Gillian Ku is a Professor of Organisational Behaviour at London Business School. She received her PhD in Management and Organizations from the Kellogg School of Management. Prior to her doctoral studies, Gillian earned her bachelor’s degree at Harvard University and worked at the Disney Corporation where she was a financial analyst for Disney’s international video distribution division.

Gillian’s internationally-recognised research is in the broad area of negotiations, decision-making, and interpersonal relationships. Specifically, her research has focused on the dynamics of emotionally-charged decision-making and she investigates the decision-making processes involved in negotiations, auction bidding, and auction fever. She also has active research projects on perspective-taking and gender differences in a variety of domains. Gillian’s research has been widely published in the premier outlets of her field, including Journal of Personality and Social Psychology, Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Processes, Research in Organizational Behavior, Personality and Social Psychology Bulletin, and Harvard Business Review. Her research has also garnered international press coverage, including reports on auction behaviour at CNN, Chicago Tribune, The New York Times Magazine, BusinessWeek.com, and The Telegraph.

Gillian’s award-winning teaching focuses on negotiations, decision-making, and leading teams. She teaches on London Business School’s full-time MBA and Executive Education programmes. She has also consulted worldwide for schools (e.g. Indian School of Business and Cyprus International Institute of Management) and organisations (e.g. Diageo, Roche, Oman Oil, Kuwait Petroleum Corporation).

