Prof. Martha JEONG
Assistant Professor,
Lee Heng Fellow marthajeong@ust.hk

CV


Academic Qualifications
Ph.D. Harvard Business School, Organizational Behavior
J.D. Harvard Law School
B.A. Rice University, Psychology & English

---

ACADEMIC AND PROFESSIONAL EXPERIENCEThe Hong Kong University of Science and Technology, Lee Heng Fellow, October 2021 - present.
The Hong Kong University of Science and Technology, Department of Management, Assistant Professor, July 2019 - present.

---

PUBLICATIONS Refereed Journal Publications (Chronological, alphabetical)Jeong, M., Minson, J., & Gino, F. 2020. In generous offers I trust: The effect of first-offer value on economically vulnerable behaviors. Psychological Science, 41: 644-653.
Jeong, M., Minson, J., Yeomans, M., & Gino, F. 2019. Communicating with warmth in distributive negotiations is surprisingly counter-productive. Management Science, 65: 5813-5837. (Download here)
Media Coverage:
The List TV Interview: The High Cost of Negotiating While Nice
Harvard Business Review. Research: Being Nice in a Negotiation Can Backfire (September 6, 2019)
Harvard Business Review. Research: Nice Negotiators Finish Last (January/February 2020 print issue)

John, L.K., Jeong, M., Gino, F., & Huang, L. 2019. The self-presentational consequences of upholding one’s stance in spite of the evidence. Organizational Behavior and Human Decision Processes, 154: 1-14. (Download here)
Media Coverage:
Harvard Business Review. Research: Changing Your Mind Makes You Seem Intelligent (September 11, 2019.)

Book ChaptersJeong, M., Minson, J., & Gino, F. 2020. Psychological shortcomings to optimal negotiation behavior: Intrapersonal & interpersonal challenges. In E. T. Higgins & A.W. Kruglanski (Eds.), Handbook of Basic Principles (3rd Edition). New York: The Guilford Press.

---

SELECTED RECENT CONFERENCE PRESENTATIONSJeong, M., Minson, J., & 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, Presented at the Academy of Management Annual Meeting, Chicago, IL (August 2018); East Coast Doctoral Student Conference, New York, NY (May 2018); and Society of Judgment and Decision-Making, Vancouver, Canada (November 2017).
Jeong, M., Minson, J., Yeomans, M., & Gino, F. Communicating with warmth in distributive negotiations is surprisingly counter-productive, Presented at International Association for Conflict Management, Philadelphia, PA (July 2018); 14th Annual Whitebox Advisors Graduate Student Conference, New Haven, CT (April 2018); Wharton Women in Business Academia Conference, Philadelphia, PA (April 2018); Academy of Management, Atlanta, GA (August 2017); and East Coast Doctoral Student Conference, New York, NY (April 2017).
John, L.K., Jeong M., Gino, F., & Huang, L. Backing down: The self-presentational consequences of changing one’s mind, Presented at Society of Judgment and Decision-Making, Boston, MA (November 2016); Academy of Management, Anaheim, CA (August 2016); International Association for Conflict Management, New York, NY (June 2016); Behavioral Decision Research in Management, Toronto, Canada (June 2016); NYU-Columbia Doctoral Student Conference, New York, NY (May 2016); and Wharton Women in Business Academia Conference, Philadelphia, PA (April 2016).

---

RESEARCH INTERESTS Social judgment & behavior
Judgment & decision-making
Workplace communication
Negotiation

---

HONORS AND AWARDS2020. Finalist, Franklist Prize for Teaching Excellence
2017 & 2016. The Program on Negotiation at Harvard Law School Next Generation Grant
2016. Howard Raiffa Doctoral Student Paper Award
2016. Harvard Kennedy School Dean’s Research Fund Award