the table: How negotiator self-efficacy
affects decision making. Paper presented at the International Association for Conflict Management
(IACM) meeting, Park City, June.
O’Connor, K. M., Arnold, J. A., & Sullivan, B. A. (2001). The dynamics of negotiation: Impasses,
agreements, and the lingering effects of failure. Paper presented at the IACM meeting, Cergy, France,
June.
Sullivan, B. A., O’Connor, K. M., & Burris, E. (2001). Negotiator confidence: The impact of self-efficacy on
negotiation performance. Paper presented at the IACM meeting, Cergy, France, June.
O’Connor, K. M., & Adair, W. L. (2001). The interplay between negotiation and dynamic organizations.
Paper presented at the Conference on Leading in Dynamic Organizations, Ithaca, New York, April.
O’Connor, K. M., & Arnold, J. A. (2000). No deal: Negotiation impasses and disputant self-efficacy.
Paper presented at the Academy of Management, Toronto, August.
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Tinsley, C. H., O’Connor, K. M., & Sullivan, B. A. (2000) “Nice” guys finish first: The perils of a distributive
negotiation reputation. Paper presented at the IACM meeting, St. Louis, Mo., June.
O’Connor, K. M., & Arnold, J. A. (1999). Getting to no: Negotiation impasses, disputant self-efficacy, and
responses to mediation. Paper presented at the IACM meeting, San Sebastian, Spain, June.
O’Connor, K.M., de Dreu, C.K.W., Barry, B., Schroth, H., Lituchy, T.R., & Bazerman, M.H. (1998). Should
versus want: The emotional correlates of interpersonal conflict. Paper presented at the Academy of
Management, San Diego, CA, August.
O’Connor, K.M., & Adams, A.A. (1997). Debiasing negotiators’ cognitions: How task construal affects
negotiators’ perceptions, motives, and outcomes. Paper presented at IACM meeting, Bonn, Germany,
June.
O’Connor, K.M., & Olson-Buchanan, J.B. (1997). Intragroup conflict and task performance: The
mediating role of conflict management strategy. Paper presented at the IACM meeting, Bonn, Germany,
June.
Anderson, C.J., & O’Connor, K.M. (1997). System change and the dynamics of public opinion about the
economy: The case of East Germany. Paper presented at the Annual Meeting of the Midwest Political
Science Association in Chicago, IL, April.
O’Connor, K.M., & Carnevale, P.J. (1996). A tale of two issues: The impact of motives on settlement
processes in bilateral negotiation. Paper presented at the Academy of Management, Cincinnati, OH,
August.
O’Connor, K.M., & Adams, A.A. (1996). Scripts in bilateral negotiation. Paper presented at the IACM
meeting, Ithaca, NY, June.
Nease, A.A., & O’Connor, K.M. (1996). The role of disputant affect in perceptions of mediator bias.
Paper presented at the IACM meeting, Ithaca, NY, June.
Rhoades, J.A., & O’Connor, K.M. (1996). A general model of the role of affect in work groups. Poster
presented at the annual meeting of the Society of Industrial/Organizational Psychology, San Diego, CA,
June.
Anderson, C., & O’Connor, K.M. (1995). The economy and public opinion in the new Germany: The
evolution of perceptual accuracy. Paper presented at the Annual Meeting of the American Political
Science Association, Chicago, IL, August.
Carnevale, P.J., O’Connor, K.M., Olson, M., & Arunachalam, V. (1995). Perceptions and behavior of the
biased mediator. Paper presented at the Academy of Management, Vancouver, BC, Canada, August.
O’Connor, K.M., & Rhoades, J.A. (1995). Affect in negotiation: Implications for motivation, cognition,
and outcomes for teams and solo negotiators. Paper presented at the IACM meeting, Helsingor,
Denmark, June.
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Bouas, K.S., & O’Connor, K.M. (1995). The effects of communication medium in a longitudinal social
dilemma. Paper presented at the Midwestern Psychological Association, Chicago, May.
McGrath, J.E., Hollingshead, A.B., & O’Connor, K.M. (1994). Groups, technology, & time: Some Lewinian
lessons learned. Invited paper presented at 10th annual Conference of the Society for the
Advancement of Field Theory, Ann Arbor, September.
O’Connor, K.M. (1994). Negotiation teams: The impact of accountability and representation structure
on negotiator cognition and performance. Paper presented at the IACM meeting, Eugene, OR, June.
O’Connor, K.M. & Carnevale, P.J. (1992). Strategic misrepresentation in bilateral negotiation. Paper
presented at the IACM meeting, Minneapolis, June.
Carnevale, P.J., Olson, J.B., & O’Connor, K.M. (1992). Reciprocity and informality in a laboratory
grievance system. Paper presented at the IACM meeting, Minneapolis, June.
Carnevale, P.J., O’Connor, K.M., & McCusker, C. (1990). Decision frame, task structure, and experience
in bilateral negotiation. Poster presented at the Annual Meeting of Judgment and Decision Making,
New Orleans, LA, November.
