Rachel Campagna

Rachel Campagna
ASSOCIATE PROFESSOR
Business Administration
Phone: (603) 862-5365
Office: Management, Paul College Rm 270C, Durham, NH 03824
Website: Full profile: FindScholars@UNH
Curriculum Vitae
rachel campagna

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.

Education

  • 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
  • BEHAVIORAL/SOCIAL SCIENCES

Courses Taught

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

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

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