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have not yet verified your email address, please click the verification link on the email we sent you.",[],[],{"sys":"9762"},"6s9jzGZfKU0Y0vBOFm4V5e","2023-06-20T08:25:36.290Z",{"sys":"9763"},{"sys":"9764"},"INFO_ACCOUNT_EXISTS_DEACTIVATED","The user exists, but their web account status is in a deactivated state. The user needs to re-activate and follow forgotten password path.",[],[],{"sys":"9765"},"2SIB0Ve3XXaFeD0TRhdOgX","2023-06-20T08:25:52.131Z","2023-10-18T22:21:12.841Z",{"sys":"9766"},{"sys":"9767"},"INFO_USER_ACCOUNT_ALREADY_EXIST","This email address has already been registered with London.edu or emba-global.com, please {{log_in}} to continue or {{recover_your_password}}.",[],[],{"sys":"9768"},"1KQLvXQhkD8XRkAifSi5Vd","2023-06-20T08:26:18.847Z","2024-02-02T08:50:15.047Z",{"sys":"9769"},{"sys":"9770"},"CRM_API_ERROR","There was an issue with saving information to your profile, our systems may be down please check back later",[],[],{"sys":"9771"},"4S1BcJHW4vP8idu48fCda6","2023-06-20T08:26:33.455Z","2024-02-16T15:46:09.700Z",{"sys":"9772"},{"sys":"9773"},"IDENTITY_API_ERROR","There was an issue with your account creation as our system might be down. Please try again later.",[],[],{"sys":"9774"},"vBEAmCPkQZYHVfK98DEeX","2023-06-21T09:16:19.046Z",{"sys":"9775"},{"sys":"9776"},"GENERIC_MESSAGE","Something went wrong, please try again.",[],[],{"sys":"9777"},"5BJaPjMLhktMbyZsNhwPPS","2023-09-19T05:02:27.366Z",{"sys":"9778"},{"sys":"9779"},"ERROR_JOBLEVEL_REQUIRED","The Job level/seniority is required.",[],[],{"sys":"9780"},"zuwxxnWQZX0c0hcvknoNN","2023-09-19T05:03:35.221Z",{"sys":"9781"},{"sys":"9782"},"ERROR_INVALID_JOB_LEVEL","The Job level (Seniority) does not exist.",[],[],{"sys":"9783"},"6NlQkPrzzwy6ICvYrVaoHw","2023-09-20T12:15:50.368Z",{"sys":"9784"},{"sys":"9785"},"ERROR_AWA_PERCENTILE_OUT_OF_RANGE","The AWA percentile is out of range. Must be 0 to 100",[],[],{"sys":"9786"},"5GDdtfqdq2aA3osPZfZD3I","2023-09-20T12:17:49.823Z",{"sys":"9787"},{"sys":"9788"},"ERROR_AWA_SCORE_OUT_OF_RANGE","The AWA score is out of range. Must be 0 to 5000",[],[],{"sys":"9789"},"78l66KSyyJsJx9WImik6jP","2023-09-20T12:18:13.441Z",{"sys":"9790"},{"sys":"9791"},"ERROR_BROCHURE_TYPE_REQUIRED","The Brochure type is required. int (0 to 3)",[],[],{"sys":"9792"},"2ydt6JhwDcivqNi1F9u3yf","2023-09-20T12:18:38.457Z",{"sys":"9793"},{"sys":"9794"},"ERROR_ACADEMIC_INST_REQUIRED","The Academic institution field is required.",[],[],{"sys":"9795"},"3qm2O47nBATX73ivGgYoTF","2023-09-20T12:19:05.144Z",{"sys":"9796"},{"sys":"9797"},"ERROR_CITY_MAX_LENGTH","The city value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9798"},"34knb5Yu3QM1UpGN3EC7sn","2023-09-20T12:19:27.801Z",{"sys":"9799"},{"sys":"9800"},"ERROR_COMMENTS_REQUIRED","The Comments, Notes are required.",[],[],{"sys":"9801"},"4J95oJXFYo3j8KJxxNOXB","2023-09-20T12:19:52.554Z",{"sys":"9802"},{"sys":"9803"},"ERROR_COMPANY_MAX_LENGTH","The company value exceeded the maximum of 50 characters allowed.",[],[],{"sys":"9804"},"6JePrdEqMxj66PCKoyhRVX","2023-09-20T12:20:18.034Z",{"sys":"9805"},{"sys":"9806"},"ERROR_COMPANY_REQUIRED","The Company field is required.",[],[],{"sys":"9807"},"1rc0WLhV6AZQZfNKi8I6Bb","2023-09-20T12:20:42.901Z",{"sys":"9808"},{"sys":"9809"},"ERROR_CV_FILE_REQUIRED","The CV documents file is required.",[],[],{"sys":"9810"},"44BVAs2HnSzmJ8K5228DCY","2023-09-20T12:26:09.470Z",{"sys":"9811"},{"sys":"9812"},"ERROR_EASCORE_OUT_OF_RANGE","The EA Score value is out of range. Must be 0 to 5000",[],[],{"sys":"9813"},"66LiWDiTBxawKb37aduKAr","2023-09-20T12:26:34.952Z",{"sys":"9814"},{"sys":"9815"},"ERROR_EMAIL_MAX_LENGTH","The email address exceeded the maximum of 100 characters allowed.",[],[],{"sys":"9816"},"3uK1K3jHbWWVKpGlJ9oAIY","2023-09-20T12:27:36.776Z",{"sys":"9817"},{"sys":"9818"},"ERROR_EMAIL_REQUIRED","The email address is required.",[],[],{"sys":"9819"},"4WhTCrofvoufFpsvafDGLx","2023-09-20T12:28:14.539Z",{"sys":"9820"},{"sys":"9821"},"ERROR_EVENT_CODE_REQUIRED","The event code is required.",[],[],{"sys":"9822"},"5zVd6rM9mMaYpk71C4SQfs","2023-09-20T12:28:36.890Z",{"sys":"9823"},{"sys":"9824"},"ERROR_EXPECTED_GRADE_REQUIRED","The expected grade is