Robin L. Pinkley Ph.D.

Education
Ph.D., Social Psychology, University of North Carolina, May, 1988
M.A., Psychology, College of William and Mary, June, 1981
B.S., Psychology, Elizabethtown College, June, 1978

Areas of Expertise 
Strategic Negotiation
Conflict Management

Courses Taught
Negotiation

Recent Consulting Engagements
General Electric, SBC Communications, JP Morgan Chase, Blue Cross/Blue Shield of Florida, ARCO, Mobil, NASA, Lockheed Martin, Southwestern Bell Company, i2 Technologies, Allstate Insurance, Taylor Publishing, Sewell Motor Company, Kodak, Computer Land, Amresco, Healthpoint, Banc Tec and Remington Hotel Corporation.

Current Research
The development of a new Gain-Gain approach to profitable negotiation as an alternative to the current Win-Win approach (given the myth of win-win as a road to profitability).

Negotiator power

The use of strategic anchors and bids in negotiation

The implication of using “fair” as a metric for evaluating outcome in negotiation.

Publications
Book:
"Get Paid What You're Worth: The Expert Negotaitors' Guide to Salary and Compensation", with Greg Northcraft.

Articles:
Journal of Applied Psychology
Organizational Behavior and Human Decision Processes
Academy of Management Review
Academy of Management Journal
Journal of Experimental Social Psycholgy
Personality and Social Psychology Bulletin
Journal of Social and Clinical Psychology
International Journal of Conflict Management

Media Coverage:
CNN, NPR’s Market Place Radio, ABC, CBS, NBC
The Wall Street Journal, New York Times, The Chicago Tribune, The Dallas Morning News, LA Times, USA Today, Money Magazine, Fortune Magazine, Kiplinger’s Personal Finance Magazine, Redbook, D Magazine, The Ladies Home Journal and Working Mother Magazine.

Editorial Boards
Associate Editor for: International Journal of Conflict Management

Grants, Honors & Awards

• Director of the American Airlines Center for Labor Relations and Conflict Resolution
• Founder of the M2M (Master to Master) Center for Profitable Negotiation
• North American Chairperson; The Organizational Conflict Track of the International Association for Conflict Management
• Member at Large, Program Chair and Chairman of the Conflict Management Division of the Academy of Management
• Corrigan Fellowship 1998- 1999
• Dorothy Cullum Fellowship 1995, 1996-1998
• SMU's Golden Mustang Endowment Award, 1995
• The Edwin L. Cox Outstanding Researcher Award, 1994