rachel campagna

Rachel Campagna

ASSOCIATE PROFESSOR
Chair, Management and Entrepreneurship Department
Phone: (603) 862-5365
Office: Management, Paul College Rm 270C, Durham, NH 03824
Websites:
Curriculum Vitae

<p>Rachel Campagna Associate Professor of Management, where she currently serves as Chair of the Department of Management &amp; Entrepreneurship. As a behavioral scientist, her research explores trust dynamics within organizational and negotiation contexts, with particular attention to how emotions, trust violations, and repair strategies influence interpersonal and organizational outcomes. Rachel’s work has been published in leading academic journals, including the <em>Journal of Applied Psychology, Organizational Behavior and Human Decision Processes</em><em>, </em>and <em>Journal of Management</em><em>.</em> Her research notably emphasizes the nuanced roles of anger and emotion regulation in negotiations, highlighted in her TEDx talk on how reframing anger can generate value rather than destroy it. Her recent scholarship has provided a theoretical understanding of "felt trust"—the degree to which individuals perceive themselves as trusted by others, as well as the effectiveness of trust repair tactics -- including time -- following significant breaches. Beyond her scholarly contributions, Rachel is actively engaged in applied leadership development, delivering negotiation and leadership training to professionals, executives, and early-career leaders. &nbsp;</p>

Courses Taught

  • ADMN 575: Behavior in Organizations
  • ADMN 847: Human Resource Management
  • ADMN 866: Negotiating in Business
  • MGT 666: Judgment Days: Negotiations

Education

  • Ph.D., Organizational Behavior, Washington University - St Louis
  • B.A., Psychology, Allegheny College
  • MLHR, Human Resources Management, Ohio State University

Research Interests

  • Conflict/Dispute Resolution
  • Emotion
  • Social psychology
  • Applied Psychology
  • BEHAVIORAL/SOCIAL SCIENCES

Selected Publications

  • Medeiros, K. E., Griffith, J. A., Shipe, S. D., Crayne, M. P., Campagna, R., & McIntosh, T. (2022). Minding the ($500,000) Gap: Accounting for the Gender-Driven Gap in Executive Severance Agreements. Journal of Business and Psychology, 37(5), 1065-1077. doi:10.1007/s10869-021-09785-w

  • Campagna, R. L., Mislin, A. A., Dirks, K. T., & Elfenbein, H. A. (2022). The (mostly) robust influence of initial trustworthiness beliefs on subsequent behaviors and perceptions. HUMAN RELATIONS, 75(7), 1383-1411. doi:10.1177/00187267211002905

  • Campagna, R. L., Dirks, K. T., Knight, A. P., Crossley, C., & Robinson, S. L. (2020). On the Relation Between Felt Trust and Actual Trust: Examining Pathways to and Implications of Leader Trust Meta-Accuracy. JOURNAL OF APPLIED PSYCHOLOGY, 105(9), 994-1012. doi:10.1037/apl0000474

  • Campagna, R. L., Mislin, A. A., & Bottom, W. P. (2019). Motivated by guilt and low felt trust: The impact of negotiators' anger expressions on the implementation of negotiated agreements. JOURNAL OF BEHAVIORAL DECISION MAKING, 32(4), 450-470. doi:10.1002/bdm.2119

  • Campagna, R. L., Mislin, A. A., Kong, D. T., & Bottom, W. P. (2016). Strategic Consequences of Emotional Misrepresentation in Negotiation: The Blowback Effect. JOURNAL OF APPLIED PSYCHOLOGY, 101(5), 605-624. doi:10.1037/apl0000072

  • Mislin, A. A., Campagna, R. L., & Bottom, W. P. (2011). After the deal: Talk, trust building and the implementation of negotiated agreements. ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES, 115(1), 55-68. doi:10.1016/j.obhdp.2011.01.002

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