required.",[],[],{"sys":"9825"},"3gng7PFb5tsR2oBdy7gFuL","2023-09-20T12:29:04.391Z",{"sys":"9826"},{"sys":"9827"},"ERROR_FACEBOOK_MAX_LENGTH","The Facebook value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9828"},"45HHJsY86oils42rZwwN0m","2023-09-20T12:29:35.349Z",{"sys":"9829"},{"sys":"9830"},"ERROR_FIRST_NAME_MAX_LENGTH","The Firstname value exceeded the maximum of 30 characters allowed.",[],[],{"sys":"9831"},"4avZnpXnlm5ay4OrIGt6cF","2023-09-20T12:30:03.911Z",{"sys":"9832"},{"sys":"9833"},"ERROR_FIRST_NAME_REQUIRED","The Firstname is required.",[],[],{"sys":"9834"},"43LOgBdMJBemdz8LqvfTQi","2023-09-20T12:30:29.861Z",{"sys":"9835"},{"sys":"9836"},"ERROR_FORM_PROGRAMME_CODE_REQUIRED","The form Proramme (Type) code is required to identify which programme applies.",[],[],{"sys":"9837"},"1Mm4nrQOZ2cVHwDBujxd6W","2023-09-20T12:30:54.275Z",{"sys":"9838"},{"sys":"9839"},"ERROR_FUNCTION_REQUIRED","The job function is required.",[],[],{"sys":"9840"},"2dD1anKvjptai8jKb3y6ST","2023-09-20T12:31:22.432Z",{"sys":"9841"},{"sys":"9842"},"ERROR_GMAT_SCORE_OUT_OF_RANGE","The GMAT score is out of range. Must be 0 to 5000",[],[],{"sys":"9843"},"4DEBeFo4fXDWRJPd0PZXUB","2023-09-20T12:31:59.929Z",{"sys":"9844"},{"sys":"9845"},"ERROR_HOME_COUNTRY_REQUIRED","The country of residence/home country is required.",[],[],{"sys":"9846"},"2BJSeris8dtH89hy8NwTja","2023-09-20T12:32:31.256Z",{"sys":"9847"},{"sys":"9848"},"ERROR_INDUSTRY_REQUIRED","The industry is required.",[],[],{"sys":"9849"},"3S7Po0QJ1DQPZx1RXDtqVs","2023-09-20T12:33:00.253Z",{"sys":"9850"},{"sys":"9851"},"ERROR_INVALID_BROAD_INDUSTRY","The broad industry does not exist.",[],[],{"sys":"9852"},"3YW3IowPAdxTIcxRF3kzx1","2023-09-20T12:33:59.445Z",{"sys":"9853"},{"sys":"9854"},"ERROR_INVALID_BROCHURE_TYPE","The brochure type does not exist. Must be 0 to 4",[],[],{"sys":"9855"},"79oEKBHE14jMtoMyDbWx6U","2023-09-20T12:34:27.730Z",{"sys":"9856"},{"sys":"9857"},"ERROR_INVALID_CAREER_ASPIRATIONS","The Career Aspiration does not exist.",[],[],{"sys":"9858"},"3FB4SSDKzHyXMnK6en3L6N","2023-09-20T12:35:00.158Z",{"sys":"9859"},{"sys":"9860"},"ERROR_INVALID_EMAIL_ADDRESS","Invalid email address format.",[],[],{"sys":"9861"},"5nbbEiwXmIrzJMYLocQrk8","2023-09-20T12:35:24.405Z",{"sys":"9862"},{"sys":"9863"},"ERROR_INVALID_FORM_PROGRAMME_CODE","The Programme (Type) code does not exist.",[],[],{"sys":"9864"},"3LoKWeCeTwF6j4r41XIZ9g","2023-09-20T12:35:49.453Z",{"sys":"9865"},{"sys":"9866"},"ERROR_INVALID_GENDER","The Gender does not exist.",[],[],{"sys":"9867"},"lIgFIygkUSqGAocfUhVve","2023-09-20T12:36:18.728Z",{"sys":"9868"},{"sys":"9869"},"ERROR_INVALID_HOME_COUNTRY","The country does not exist.",[],[],{"sys":"9870"},"1PeIQaSQhRl7runM25sPdJ","2023-09-20T12:38:05.682Z",{"sys":"9871"},{"sys":"9872"},"ERROR_INVALID_INDUSTRY","The industry does not exist.",[],[],{"sys":"9873"},"4aPYMgq7ysjfVZwiyccWXM","2023-09-20T12:39:44.235Z",{"sys":"9874"},{"sys":"9875"},"ERROR_INVALID_JOB_FUNCTION","The Job function does not exist.",[],[],{"sys":"9876"},"3fyLTfEPtjznYLseg261Rk","2023-09-20T12:40:13.922Z",{"sys":"9877"},{"sys":"9878"},[],[],{"sys":"9879"},"5TZkRPizRPHLJdK3jRZYgf","2023-09-20T12:41:02.051Z",{"sys":"9880"},{"sys":"9881"},"ERROR_INVALID_NATIONALITY","The nationality country name does not exist.",[],[],{"sys":"9882"},"6Ipt8pRzv2KdjvHYgjJJIj","2023-09-20T12:41:29.436Z",{"sys":"9883"},{"sys":"9884"},"ERROR_INVALID_PHONE_NUMBER","The format of the phone number is incorrect.",[],[],{"sys":"9885"},"7rta1rsXkJeKhnz88V0tzn","2023-09-20T12:42:45.476Z",{"sys":"9886"},{"sys":"9887"},[],[],{"sys":"9888"},"4moNPmBR4Cio9fy9ZqSTEs","2023-09-20T12:43:12.029Z",{"sys":"9889"},{"sys":"9890"},"ERROR_INVALID_PREFERRED_DATE_ID","The format of the preferred date id is incorrect. Should be Guid.",[],[],{"sys":"9891"},"7JGEqun84aUXh0AfGRYaAT","2023-09-20T12:43:46.385Z",{"sys":"9892"},{"sys":"9893"},"ERROR_INVALID_STUDY_FORMAT","The study format does not exist.",[],[],{"sys":"9894"},"3pCPa4IguVodvmimBtU8Pk","2023-09-20T12:44:08.726Z",{"sys":"9895"},{"sys":"9896"},"ERROR_INVALID_STUDY_LOCATION","The study location does not exist.",[],[],{"sys":"9897"},"3S4u3XK89H62BiHgt6TKa","2023-09-20T12:44:29.476Z",{"sys":"9898"},{"sys":"9899"},"ERROR_INVALID_TITLE","The title does not exist.",[],[],{"sys":"9900"},"4hF6U5DtoyiGoXN0ZoMyXP","2023-09-20T12:44:51.617Z",{"sys":"9901"},{"sys":"9902"},"ERROR_INVALID_YEAR_OF_STUDY","Must