Martha JEONG

PhD in Organizational Behavior
Harvard University, 2019

Assistant Professor
Department of Management



(852) 2358 7735
marthajeong@ust.hk
Room LSK5054
Personal Web

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ORCID
0000-0001-6370-664X




Research Interest Publications Teaching Assignment RPG Supervision Space used




Research Interest

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Human judgment and decision processes
Negotiations and conflict management
Managerial decision making
Managerial judgment
Organizational behavior



Publications

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All Years 18 2022 0 2021 0 2020 2 2019 4 2018 4 2017 3 2016 5

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2020 2

In Generous Offers I Trust: The Effect of First-Offer Value on Economically Vulnerable Behaviors
Psychological Science, v. 31, (6), June 2020, article number 6705, p. 644-653
Jeong, Martha; Minson, Julia A.; Gino, Francesca Article
Psychological Shortcomings to Optimal Negotiation Behavior: Intrapersonal and Interpersonal Challenges
Social Psychology: Handbook of Basic Principles / Edited by Paul A.M. Van Lange, E. Tory Higgins & Arie W. Kruglanski. New York : The Guilford Press, 2020, 3rd ed., Ch. 27
Jeong, Martha; Minson, Julia; Gino, Francesca Book chapter

2019 4

Being Nice in a Negotiation Can Backfire
Harvard Business Review, 6 September 2019
Jeong, Martha; Minson, Julia; Yeomans, Mike; Gino, Francesca Article
Changing Your Mind Makes You Seem Intelligent
Harvard Business Review, 11 September 2019
Jeong, Martha; John, Leslie; Gino, Francesca; Huang, Laura Article
Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
Management Science, 2 July 2019
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Article
The self-presentational consequences of upholding one’s stance in spite of the evidence
Organizational Behavior and Human Decision Processes, v. 154, September 2019, p. 1-14
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Article

2018 4

Communicating with warmth in distributive negotiations is surprisingly counter-productive
International Association for Conflict Management 2018, Philadelphia, USA, 8-11 July 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Conference paper
Communicating with warmth in distributive negotiations is surprisingly counter-productive
14th Annual Whitebox Advisors Graduate Student Conference 2018, New Haven, 27 April 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Conference paper
Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process
The 78th Annual Meeting of the Academy of Management , Chicago, IL United States, 10-14 August 2018
Jeong, Martha; Minson, Julia; Soll, J. Conference paper
Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process
East Coast Doctoral Conference @EastCoastDocCon , New York, 26 April - 4 May 2018
Jeong, Martha; Minson, Julia; Soll, J. Conference paper

2017 3

Communicating with warmth in distributive negotiations is surprisingly counter-productive
East Coast Doctoral Conference 2017, New York, 1 May 2017
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Conference paper
Communicating with warmth in distributive negotiations is surprisingly counter-productive
2017 Annual Meeting of the Academy of Management, Atlanta, Georgia, 4-8 August 2017
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Conference paper
Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process
Society for Judgment and Decision Making (SJDM) 2017 Annual Conference, Vancouver, 10-13 November 2017
Jeong, Martha; Minson, Julia; Soll, J. Conference paper

2016 4

Backing down: The self-presentational consequences of changing one’s mind
Society for Judgment and Decision Making (SJDM) 2016 Annual Conference, Montreal, 18 November 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper
Backing down: The self-presentational consequences of changing one’s mind
The 29th Annual International Association for Conflict Management (IACM 2016) Conference , New York City, NY, USA, 26-29 June 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper
Backing down: The self-presentational consequences of changing one’s mind
2016 Annual Meeting of the Academy of Management, 5-9 Augusst 2016, California, USA
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper
Backing down: The self-presentational consequences of changing one’s mind
Behavioral Decision Research Conference 2016, Toronto, Canada, 9-11 June 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper

2010 1

Communicating with warmth in distributive negotiations is surprisingly counter-productive
The 20th Annual Conference: Wharton Women’s Summit / Wharton Women in Business, Philadelphia, USA, 28 September 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Conference paper


Expand All Collapse All


Article 1

In Generous Offers I Trust: The Effect of First-Offer Value on Economically Vulnerable Behaviors
Psychological Science, v. 31, (6), June 2020, article number 6705, p. 644-653
Jeong, Martha; Minson, Julia A.; Gino, Francesca

Book chapter 1

Psychological Shortcomings to Optimal Negotiation Behavior: Intrapersonal and Interpersonal Challenges
Social Psychology: Handbook of Basic Principles / Edited by Paul A.M. Van Lange, E. Tory Higgins & Arie W. Kruglanski. New York : The Guilford Press, 2020, 3rd ed., Ch. 27
Jeong, Martha; Minson, Julia; Gino, Francesca


