The Art of Negotiation – Dr. Ena Inesi, Associate Professor of Organisational Behaviour at LBS (8 mins)

Dr. Ena Inesi, is Associate Professor of Organisational Behaviourat at London Business School. In this MAD Talks Master Class, tells the audience how she joined London Business School in 2007. She received her Ph.D. in Organisational Behaviour from the Stanford Graduate School of Business and has lived and worked in the United States and Italy. Her research focuses on how power affects relationships. For example, she and her colleagues have demonstrated that power reduces perspective-taking, increases the tendency to see and treat other people as objects. Her work has also looked at how high-power individuals can feel threatened by others, triggering maladaptive responses, including acting against the goals of loved ones, and providing unfairly low performance evaluations to subordinates. Ena’s research has been published in Organizational Behavior and Human Decision Processes, Psychological Science, Journal of Personality and Social Psychology, and Journal of Experimental Social Psychology and has been covered in a variety of media outlets, including The New Yorker, U.S. News and World Report, nytimes.com and wsj.com.