be a value from 0 to 100.",[],[],{"sys":"9903"},"5Gg07PL5hs0RmU7BJcJKQ6","2023-09-20T12:45:22.200Z",{"sys":"9904"},{"sys":"9905"},"ERROR_INVALID_WHAT_LED_YOU","The what led you does not exist.",[],[],{"sys":"9906"},"1v9GOno3DtZUAdi3bW9mB7","2023-09-20T12:45:44.301Z",{"sys":"9907"},{"sys":"9908"},"ERROR_IS_HR_PROFESSIONAL_REQUIRED","This is required. Set to true or false depending on the value selected on the form.",[],[],{"sys":"9909"},"7cfIyyFCLr6V4zlmsnxEJ9","2023-09-20T12:46:05.032Z",{"sys":"9910"},{"sys":"9911"},"ERROR_JOB_TITLE_REQUIRED","The Job title is required.",[],[],{"sys":"9912"},"34wRHrFyqaGhfexF1tavke","2023-09-20T12:46:26.668Z",{"sys":"9913"},{"sys":"9914"},[],[],{"sys":"9915"},"2CNc180G7lNO2SQ45ZCdB3","2023-09-20T12:46:47.132Z",{"sys":"9916"},{"sys":"9917"},"ERROR_LAST_NAME_MAX_LENGTH","The Lastname/Surname value exceeded the maximum of 30 characters allowed.",[],[],{"sys":"9918"},"79RaqyIadyGmlj3mVpPX1v","2023-09-20T12:47:11.944Z",{"sys":"9919"},{"sys":"9920"},"ERROR_LAST_NAME_REQUIRED","The Lastname/Surname is required.",[],[],{"sys":"9921"},"4KL74xdTqWEaNRPLW6ETxv","2023-09-20T12:47:40.153Z",{"sys":"9922"},{"sys":"9923"},"ERROR_LINKEDIN_URL_MAX_LENGTH","The LinkedIn Url value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9924"},"66nBIVg39yIigth8nMNudB","2023-09-20T12:48:02.043Z",{"sys":"9925"},{"sys":"9926"},"ERROR_MAX_LENGTH_1024","The Enquiry text maximum length of 1024 characters has been exceeded.",[],[],{"sys":"9927"},"QbctBNVhrqZLcy4c3knBr","2023-09-20T12:48:25.353Z",{"sys":"9928"},{"sys":"9929"},"ERROR_MAX_LENGTH_2000","The Comments text maximum length of 2000 characters has been exceeded.",[],[],{"sys":"9930"},"6DrDriG34YSVIKTN4Vm5NQ","2023-09-20T12:48:48.194Z",{"sys":"9931"},{"sys":"9932"},"ERROR_NATIONALITY_REQUIRED","The Nationality country name is required.",[],[],{"sys":"9933"},"6CMFWjneETZQAMgZwHUsyu","2023-09-20T12:49:15.703Z",{"sys":"9934"},{"sys":"9935"},"ERROR_OBJECTIVES_REQUIRED","The objectives is required.",[],[],{"sys":"9936"},"1uS8BaQxnTjrbfoJCmM0Pf","2023-09-20T12:50:07.828Z",{"sys":"9937"},{"sys":"9938"},"ERROR_PASSWORD_REQUIRED","The user profile password is required.",[],[],{"sys":"9939"},"1fXC7WfpL8TGPHX1sfvQeT","2023-09-20T12:50:32.450Z",{"sys":"9940"},{"sys":"9941"},"ERROR_PASSWORD_TOO_WEAK","The password the user entered is too weak.",[],[],{"sys":"9942"},"2GD5stEo4S1zKbjIoGz3FC","2023-09-20T12:58:00.857Z",{"sys":"9943"},{"sys":"9944"},"ERROR_PREFERRED_DATE_REQUIRED","The preferred date value is required.",[],[],{"sys":"9945"},"4r0NItjAuDbYTLrK7MUjdq","2023-09-20T12:58:28.320Z",{"sys":"9946"},{"sys":"9947"},"ERROR_PROGRAMMES_OF_INT_REQUIRED","At least one Programmes of Interest is required.",[],[],{"sys":"9948"},"4fGkP5U7D3yz0CPU5ftEhl","2023-09-20T12:58:58.766Z",{"sys":"9949"},{"sys":"9950"},"ERROR_QUANTITIVE_PERCENTILE_OUT_OF_RANGE","The Quantitive percentile is out of range. Must be 0 to 100",[],[],{"sys":"9951"},"5FnmXJwgT9aoCntG78fVJm","2023-09-20T12:59:20.861Z",{"sys":"9952"},{"sys":"9953"},"ERROR_QUANTITIVE_SCORE_OUT_OF_RANGE","The Quantitive score is out of range. Must be 0 to 5000",[],[],{"sys":"9954"},"6VngENU3zirpK539TaE7hm","2023-09-20T12:59:42.136Z",{"sys":"9955"},{"sys":"9956"},"ERROR_SKYPE_MAX_LENGTH","The Skype value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9957"},"3oT9EhhwbUcCX0ORya5LBy","2023-09-20T13:02:16.781Z",{"sys":"9958"},{"sys":"9959"},"ERROR_STATE_REQUIRED","The State is required for the country selected.",[],[],{"sys":"9960"},"5flDZuLXL8bVEl5EQepnCB","2023-09-20T13:02:36.714Z",{"sys":"9961"},{"sys":"9962"},"ERROR_STUDY_DISCIPLINE_REQUIRED","The Study discipline is required.",[],[],{"sys":"9963"},"1TklVQWeu24dsrKE02wb6v","2023-09-20T13:03:01.314Z",{"sys":"9964"},{"sys":"9965"},"ERROR_TITLE_REQUIRED","The User profile title is required.",[],[],{"sys":"9966"},"1nigSTOcKpVo3LPaQNIC56","2023-09-20T13:03:25.691Z",{"sys":"9967"},{"sys":"9968"},"ERROR_TWITTER_MAX_LENGTH","The Twitter value exceeded the maximum length of 50 characters allowed.",[],[],{"sys":"9969"},"2nKDdEEHSQPctevBcDMozT","2023-09-20T13:03:45.124Z",{"sys":"9970"},{"sys":"9971"},"ERROR_VERBAL_PERCENTILE_OUT_OF_RANGE","The Verbal percentile is out of range. 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Teaching portfolio

