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Washington University in St Louis Olin Business School

Olin Business SchoolOlin Business School
Home > Academic Programs > PhD > On the Market

Sudeep Sharma, PhD

Research Interests:
My research is focused on the relationship between individual differences and negotiation effectiveness. My research interests fall broadly in the following areas: Negotiation, the role of personality traits, emotions in the work place, power in negotiation, emotional intelligence.

Dissertation Title: “The Role of Personality, Intelligence, and Affect in Negotiation”

Abstract: I study whether personality, intelligence and emotions influence negotiation behaviors and outcomes. To examine the role of individual differences, my thesis explores the interaction effects of personality and intelligence, the effects of both broad and narrow personality facets, and how effects influence both objective and subjective outcomes in dyadic negotiation processes. My dissertation tests the role of such individual differences both in field and experimental settings.

Other Completed Papers
Title: "On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes: A meta-analysis," with William P. Bottom, and Hillary Anger Elfenbein. Published in Organizational Psychology Review.

Abstract: According to a longstanding consensus among researchers, individual differences play a limited role in predicting negotiation outcomes. This consensus stemmed from an early narrative review based on limited data. Testing the validity of this consensus, a meta-analysis of negotiation studies revealed a significant role for a wide range of individual difference variables. Cognitive ability, emotional intelligence, and numerous personality traits demonstrated predictive validity over multiple outcome measures. Relevant criteria included individual economic value, joint economic value, and psychological subjective value for both the negotiator and counterpart. Each of the Big 5 personality traits predicted at least one outcome measure, with the exception of conscientiousness. Characteristics of research design moderated some associations. Field data showed stronger effects than did laboratory studies. The authors conclude that the irrelevance consensus was misguided, and consider implications for theory, education, and practice.

Faculty Advisor(s):
  • Hillary Anger Elfenbein
  • William P. Bottom
Previous Employment:
  • Research Associate, Hogan Assessment System, Tulsa, United States
  • Research Associate, Defense Institute of Psychological Research, Delhi, India
  • 2012, MS Business Administration, Washington University in St. Louis
  • 2007, MS in Organizational Behavior, the London School of Economics and Political Science
  • 2005, MS in Human Resource Management, Indian Institute of Technology, Kharagpur
  • 2001, BS in Mechanical Engineering, Technical University, Bhopal, India
Bhilwara, Rajasthan, India

Curriculum Vitae | Email