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PROFESSIONAL ACTIVITIES
Professional Service
Past-President, Conflict Management Division (CMD), Academy of Management, 2010-2011
President-Elect, CMD, Academy of Management, 2009-2010
Program Chair, CMD, Academy of Management, 2008
Coordinator, Professional Development Workshops, CMD, Academy of Management, 2007
Program Chair, International Association for Conflict Management (IACM), 2003
Member, Best Paper Award Committee, IACM, 2013
Member, Best Dissertation Award Committee, OB Division, Academy of Management, 2010
Member, Best Paper Published in Academy of Management Review Committee, 2007
Member, Best Paper Award Committee, IACM, 2002
Chair, Awards, Conflict Management Division (CMD), Academy of Management, 2001
Program Board, IACM, 1994, 1996, 1998, 2002
Program Committee, Society for Industrial and Organizational Psychology, 1996, 1997, 1998
Faculty leader, How to Negotiate Your Job Offer, Academy of Management, 2013
Invited Research Presentations
University College London; Marshall School, USC; School of Management, George Mason University;
Eller School of Management, University of Arizona; Goizueta, Emory University; London Business
School; University of Amsterdam; Yale School of Management; Wharton, University of Pennsylvania;
Rotman School of Management, University of Toronto; Olin Graduate School of Management,
Washington University; Kellogg Graduate School of Management, Northwestern University; Faculty of
Commerce, University of British Columbia; Texas A & M University; Rice University; Carlson School,
University of Minnesota
Invited Practitioner Presentations
Wells Fargo, Filene’s Research Council
Professional Affiliations
Academy of Management
American Psychological Society
International Association for Conflict Management
Editorial Boards
Organizational Behavior and Human Decision Processes (2007-present)
Negotiation Conflict Management Research (2007-present)
Academy of Management Review (2002-2005)
International Journal of Conflict Management (2003-2007)
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SCHOOL and UNIVERSITY SERVICE
Leadership
Chair, Academic Standards Committee, 2013-2014
Member, university ad hoc committee, appointment to NY Tech campus, 2013
Coordinator, Management and Organizations doctoral program, 2012, 2000-2005, 2013-2014
Coordinator, Foundations in Leadership, 2008-2010
Coordinator, Leadership Fellows program, 2004
Chair, Clinical Appointment Committee (Filipowicz), 2012
M&O Recruiting Committee, 2004, 2006, 2013
Membership
PS (second year) Planning Committee, 2008-2010
Faculty Policy Committee, 2007-2009
JGSM Affirmative Action Committee, 2004
Core Curriculum Committee, 2003
Panel moderator, Graduate Business Conference, JGSM, March, 2001
Ad hoc member, Ph.D. student admissions committee, JGSM, 1999-2005
Clinical Appointment Committee, 2011
Peer Teaching Evaluation Committee, 2011-present
Academic Standards Committee, 2011
Lecturer Renewals Committee, 2008-2010
Sustainable Global Enterprise Recruiting Committee, 2006
Lectureship in Leadership Recruiting Committee, 2006
Renewal Committee, 2005
Department of Human Resources Recruiting Committee, ILR School, 1998, 1999
Instructor
MBA team training workshop, 1998, 1998, 1999
Co-leader, Foundations of Leadership (orientation), 2004
Strategic Thinking Program, 2007
Foundations of Leadership, 2005, 2006, 2007
Leadership Skills Program, “Personal Influence,”2000
On-campus invited speaker
Negotiation workshop, CU Advance, 2009, 2013
Johnson Means Business, 2006-2009
Vet School, 2009, 2010, 2011
Engineering School, 2009
Leadership class, ILR School, 2000.
Entrepreneurship class, 1998, 1999, 2000, 2005, 2010
Small Business Clinic, Law School, 1999
City and Regional Planning graduate women, 1999, 2000
Women in Management Forum, 1998; 2000
Graduate Degree Committees
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Eric Gladstone (chair), Management, Cornell University
Lindsay Reynolds, Communication, Cornell University, 2013
Nathan Pettit (chair), Management, Cornell University, 2011
Adina Sterling, Management, Emory University, 2012
Stephen Sauer, Management, Cornell University, 2008
Kevyn Yong, Management, Cornell University, 2008
Ethan Burris (chair), Management, Cornell University, 2005
Oliver Sheldon (chair), Management, Cornell University, 2006
Maria Lupita Rodriguez, Nutrition, Cornell University, 2006
Erica Dawson, Psychology, Cornell University, 2002
Karthikeyan Namasivayam, School of Hotel Administration, Cornell University, 2001
AnJanette Nease, Industrial/Organizational Psychology, Rice University, 1997
Jan Panero, Human Factors, Rice University, 1997
Laura Kohn, Industrial/Organizational Psychology, Rice University, 1995
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TEACHING
MBA and EMBA
PhD
•
•
Managing and Leading in Organizations (core) (MBA and EMBA)
Negotiation (MBA and EMBA)
•
Advanced Topics in Micro-OB (PhD)
Executive Education
Leadership
• CUES CEO Institute II, 2014
• CUES, blended learning workshops (Your Leadership Brand and Women Who Lead)
Executive Education
• CUES CEO Institute, 2000; 2001; 2002; 2009; 2010; 2011; 2012; 2013
• Nanjing executives, 2010, 2011
• Oneida Indian Nation, 2007
• Citigroup, 2006
• Osram, 2005, 2007
• Executive Development Program, 1999; 2001; 2002; 2003
• Leadership Development Program, 2002
• Administrative Management Institute, 1999; 2001; 2003
• Monmouth University administrators, 2002
• VHA, 2002
• NRG, 2001
• Alcan, 2001
• Cablevision, 2001
• EACUBO, Invited Address, 2002
• The Stonefield Group, 1999; 2000
• Intellectual Property / Technology Transfer Management: Capacity Building for
Stronger Partnerships, Sponsored by the International Service for the Acquisition of
Agri-Biotech Applications, 1999