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Professor of Management - Negotiations, Melbourne Business School

Mara Olekalns’ research focuses on social processes in negotiation. Currently she is researching how trust and first impressions shape negotiators' strategic decisions, including the use of deception. In a related project, she is investigating how social stereotypes, especially gender, affect the perception of and reaction to a range of negotiation strategies. her most research project examines adversity and resilience in negotiation. Mara has published in leading international management, psychology and communication journals, and has presented her work extensively at international conferences. She served on the Editorial Board of the International Journal of Conflict Management for 2003-2005 and is currently a Division Editor for Group Decision and Negotiation. She is Co-Editor of Negotiation and Conflict Management Research. From 2001 -2003, she was a board member of the International Association of Conflict Management and is a Past President of the Association (2008 – 2009). In 2010, she became a Fellow of the Academy of Social Sciences in Australia (ASSA).


  • 1999–present
    Professor of Management (Negotiations), Melbourne Business School


  • 1987 
    University of Adelaide, PhD

Research Areas

  • Business And Management (1503)
  • Industrial And Organisational Psychology (170107)