Our teaching offering is updated annually. Faculty and programme material are subject to change.

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If you wish to have access to, erase, object to or restrict the processing of, transfer or have a query about your personal data.

Please address such requests to the Data Protection Officer, London Business School, Regent’s Park, London NW1 4SA or email: dpo@london.edu Further information about your rights is set out in our privacy policy, please visit: https://www.london.edu/about/london-business-school/policies-and-legislation/website-privacy-policy.

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Judgment and decision-making; auction fever
Perspective-taking and intergroup relations
Diversity and inclusion
Managing work and getting ahead

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Research and Awards

\n
Excellence in Teaching Award, London Business School, 2014
\n
\n
London Business School Research Fellow of Organisational Behaviour, 2007-2009
\n
\n
Best Paper Proceedings (Sivanathan, Molden, Galinsky, & Ku), Conflict Management Division, Academy of Management Conference, Philadelphia, PA, August 2007
\n
\n
Doctoral Teaching Award for Distinction in Teaching, Kellogg School of Management, 2002-2003
\n
\n
Outstanding Paper (Ku & Murnighan), International Association for Conflict Management Conference, Melbourne, Australia, June 2003
\n
\n
Best Paper Proceedings (Ku, Malhotra, & Murnighan), Conflict Management Division, Academy of Management Conference, Seattle, WA, August 2003
\n
\n
Selected for Academy of Management 2003 Organizational Behavior Doctoral Consortium
\n
\n
Selected for Academy of Management 2002 Conflict Management Doctoral Consortium
\n
\n
John Harvard Scholarship for Academic Achievement of the Highest Distinction, 1996-1997
\n
\n
Elizabeth Cary Agassiz Scholarship for Academic Achievement of the Highest Distinction, 1996-1997
\n
\n
Harvard College Scholarship, 1995-1996
\n
\n
Elizabeth Cary Agassiz Certificate of Merit, 1995-1996
\n
\n
Pomona Scholar (highest academic honour), 1993-1995
\n
\n
Best Publication in 2017 (Kray, Kennedy, & Ku), International Association for Conflict Management Conference, Dublin, Ireland, July 2019
\n

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Gillian Ku

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