PhD, Social Psychology, UC Santa Barbara
MA, Psychology, UC Santa Barbara
BA, Psychology, UC Santa Barbara
At Haas since 1992
1995 – present, Lecturer, Undergraduate & Graduate Program, Santa Clara University
1992 – present, Senior Lecturer, Haas School of Business
1993 – 1998, Lecturer, MBA and International MBA (1994 only) program, Saint Mary’s College of Moraga
1992, Lecturer, UC Santa Barbara
1991 – 1992, Lecturer and Visiting Scholar, Kellogg Graduate School of Management, Northwestern University
1990 – 1991, Lecturer, UC Santa Barbara
1989 – 1991, Teaching Assistant, UC Santa Barbara
External Service and Assignments
Negotiation Training Workshops
Management Consulting & Coaching
Negotiations: Communications, Team Dynamics, Leadership
Textbook Reviewer: Prentice Hall, Irwin-McGraw Hill, Wiley, Thomson South-Western
Ad Hoc Reviewer: Organizational Behavior and Human Decision Processes, Journal of Personality and Social Psychology, California Management Review, Group Decision and Negotiation, Personality and Social Psychology Bulletin, Academy of Management (Conflict Management Interest Group)
Current Research and Interests
Emotions and language in negotiations
Selected Papers and Publications
Case Exercises: Exercises in Negotiation, Dispute Resolution Research Center: Fastskin (forthcoming); Goliath (forthcoming); Myti-Pet Food Company (2005, 2008); Girl Doll Company (2005, 2008); The Grand Strand (2005); The Player (1999, 2003); Group Brainstorming Exercise (1999); The Mexico Venture (1997, 2003); The Best Stuff on Earth: Group Negotiation (1997); MBA Salary Negotiation (1997, 2008); Hollywood: Negotiating with Agents (1997, 2008); Where’s Alvin? A case lost in ethics (1996); Telepro: The Manager as Mediator (1996).
“Some Like It Hot: Teaching Strategies for Managing Tactical vs.Genuine Emotions in Negotiations.” Negotiations and Conflict Management Research 1 (2008): 315-332.
“Helping You Is Helping Me: Improving Students’ Ethical Behaviors in a Negotiation by Appealing to Ethical Egoism and the Reputation Effect.” Negotiations and Conflict Management Research 1 (2008): 389-407.
“Sticks and Stones May Break Bones and Words CAN Hurt Me: Words and Phrases That Trigger Emotions in Negotiations and Their Effects Emotional Triggers in Negotiations,” with J. Bain-Chekal and D. Caldwell. International Journal of Conflict Management 16, no. 2. (2005).
“What We Want to Do Versus What We Think We Should Do: An Empirical Investigation of Intrapersonal Conflict,” with B. Barry, et al. Journal of Behavioral Decision Making 15 (2002): 403-418.
“Procedures, Do We Really Want to Know Them? The Effects of Procedural Justice on Performance Self-Esteem,” with P.P. Shah. Journal of Applied Psychology 75, 462-471.
“Let Me See What I Can Do…Today, Just About Everything’s Negotiable.” Dividends Magazine (September/October 2005).
Center for Executive Development
Negotiation & Conflict Resolution, BA 252
Negotiation & Conflict Resolution, BA 152
Negotiation & Conflict Resolution, EW 252
Organizational Behavior, BA 205
Introduction to Organizational Behavior, BA 105
Strategic Business Interactions, BA 200C
Honors and Awards
Earl F. Cheit Award for Excellence in Teaching, Undergraduate Program, 2009
Club 6 – Faculty Honor Roll for Teaching Excellence, Haas School of Business, 1992-2007
Voted America’s Favorite Professor (Undergraduates); Businessweekonline survey (2006)
Leavey Faculty Achievement Award for Exceptional Teaching, Santa Clara University, 2003, 2004, 2005
Outstanding Teaching Award, Santa Clara University, Summer Sessions Program, 1998
Faculty Honor Roll for Teaching Excellence, Kellogg Graduate School of Management, Northwestern University
Faculty Honor Role for Upholding the Honor Code, Kellogg Graduate School of Management, Northwestern University
Western Psychological Association Best Paper Award