Back to Henry B. Tippie College Directory Homepage

Terry L. Boles

Terry L. Boles Management & Organizations

Associate Professor Emeritus - January 2014
W316  Pappajohn Business Building
The University of Iowa, Iowa City, IA 52242-1994

Academic History

  • PhD in Social Psychology, University of California, Santa Barbara, 1991
  • BA in Psychology, University of California, Santa Barbara, 1986


  • Decision Making under Risk
  • International and Cross-Cultural Negotiations
  • Negotiation Process and Strategy


  • President, International Association for Conflict Management, 2005
  • President-Elect, International Association of Conflict Management, 2004

Selected Publications

  • Alternative reference points and outcome evaluation: The influence of affect, Michael M. Johnson, Remus R. Ilies, Terry L. Boles, Journal of Applied Psychology, vol 97, 2012, 33-45
  • Collectivism-Individualism and cooperation: A cross-cultural and cross-level examination, Huy Le, Hannah H. Nguyen, Terry L. Boles, Negotiation and Conflict Management Research, vol 3, 2010
  • The Role of Personality in Task and Relationship Conflict, J. E. Bono, Terry L. Boles, T. A. Judge, K. J. Lauver, Journal of Personality, vol 70, 2002, 311-344
  • Deception and Retribution in Repeated Ultimatum Bargaining., Terry L. Boles, R. T. A. Croson, J. K. Murnighan, Organizational Behavior and Human Decision Process, vol 83, 2000, 235-259
  • Share and share alike or winner take all?: The influence of social value orientation upon choice and recall of negotiation heuristics., C. K. W. deDreu, Terry L. Boles, Organizational Behavior and Human Decision Processes, vol 76, 1998, 253-276
  • Distributing adventitious outcomes: Social norms, egocentric martyrs, and the effects on future relationships, J. M. Parks, Terry L. Boles, D. Conlon, E. DeSouza, W. Gatewood, K. Gibson, J. J. Halpern, D. C. Locke, J. C. Nekich, P. Straub, G. Wilson, J. K. Murnighan, Organizational Behavior and Human Decision Processes, vol 67, 1996, 181-200
  • A reverse outcome bias: The influence of multiple reference points on the evaluation of outcomes and decisions., Terry L. Boles, D. M. Messick, Organizational Behavior and Human Decision Processes, vol 61, 1995, 262-275
  • Avoiding regret in decisions with feedback: A negotiation example, Terry L. Boles, R. P. Larrick, Organizational Behavior and Human Decision Processes, vol 63, 1995, 87-97

Working Papers

  • What Role does Leaders' Emotional Labor Play in Followers' Job Performance and Transformational Leadership Perceptions? , Scott E. Seibert, Gang Wang, Terry L. Boles

    Sponsored Research

    • International Learning Communities, Terry L. Boles, Ann Knudson. Buiness in International Education

    Other Work

    • Synthesizing what we know and looking ahead: A meta-analytic review of 30 years of emotional labor research, Gang Wang, Scott E. Seibert, Terry L. Boles, Research on Emotions in Organizations, vol 7, 2011, 15-43
    • Boles, T.L., Le, H. Nguyen, H-H. D. (2010). Persons, organizations and societies: The effects of collectivism and individualism on cooperation. Kramer, R., Tenbrunsel, A., & Bazerman, M. H. (Eds.), Social Decision Making: Social Dilemmas, Social Values, and Ethical Dilemmas. , Terry L. Boles, Huy Le, Hannah-Hanh Dung Nguyen, Brief-Walsh Series in Organizations and Management/ Routledge, 2010, 171-203
    • Motivated Information Processing in Interpersonal Negotiation: Implications for Theory and Practice, C.K. W. deDreu, Terry L. Boles, S. Koole, F.L. Oldersma, F. Butera and G. Mugny (Eds.),Social Influence in Social Reality, Seattle/Toronto: Hogrefe & Huber, 2001, 87-100
    • Equity, Terry L. Boles, C. G. McClintock, In V. S. Ramachandram, (Ed.), Encyclopedia of Human Behavior. Vol. 2, (pp. 297-312). San Diego: Academic Press., vol 2, 1994, 297-312

