DEPARTMENT OF MANAGEMENT STUDIES.
INDIAN INSTITUTE OF SCIENCE
FRIDAY SEMINAR
Date: 12th December 2025
Time: 3:00PM
VENUE: SEMINAR HALL DOMS.
Speaker:
Mr. Sudeep Sharma,
MBA Program Director
Associate Professor of Management
University of Illinois System
Title: “The Role of Personality, Intelligence, and Emotion in Negotiation and Decision-Making: Meta-analytic and Empirical Evidence”
Brief Bio: Dr. Sudeep Sharma is currently a tenured Associate Professor of Management at the University of Illinois Springfield. He holds a Doctoral degree in Business Administration from Washington University in St. Louis and a Master’s in Management from the London School of Economics and Political Sciences. Dr. Sharma’s research interests include negotiation and conflict management, personality and individual differences, and emotions in the workplace. One of his research papers on the role of personality and intelligence in negotiation received the 2015 outstanding article award from the International Association of Conflict Management (IACM) for making a significant and lasting contribution to the negotiation field. That paper and his subsequent publications challenged the conclusion of previous negotiation research and found evidence that individual differences, such as personality and intelligence, play a significant role in predicting negotiation effectiveness. He recently received a competitive DAAD fellowship to be a visiting professor in a University in Germany. Dr. Sharma also was conferred with the University Scholar Award from the University of Illinois System in 2020. His work has appeared in reputed journals such as Organizational Psychology Review, Emotion, Journal of Business and Psychology, and Human Performance. He teaches courses related to Organizational behavior, such as leadership and negotiation, and HR topics, such as performance management and people analytics, to undergraduate and graduate students at the University of Illinois.
ABSTRACT: Based on decades-old reviews, many negotiation researchers have expressed their misgivings about the effect of individual differences on negotiation outcomes. This consensus stemmed from an early narrative review based on limited data. More recent publications have found significant associations between traits and outcome measures. Testing the validity of the effect of individual differences, this meta-analysis of negotiation studies and the subsequent empirical research revealed a significant role for a wide range of individual difference variables and emotional expression. 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. Through meta-analysis, we combined relevant findings, compared and integrated moderators, and examined the mediating mechanisms quantitatively. Our findings from this research have important theoretical and practical implications for dispositional and emotional factors that influence negotiation effectiveness.
ALL ARE WELCOME