Natalia Karelaia

Associate Professor of Decision Sciences

Natalia Karelaia is an Associate Professor of Decision Sciences at INSEAD where she teaches different topics on decision making, negotiations, leadership development, and change to MBAs and executive participants. She joined INSEAD in 2008, and was a visiting scholar at Harvard Business School (2016-2017) and the Program on Negotiation at Harvard University (2008).

Professor Karelaia’s research focuses on how people make decisions, how contextual and identity-related factors affect their decisions, and how their decision-making can be improved. She has published research on a variety of specific topics including decision-making processes, trust, identity conflict, unethical and prosocial behavior, and behavior in competitions. Her work has appeared in leading academic journals including Organization Science, Psychological Review, Management Science, and Organizational Behavior and Human Decision Processes. It has also been featured in the Harvard Business Review, Financial Times, and other media and practitioner-oriented outlets.

Her most recent research focuses on authenticity, conflicts and influence, gender processes at work, mindfulness, and communication forms in the context of decision making. Her interests also include clinical approaches to individual, group, and organizational diagnosis and coaching.

She currently serves as Associate Editor of Organizational Behavior and Human Decision Processes, a leading journal on the psychology of decision making in organizations. She is a member of the Academy of Management, the Society for Personality and Social Psychology, and the Society for Judgment and Decision Making, among others.



Journal articles and book chapters

Hewlin, P. F., Karelaia, N., Kouchaki, M., & Sedikides, C. (in press). Authenticity at work: Its shapes, triggers, and consequences. Organizational Behavior and Human Decision Processes

Cojuharenco, I., & Karelaia, N. (2020). When leaders ask questions: Can humility premiums buffer the effects of competence penalties?. Organizational Behavior and Human Decision Processes, 156, 113-134.

Guillén, L., Mayo, M., & Karelaia, N. (2018). Appearing self-confident and getting credit for it: Why it may be easier for men than women to gain influence at work. Human Resource Management, 57(4), 839-854.

Cojuharenco, I., Cornelissen, G., & Karelaia, N. (2016). Yes, I can: Feeling connected to others increases perceived consumer effectiveness and socially responsible behavior. Journal of Environmental Psychology, 48, 75-86.

Karelaia, N., & Reb, J. (2015). Improving decision making through mindfulness. In Mindfulness in Organizations, Reb, J., & Atkins, P. (Eds.), Cambridge University Press.

Karelaia, N., & Guillén, L. (2014). Me, a woman and a leader: Positive social identity and identity conflict. Organizational Behavior and Human Decision Processes, 125, 204-219.

Karelaia, N., & Keck, S. (2013). When deviant leaders are punished more than non-leaders: The role of deviance severity. Journal of Experimental Social Psychology, 49(5), 783-796.

Evgeniou, T., Fang, L., Hogarth, R. M., & Karelaia, N. (2013). Competitive dynamics in forecasting: The interaction of skill and uncertainty. Journal of Behavioral Decision Making, 26(4), 375-384.

Keck, S., & Karelaia, N. (2012). Does competition foster trust? The role of tournament incentives. Experimental Economics, 15(1), 204-228.

Hogarth, R. M., Karelaia, N., & Trujillo, C. (2012). When should I quit? Gender differences in exiting competitions. Journal of Economic Behavior and Organization, 83(1), 136-150.

Hogarth, R. M., & Karelaia, N. (2012). Entrepreneurial success and failure: Confidence and fallible judgment. Organization Science, 23(6), 1733-1747.

Karelaia, N., & Hogarth R. M. (2010). The attraction of uncertainty: Interactions between skill and levels of uncertainty in market-entry games. Journal of Risk and Uncertainty, 41(2), 141-166.

Karelaia, N., & Hogarth, R. M. (2008). Determinants of linear judgment: a meta-analysis of lens studies. Psychological Bulletin, 134(3), 404-426.

Hogarth, R. M., & Karelaia, N. (2007). Heuristic and linear models of judgment: Matching rules and environments. Psychological Review, 114(3), 733-758.

Karelaia, N. (2006). Thirst for confirmation in multi-attribute choice: Does search for consistency impair decision performance? Organizational Behavior and Human Decision Processes, 100, 128-143.

