Kathleen O'Connor
Clinical Professor of Organisational Behaviour; Director of Executive Education
BS (Cornell) AM PhD (Illinois)
O’Connor is an authority on negotiation, conflict management, and collaboration. She has studied the impact of teams at the bargaining table, how stress influences negotiators’ choice of tactics, and how reputations for toughness undermine negotiators. Her recent research investigates how men’s and women’s facial features—their attractiveness as well as the masculinity/femininity of their facial features—influence how other people treat them. Her current project centers on women’s career paths to understand how women navigate moments of decision. In particular, she is investigating the roles of fear, courage and serendipity in women’s working lives. O’Connor’s research has been honored by awards from leading academic organizations, including the Academy of Management and the International Association for Conflict Management and has been cited in a number of news outlets, including the Financial Times, Associated Press, and the Wall Street Journal.
O’Connor received a B.S. from Cornell University, and an A.M. and Ph.D. in social and organizational psychology from the University of Illinois at Urbana-Champaign. She has held faculty and visiting faculty appointments at Rice University and the Kellogg Graduate School of Management at Northwestern University.
- Personal website
- koconnor@london.edu
- +44 (0)20 7000 8924
2022
The influence of weight bias on processes and outcomes in negotiation
Arnold J A; O'Connor K M; Gladstone E
Psychological Reports 2022 Vol 125:3 p 1556-1572
2021
Standing Out While Fitting In
O'Connor K M; Peterson R S
MIT Sloan Management Review Digital Articles 2021
When less is more: how complexity impacts goal setting, judgement accuracy, and deals in negotiation
Arnold J A; O'Connor K M
Psychological Reports 2021 Vol 124:3 p 1298-1315
2019
Rethinking authenticity
Peterson R S; O'Connor K
London Business School Review 2019 4 April 2019
The push and pull of network mobility: how those high in trait-level neuroticism can come to occupy peripheral network positions
Gladstone E; O'Connor K M; Taylor W
Behavioral Sciences 2019 Vol 9:7 p 69
Time to rethink bringing your whole self to work?
Peterson R S; O'Connor K M
Forbes online 2019 April 1, 2019
Viewpoint: Bringing Your 'Whole Self' to Work Can Feel Risky. Here's Why
Peterson R S; O'Connor K
Society for Human Resource Management (Online). Published online 29 April 2019
2018
Beauty and social capital: being attractive shapes social networks
O'Connor K M; Gladstone E
Social Networks 2018 Vol 52 p 42-47
Facing off across the table: negotiators' facial features affect the agreements they reach
O'Connor K M; Ormiston M E
in Scheider A K and Honeyman C (eds.), The negotiator's fieldbook, American Bar Association Press, 2018.
Two heads are better than one: team negotiations in research and in professional soccer
Sally D F; O'Connor K M; Lynam I
in Scheider A K and Honeyman C (eds.), The negotiator's fieldbook, American Bar Association Press, 2018.
2015
How social exclusion distorts social network perceptions
O'Connor K M; Gladstone E
Social Networks 2015 Vol 40 p 123-128
2014
A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone E; O'Connor K M
Organizational Behavior and Human Decision Processes 2014 Vol 125:1 p 18-25
2011
Sabotaging the deal: the way relational concerns undermine negotiations
O'Connor K M; Arnold J A
Journal of Experimental Social Psychology 2011 Vol 47 p 1167-1172
2010
The prospect of negotiating: stress, cognitive appraisal, and performance
O'Connor K M; Arnold J A; Maurizio A M
Journal of Experimental Social Psychology 2010 Vol 46 p 729-735
2007
Cooperation in negotiation and conflict resolution
O'Connor K M
in Sullivan B A, Snyder M, and Sullivan J (eds.), Cooperation: the political psychology of effective human interaction, Blackwell, 2007.
2006
How negotiator self-efficacy drives decisions to pursue mediation
Arnold J A; O'Connor K M
Journal of Applied Social Psychology 2006 Vol 36:11 p 2649-2669
Negotiator confidence: the impact of self-efficacy on negotiation performance
Sullivan B A; O'Connor K M; Burris E
Journal of Experimental Social Psychology 2006 Vol 36 p 2649-2669
Team negotiations
Sally D F; O'Connor K M
in Scheider A K and Honeyman C (eds.), The negotiator's fieldbook, American Bar Association Press, 2006.
