Marwan Sinaceur is Assistant Professor of Organizational Behavior at INSEAD. He received his Ph.D. 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 (M.Sc. 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 in Psychological Science, the Journal of Experimental Social Psychology, and Group Decision and Negotiation.

Professor Sinaceur has taught negotiation to directors, managers, and MBAs for over thirteen 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 Ph.D., 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., & 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 Business 2.0 and 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 Rich Science of Economic Choice", 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.

Negotiations; Emotions; Groups.

Negotiations: Negotiation Dynamics.