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Marwan Sinaceur is Assistant Professor of Organisational Behaviour at INSEAD. He was co-director of the INSEAD Social Sciences Research Centre from 2007-2010. He received his PhD in Organizational Behavior from the Graduate School of Business, Stanford University. At Stanford, he was a graduate fellow at the Stanford Center on Conflict and Negotiation (SCCN). He also is a graduate from Ecole Supérieure de Commerce de Paris in France (MSc in Management).
Professor Sinaceur's research focuses on negotiations, emotions, and individual and group decision-making. He has investigated how and when issuing a threat, expressing anger and other emotions, or being suspicious may be effective strategies in value creation and claiming in negotiations. He has also explored how emotions shape decision-making. His research has been published or is in press in the Journal of Applied Psychology, Psychological Science, the Journal of Experimental Social Psychology, Personality and Social Psychology Bulletin, and Group Decision and Negotiation.
Professor Sinaceur has taught negotiation to directors, managers, and MBAs for over seventeen years. As the founder of a Negotiation consulting & training firm, he designed and conducted executive programs for corporate clients in utilities, manufacturing, banking, and in government. He has often coached executives on their negotiations, typically helping them re-negotiate unfavorable terms of an agreement. He presented his dissertation research on suspicion in negotiations to executives and lawyers from Silicon Valley.
Professor Sinaceur has lived in four countries. Prior to pursuing his PhD, he held sales positions at Procter & Gamble (sales rep), EADS (deputy to director in Turkey, then one of the biggest export markets), and Hewlett-Packard (key-account manager).
Academic Publications:
Sinaceur, M., Van Kleef, G. A., Neale, M. A., Adam, H., & Haag, C. (in press). Hot or cold: Is communicating anger or threats more effective in negotiation? Journal of Applied Psychology.
Swaab, R., Maddux, W. W., & Sinaceur, M. (in press). Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes. Journal of Experimental Social Psychology.
Sinaceur, M. (2010). Suspending judgment to create value: Suspicion and trust in negotiation. Journal of Experimental Social Psychology.
Sinaceur, M., Thomas-Hunt, M., Neale, M. A., O’Neill, O., & Haag, C. (2010). Accuracy and perceived expert status in group decisions: When minority members make majority members more accurate privately. Personality and Social Psychology Bulletin.
Sinaceur, M., & Tiedens, L. Z. (2006). Get mad and get more than even: When and why anger expression is effective in negotiations. Journal of Experimental Social Psychology.
[Featured in the Harvard Negotiation Newsletter]
Sinaceur, M., Heath, C., & Cole, S. (2005). Emotional and deliberative reactions to a public crisis: Mad Cow disease in France. Psychological Science.
[Featured in The Observer, American Psychological Society]
Sinaceur, M., & Neale, M. A. (2005). Not all threats are created equal: How implicitness and timing affect the effectiveness of threats in negotiations. Group Decision and Negotiation.
[Featured in The Negotiation Journal].
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