Professor Catherine Tinsley Recognized for Influential Research

October 18, 2010 Cathy Tinsley

Two separate journal articles by McDonough School of Business Associate Professor Catherine Tinsley have been honored by The Academy of Management and the International Association for Conflict Management.

Tinsley’s article “Tough Guys Finish Last: The Perils of a Distributive Reputation,” published in Organizational Behavior and Human Decision Processes in 2002, received the Most Influential Article Award from the Conflict Management Division of the Academy of Management. The honor is given to the most influential article or book chapter published between 2002 and 2005. The Academy of Management has high standards for this award, requiring that the article has made a major impact on the field of conflict management by standing the test of time, being cited in a variety of works, being assigned to students, providing a turning point for a research direction, and making an innovative contribution to shaping the research area.
The article, which outlines the consequences of having a reputation for being a hard bargainer, was co-authored with Kathleen O’Connor and Brandon Sullivan. Their research described why negotiators who were believed to be tough bargainers – whether based on truth or not – suffered because their counterparts ceased information sharing and became equally competitive to protect themselves.
Additionally, the International Association for Conflict Management honored Tinsley for having the best article in the journal Negotiation and Conflict Management Research for 2009. The article, “Starting Out on the Right Foot: Negotiation Schemas When Cultures Collide,” finds that inefficiencies plague international negotiations because negotiators try too hard to adapt to stereotypes of the other culture. It was co-authored by Wendi L. Adair and Masako S. Taylor.