      Current & Prior Positions

      • Associate Professor Emeritus, Henry B. Tippie College of Business, The University of Iowa, January 2014 - Present
      • Director, Institute for International Business, Henry B. Tippie College of Business, The University of Iowa, 2008 - 2013
      • Associate Professor, International Programs (complimentary appointment), The University of Iowa, 2003 - 2013
      • Associate Professor of Management and Organizations, Henry B. Tippie College of Business, The University of Iowa, August 2001 - December 2013
      • Assistant Professor, Department of Management and Organizations, Henry B. Tippie College of Business, The University of Iowa, August 1993 - July 2001
      • Visiting Assistant Professor, Dispute Resolution Research Center, Kellogg Graduate School of Managment, Nothewestern University, September 1991 - June 1993
      • Teaching Assistant and Research Assistant, Department of Psychology, University of California, Santa Barbara, CA, 1986 - 1991

      Review and Editorial Work

      • Referee, Journal of Applied Psychology, January 2009 - current
      • Referee, Academy of Management Journal, January 2005 - current
      • Referee, Journal of Applied Social Psychology, 1997 - current
      • Referee, Journal of Experimental Social Psychology, 1995 - current
      • Referee, Organizational Behavior and Human Decision Process, 1991 - current
      • Referee, Journal of Managerial Issues, 2003- 2004

      Professional Affiliations

      • Editorial Board Member, Organizational Behavior and Human Decision Processes, April 2010 - current
      • Editorial Board Member, Negotiation and Conflict Management Research, 2003 - current


      • Globalization and the World Economy, World Canvas, International Programs, Senate Chambers, Old Capital, University of Iowa, December 2012
      • The Road to Negotiation Success, Mentors Banquet; Vaughan Institute, Vaughan Institute of Risk Management, Iowa City, February 2012
      • Negotiation Strategies for Professional Women, Women in Business Annual Meeting, Tippie College of Business - Women in business, W401 PBB, March 2010
      • Team Building, 2nd Annual UI Health Sciences & , UI Faculty Women, Marriott Hotel, Coralville, IA, March 2010
      • Negotiation Workshop for Faculty Women, Office of the Provost, UCC; University of Iowa, April 2009
      • "Getting What You Deserve: Negotiation Strategies for Professional Women", "Way-Up" Women's Leadership Conference, Coralville, IA, November 2008
      • Negotiation Skills for Professional Women, Women's Leadership Conference, Iowa State University, Ames, Iowa, April 2008
      • Negotiation for Professional Women, NEXUS, NEXUS, a professional women's organization , Des Moines Iowa, April 2008
      • Negotiation Skills, First Annual Iowa Women's Conference, April 2007
      • Moderator for Institute for International Business program with the U.S. Commercial Service., Business Opportunities in the United Arab Emirates and the Middle East, March 2006
      • Teaching Email Negotiations, A presentation in a track called "Teaching email negotiations at the PON-IRENE conference on "New Trends in Negotiation Teaching: Toward a Trans-Atlantic Network," Cergy-Pontoise, France, November 2005
      • Executive vs. Regular MBA Negotiation Contexts and Outcomes: What teachers can learn, PON-IRENE conference on " New Trends in Negotiation Teaching: Toward a Trans-Atlantic Network,"Cergy-Pontoise, France., November 2005
      • Effective Negotiation Strategies for Women, Talk to the Associated University Women, October 2005
      • Getting what you deserve: Negotiation strategies for professional women., Undergraduate Women in Business meeting, March 2005
      • Negotiation in a Nutshell: A Focus on the Challenges of International Negotiations, Annual meeting of the Marketing Advisory Board, Tippie College of Business, March 2005
      • Moderator, Exporting to China, What your company should know, A day-long seminar jointly sponsored by the Institute for International Business and the U.S. Commerical Service, February 2005

      Committees and Professional Service

      • International Student Task Force, 2013-current
      • International Programs Faculty Advisory Council, 2012-current
      • Judicial Commission, 2008-current
      • Global Business Exchange, 2008-current
      • Iowa First, 2007-current
      • Diversity Committee, 2007-current
      • International Association of Conflict Management, 2006-current
      • Member, Tippie College of Business Executive Committee, 2004-current
      • Greater China Business Association, 2010-2013
      • Riverside Theatre, 2005-2012
      • Iowa City Foreign Relations Council, 2008-2011
      • Faculty Senate, 2008-2009
      • Faculty Senate, 2008-2009
      • Member, Advisory Committee of the Office of International Students and Scholars (OISS), 2004-2006
      • Member, Search Committee for Organizational Behavior Position, 2004-2005
      • Member, Judicial Board, 2002-2005

      Additional Training

      • Teaching International Management, Continuing Education, CIBER - Univ. of South Carolina, 2008
      • Iowa First, Workshop, Office of Equal Opportunity and Diversity, 2007
      • Received Diversity Training at an IDEA workshop in Ames, Iowa., 2007