Hogarth, R. M., & Karelaia, N. (2006). Regions of rationality: Maps for bounded agents. Decision Analysis, 3(3), 124-144.

Hogarth, R. M, & Karelaia, N. (2006). Take-the Best and Other Simple Strategies: Why and When They Work 'Well' in Binary Choice. Theory and Decision, 61, 205-249.

Reprinted in:

Abdellaoui, M., Luce, D. R., Machina, M. J., and Munier, B. (Eds.) (2007). Uncertainty and risk: Mental, formal, experimental representations. Theory and Decision Library. Springer.

Hogarth, R. M., & Karelaia, N. (2005). Simple models for multi-attribute choice with many alternatives: When it does and does not pay to face tradeoffs with binary attributes. Management Science, 51(12), 1860-1872.

Hogarth, R. M., & Karelaia, N. (2005). Ignoring information in binary choice with continuous variables: When is less “more”? Journal of Mathematical Psychology, 49/2, 115-124.

Other publications

Karelaia, N. (2013). Book review: “Ecological Rationality: Intelligence in the World.” by Peter M. Todd, Gerd Gigerenzer, and The ABC Research Group. Oxford University Press, Journal of Economic Psychology, 34, 306-308.

Cojuharenco, I., Cornelissen, G., & Karelaia, N. (2011). Self-construal and socially responsible consumer behavior. NA - Advances in Consumer Research, Vol. 38, eds. Darren W. Dahl, Gita V. Johar, & Stijn M.J. van Osselaer. Duluth, MN: Association for Consumer Research.

Karelaia, N. (2009). Book review: “Predictably irrational: The hidden forces that shape our decisions.” by Dan Ariely. Harper, 2008. Academy of Management Perspectives, 23(1), 86-88.

Karelaia, N. (2008). Book review: “Straight choices. The psychology of decision making.” by Newell, B. N., Lagnado, D. A., and Shanks, D. R. Psychology Press, Taylor & Francis Group, Hove and New York, 2007. Journal of Economic Psychology, 29(3), 372-374.

Working Papers / Papers under Review

Guillén, L., Karelaia, N., & Leroy, H. (2018). Authentic (Mis)fit: Being oneself at the right place.

Cornelissen, G., Karelaia, N., & Soyer, E. (2015). Moral licensing online: How impression management leads to clicktivism.

Guillén, L., & Karelaia, N. (2015). Who leads the leader? Job performance of mid-level visionary leaders depends on who leads them.


At INSEAD, Prof. Karelaia teaches in the following programmes:

Executive Education

Behavioral Decision Making, Leadership Decision Making, Group Decision Making, Negotiations, Change

  • Variety of formats and audiences
  • Company-specific and open-enrollment programmes


Negotiation Dynamics (2010-...)

Management Decision Making (2009-...)

Previously, Prof. Karelaia taught the following courses:


Business Statistics, École Nationale des Ponts et Chaussées (ENPC), Paris, France (2007, 2005)

Mathematics Review, Universitat Pompeu Fabra, Barcelona, Spain (2004, 2003, 2002)

PhD and MSc

Managerial Economics (Microeconomics) (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002)

Decisions and Games (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002)


Decision Analysis, HEC Université de Lausanne, Lausanne, Switzerland (2007, 2006, 2005), in French

Business Strategy, Universitat Pompeu Fabra, Barcelona, Spain (2008, 2007, 2006, 2005, 2004, 2003), in Spanish

Cross-Cultural Management, The Institute for the International Education of Students (IES), Barcelona, Spain (2005, 2004)

Negotiation (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002)

Business Economics (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002)

Financial Economics (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002), in both English and Spanish

Applied Economics (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002), in Spanish

Corporate Finance (TA, Universitat Pompeu Fabra, Barcelona, Spain, 1999-2002)


If you are interested in pursuing a PhD, please look at INSEAD PhD programme and the specialization in Decision Sciences.

Natalia Karelaia
Decision Sciences

Boulevard de Constance
77305 Fontainebleau

Phone: + 33 1 60 72 45 11
e-mail: [email protected]

Assistant: Elodie Hardy
Phone: + 33 1 60 72 92 96
e-mail: [email protected]

INSEAD Personalised Experience




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