2005
Negotiators' bargaining histories and their effects on future negotiation performance
O'Connor K M; Arnold J A; Burris E R
Journal of Applied Psychology 2005 Vol 90:2 p 350-362
2003
Integrative interests? Building a bridge between negotiation research and the dynamic organization
O'Connor K M; Adair W L
in Peterson R S and Mannix E A (eds.), Leading and managing people in the dynamic organization, Lawrence Erlbaum Associates, 2003.
2002
Tough guys finish last: the perils of a distributive reputation
Tinsley C H; O'Connor K M; Sullivan B A
Organizational Behavior and Human Decision Processes 2002 Vol 88:2 p 621-642
What we want to do versus what we think we should do: an empirical investigation of intrapersonal conflict
O'Connor K M; De Dreu C K W; Schroth H; Barry B; Lituchy T R; Bazerman M H
Journal of Behavioral Decision Making 2002 Vol 15:5 p 403-418
2001
Distributive spirals: negotiation impasses and the moderating effects of disputant self-efficacy
O'Connor K M; Arnold J A
Organizational Behavior and Human Decision Processes 2001 Vol 84:1 p 148-176
2000
System change, learning, and public opinion about the economy
Anderson C J; O'Connor K M
British Journal of Political Science 2000 Vol 30:1 p 147-172
1999
Ombudspersons or peers? The effects of third party expertise and recommendations on negotiation
Arnold J A; O'Connor K M
Journal of Applied Psychology 1999 Vol 84:5 p 776-785
What novices think about negotiation: a content analysis of scripts
O'Connor K M; Adams A A
Negotiation Journal 1999 Vol 15:2 p 135-148
1998
Experiential diversity in groups: conceptualizing and measuring variation among teammates
O'Connor K M
in Neale M A, Mannix E A and Gruenfeld D H (eds), Research on managing groups and teams, JAI Press, 1998.
1997
A nasty but effective negotiation strategy: misrepresentation of a common-value issue
O'Connor K M; Carnevale P J
Personality and Social Psychology Bulletin 1997 Vol 23:5 p 504-515
Groups and solos in context: the effects of accountability on team negotiation
O'Connor K M
Organizational Behavior and Human Decision Processes 1997 Vol 72:3 p 384-407
Motives and cognitions in negotiation: a theoretical integration and an empirical test
O'Connor K M
International Journal of Conflict Management 1997 Vol 8:2 p 114-131
1996
Temporal issues in work groups
McGrath J E; O'Connor K M
in West M (ed.), Handbook of Work Group Psychology, Wiley, 1996.
1995
Affect in computer-mediated and face-to-face work groups: the construction and testing of a general model
Rhoades J A; O'Connor K M
Computer Supported Cooperative Work 1995 Vol 4:2-3 p 203-228
Time, technology, and groups: an integration
Arrow H; Berdahl J L; Bouas K S; Craig K M; Cummings A; Lebie L; McGrath J E; O'Connor K M; Rhoades J A; Schlosser A
Computer Supported Cooperative Work 1995 Vol 4:2-3 p 253-261
1993
Group task performance and communication technology: a longitudinal study of computer-mediated vs face-to-face work groups
Hollingshead A B; McGrath J E; O'Connor K M
Small Group Research 1993 Vol 24:3 p 307-333
Groups, tasks, and technology: the effects of experience and change
McGrath J E; Arrow H; Gruenfeld D H; Hollingshead A B; O'Connor K M
Small Group Research 1993 Vol 24:3 p 406-420
The experience and effects of conflict in continuing work groups
O'Connor K M; Gruenfeld D H; McGrath J E
Small Group Research 1993 Vol 24:3 p 362-382
Time pressure in negotiator and mediator decision making
Carnevale P J; O'Connor K M; McCusker C
in Svenson O and Maule J (eds.), Time pressure and stress in human judgement and decision making, Plenum Press, 1993.
1991
Effective behavior in community mediation
Carnevale P J; Putnam L; Conlon D; O'Connor K M
in Duffy K, Olczak P and Grosch J (eds.), The art and science of community mediation: a handbook for practitioners and researchers, Guilford Press, 1991.
Teaching portfolio
Our teaching offering is updated annually. Faculty and programme material are subject to change.