Mara’s expertise is within the fields of negotiation and conflict resolution.
Her research focuses on communication processes in negotiation. She is interested in how
the timing and sequencing of negotiation strategies affects negotiators’ outcomes,
particularly their ability to create value in the negotiation; and als in identifying the
contextual, cognitive and dispositional factors that shape strategy choice and
sequencing. Currently she is researching how trust and first impressions shape
negotiators' strategic decisions, including the use of deception. In a related
project, she is investigating how social stereotypes, especially gender, affect the
perception of and reaction to a range of negotiation strategies.
In addition to her role at MBS, Mara has held lecturing positions at the University of
Melbourne and University of Otago, as well as a range of management positions in the
Australian Public Service. She also has considerable experience as a presenter on
executive development programs.
Mara has published in leading international management, psychology and communication
journals, and has presented her work extensively at international conferences. She served
on the Editorial Board of the International Journal of Conflict Management for 2003-2005;
she is currently a Division Editor for Group Decision and Negotiation, and also on the
Editorial Boards of Negotiation and Conflict Management Research and Journal of
Organizational Behavior. From 2001 -2003, she was a board member of the International
Association of Conflict Management and is now President-Elect of the Association.