Expand All Collapse All


Article 4

Being Nice in a Negotiation Can Backfire
Harvard Business Review, 6 September 2019
Jeong, Martha; Minson, Julia; Yeomans, Mike; Gino, Francesca
Changing Your Mind Makes You Seem Intelligent
Harvard Business Review, 11 September 2019
Jeong, Martha; John, Leslie; Gino, Francesca; Huang, Laura
Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
Management Science, 2 July 2019
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
The self-presentational consequences of upholding one’s stance in spite of the evidence
Organizational Behavior and Human Decision Processes, v. 154, September 2019, p. 1-14
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura


Expand All Collapse All


Conference paper 4

Communicating with warmth in distributive negotiations is surprisingly counter-productive
International Association for Conflict Management 2018, Philadelphia, USA, 8-11 July 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Communicating with warmth in distributive negotiations is surprisingly counter-productive
14th Annual Whitebox Advisors Graduate Student Conference 2018, New Haven, 27 April 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process
The 78th Annual Meeting of the Academy of Management , Chicago, IL United States, 10-14 August 2018
Jeong, Martha; Minson, Julia; Soll, J.
Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process
East Coast Doctoral Conference @EastCoastDocCon , New York, 26 April - 4 May 2018
Jeong, Martha; Minson, Julia; Soll, J.


Expand All Collapse All


Conference paper 3

Communicating with warmth in distributive negotiations is surprisingly counter-productive
East Coast Doctoral Conference 2017, New York, 1 May 2017
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Communicating with warmth in distributive negotiations is surprisingly counter-productive
2017 Annual Meeting of the Academy of Management, Atlanta, Georgia, 4-8 August 2017
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process
Society for Judgment and Decision Making (SJDM) 2017 Annual Conference, Vancouver, 10-13 November 2017
Jeong, Martha; Minson, Julia; Soll, J.


Expand All Collapse All


Conference paper 4

Backing down: The self-presentational consequences of changing one’s mind
Society for Judgment and Decision Making (SJDM) 2016 Annual Conference, Montreal, 18 November 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura
Backing down: The self-presentational consequences of changing one’s mind
The 29th Annual International Association for Conflict Management (IACM 2016) Conference , New York City, NY, USA, 26-29 June 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura
Backing down: The self-presentational consequences of changing one’s mind
2016 Annual Meeting of the Academy of Management, 5-9 Augusst 2016, California, USA
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura
Backing down: The self-presentational consequences of changing one’s mind
Behavioral Decision Research Conference 2016, Toronto, Canada, 9-11 June 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura


Expand All Collapse All


Conference paper 1

Communicating with warmth in distributive negotiations is surprisingly counter-productive
The 20th Annual Conference: Wharton Women’s Summit / Wharton Women in Business, Philadelphia, USA, 28 September 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca


Expand All Collapse All


2016 4

Backing down: The self-presentational consequences of changing one’s mind
Society for Judgment and Decision Making (SJDM) 2016 Annual Conference, Montreal, 18 November 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper
Backing down: The self-presentational consequences of changing one’s mind
The 29th Annual International Association for Conflict Management (IACM 2016) Conference , New York City, NY, USA, 26-29 June 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper
Backing down: The self-presentational consequences of changing one’s mind
2016 Annual Meeting of the Academy of Management, 5-9 Augusst 2016, California, USA
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper
Backing down: The self-presentational consequences of changing one’s mind
Behavioral Decision Research Conference 2016, Toronto, Canada, 9-11 June 2016
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura Conference paper

2010 1

Communicating with warmth in distributive negotiations is surprisingly counter-productive
The 20th Annual Conference: Wharton Women’s Summit / Wharton Women in Business, Philadelphia, USA, 28 September 2018
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca Conference paper


No Publications


No Publications






Teaching Assignment

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2021-22 Winter 0 2021-22 Fall 0 2020-21 Summer 0 2020-21 Spring 1 2020-21 Winter 0 2020-21 Fall 0

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MGMT2110 Organizational Behavior


No Teaching Assignments


No Teaching Assignments


No Teaching Assignments


No Teaching Assignments


No Teaching Assignments






Research Postgraduate (RPG) Supervision From January 2019 to December 2022 (As of 30 January 2022)

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Current RPGs

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Master of Philosophy DONG, Xiawei
Management( 2020 - )









ProjectsFrom January 2020 to December 2022

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