A Day of Executive Education - Madan Pillutla, The psychology of influence


London Business School
Deputy Dean (Faculty). BE (BITS, Pilani,) PGDM (XLRI, Jamshedpur), MSBA (Illinois), PhD (British Columbia)

London Business School Term Chair Professor of Organisational Behaviour

BE (BITS, Pilani,) PGDM (XLRI, Jamshedpur), MSBA (Illinois), PhD (British Columbia) Professor Madan Pillutla’s research focuses on incentives; decision-making; negotiating and bargaining; and trust and fairness in interpersonal interactions. Recent themes explored in his research include: the value of an apology and the role of anchors and power in negotiations. Before joining London Business School, Professor Pillutla worked as a management trainee and factory personnel manager at ITC Limited (a subsidiary of British American Tobacco) in Chirala and Calcutta, India. He is Associate Editor of the journal of Organizational Behavior and Human Decision Processes; and a member of the editorial boards of the Administrative Science Quarterly and the Academy of Management Perspectives. He has been on the editorial boards of the Academy of Management Review and the Journal of Management. Professor Pillutla has published articles in leading academic journals, and he is the co-author, with David De Cremer, of the book Making Negotiations Predictable: What Science Tells Us, Palgrave (Macmillan, 2012 forthcoming).

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