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Terry L. Boles

Emeritus Associate Professor in Management and Entrepreneurship

Current Positions

  • Emeritus Associate Professor, Management and Entrepreneurship

Education

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

Research Interests

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

Selected Publications

  • Johnson, M. M., Ilies, R. R., & Boles, T. L. (2012). Alternative reference points and outcome evaluation: The influence of affect. Journal of Applied Psychology. 97 (1) pp. 33-45.
  • Wang, G., Seibert, S. E., & Boles, T. L. (2011). Synthesizing what we know and looking ahead: A meta-analytic review of 30 years of emotional labor research In Research on Emotions in Organizations. (Vols. 7) pp. 15-43. Hartel, Ashkanasy & Zerbe (Eds.) Emerald Publishing.
  • Boles, T. L. & Moeller, L. D. (2011). The Road to Success: Learning how to Become an Effective Negotiator Kendell Hunt.
  • Le, H., Nguyen, H. H., & Boles, T. L. (2010). Collectivism-Individualism and cooperation: A cross-cultural and cross-level examination. Negotiation and Conflict Management Research. 3 (4).
  • Boles, T. L., Boles, T. L., Le, H., Le, H., Nguyen, H. D., & Nguyen, H. D. (2010). Persons, organizations and societies: The effects of collectivism and individualism on cooperation In Social Decision Making: Social Dilemmas, Social Values, and Ethical Dilemmas. pp. 171-203. Kramer, R., Tenbrunsel, A., & Bazerman, M. H. (Eds.) Routledge.
  • Croson, R. T., Boles, T. L., & Murnighan, J. K. (2003). Cheap talk in bargaining experiments: Lying and threats in ultimatum games. Journal of Economic Behavior and Organization. 51 (2) pp. 143-159.
  • Bono, J. E., Boles, T. L., Judge, T. A., & Lauver, K. J. (2002). The Role of Personality in Task and Relationship Conflict. Journal of Personality. 70 pp. 311-344.
  • deDreu, C. W., Boles, T. L., Koole, S., & Oldersma, F. (2001). Motivated Information Processing in Interpersonal Negotiation: Implications for Theory and Practice In Social Influence in Social Reality. pp. 87-100. F. Butera & G. Mugny (Eds.) Seattle, Washington: Hogrefe & Huber.
  • Boles, T. L., Croson, R. T., & Murnighan, J. K. (2000). Deception and Retribution in Repeated Ultimatum Bargaining. Organizational Behavior and Human Decision Processes. 83 pp. 235-259.
  • Boles, T. L. (1999). Themes and Variations on Shared Knowledge in Organizations In Shared Cognition in Organizations. pp. 327-347. J. Levine, D. M. Messick, & L. Thompson (Eds.) Psychology Press.

Selected Presentations

  • "Globalization and the World Economy," Guest/Invited Speaker at World Canvas, Iowa City, Iowa, December 2012.
  • "The Road to Negotiation Success," Guest/Invited Speaker at University of Iowa, Iowa City, Iowa, February 2012.
  • "Team Building," Guest/Invited Speaker at Annual UI Health Sciences &, Coralville, Iowa, March 2010.
  • "Negotiation Strategies for Professional Women," Guest/Invited Speaker at Women in Business Annual Meeting, Iowa City, Iowa, March 2010.
  • "Negotiation Workshop for Faculty Women," Guest/Invited Speaker at University of Iowa, Iowa City, Iowa, April 2009.
  • "Getting What You Deserve: Negotiation Strategies for Professional Women," Guest/Invited Speaker at "Way-Up" Women's Leadership Conference, Coralville, Iowa, November 2008.
  • "Negotiation Skills for Professional Women," Guest/Invited Speaker at Iowa State University, Ames, Iowa, April 2008.
  • "Negotiation for Professional Women," Guest/Invited Speaker at NEXUS, Des Moines, Iowa, April 2008.
  • "Negotiation Skills," Guest/Invited Speaker at First Annual Iowa Women's Conference, April 2007.
  • "Executive vs. Regular MBA Negotiation Contexts and Outcomes: What teachers can learn," Guest/Invited Speaker at PON-IRENE conference on " New Trends in Negotiation Teaching: Toward a Trans-Atlantic Network", Cergy-Pontoise, France, November 2005.

Selected Grants & Contracts

  • Boles, T. (Co-Principal), Principal Investigator(s): Boles, T. & Knudson, A. International Learning Communities. Buiness in International Education. Funded. July 2008 - July 2010.

Working Papers

  • Seibert, S. E., Wang, G., & Boles, T. L. (2013). What Role does Leaders' Emotional Labor Play in Followers' Job Performance and Transformational Leadership Perceptions?

Editorial & Review Activities

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