rachel campagna

Rachel Campagna

Chair, Management Department
Phone: (603) 862-5365
Office: Management, Paul College Rm 270C, Durham, NH 03824

Rachel Campagna is an Associate Professor of Management. She has been recognized for her excellence in teaching, in the areas of negotiation and decision-making, and for her research, which examines trust in negotiation and workplace contexts. As a behavioral scientist, Rachel is fascinated by the choices people make in difficult contexts, and in particular, how emotion and trust-breaking affect people’s perceptions and behaviors. Her research has been published in the field’s top journals, such as the Journal of Applied Psychology and Organizational Behavior & Decision Processes. Rachel was also a TEDx speaker, presenting the counterintuitive idea that anger can be used to create value instead of break it, when the recipient of anger reframes the situation from a different, more passionate, and less angry perspective.

Courses Taught

  • ADMN 575: Behavior in Organizations
  • ADMN 847: Human Resource Management
  • ADMN 866: Negotiating in Business
  • MGT 666: Judgment Days: Negotiations


  • Ph.D., Organizational Behavior, Washington University - St Louis
  • M., Labor and Human Resources, Ohio State University
  • B.A., Psychology, Allegheny College

Research Interests

  • Conflict/Dispute Resolution
  • Emotion
  • Social psychology
  • Applied Psychology

Selected Publications

  • Medeiros, K. E., Griffith, J. A., Shipe, S. D., Crayne, M. P., Campagna, R., & McIntosh, T. (2022). Minding the ($500,000) Gap: Accounting for the Gender-Driven Gap in Executive Severance Agreements. Journal of Business and Psychology, 37(5), 1065-1077. doi:10.1007/s10869-021-09785-w

  • Campagna, R. L., Mislin, A. A., Dirks, K. T., & Elfenbein, H. A. (2022). The (mostly) robust influence of initial trustworthiness beliefs on subsequent behaviors and perceptions. HUMAN RELATIONS, 75(7), 1383-1411. doi:10.1177/00187267211002905

  • Campagna, R. L., Dirks, K. T., Knight, A. P., Crossley, C., & Robinson, S. L. (2020). On the Relation Between Felt Trust and Actual Trust: Examining Pathways to and Implications of Leader Trust Meta-Accuracy. JOURNAL OF APPLIED PSYCHOLOGY, 105(9), 994-1012. doi:10.1037/apl0000474

  • Campagna, R. L., Mislin, A. A., & Bottom, W. P. (2019). Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements. JOURNAL OF BEHAVIORAL DECISION MAKING, 32(4), 450-470. doi:10.1002/bdm.2119

  • Campagna, R. L., Mislin, A. A., Kong, D. T., & Bottom, W. P. (2016). Strategic Consequences of Emotional Misrepresentation in Negotiation: The Blowback Effect. JOURNAL OF APPLIED PSYCHOLOGY, 101(5), 605-624. doi:10.1037/apl0000072

  • Mislin, A. A., Campagna, R. L., & Bottom, W. P. (2011). After the deal: Talk, trust building and the implementation of negotiated agreements. ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES, 115(1), 55-68. doi:10.1016/j.obhdp.2011.01.002