Catherine Tinsley

Catherine Tinsley, Ph.D., is a professor of management at Georgetown University’s McDonough School of Business, Faculty Director of the Georgetown University Women’s Leadership Institute, Academic Director of Georgetown McDonough’s Executive Master’s in Leadership program, and a Senior Policy Scholar at the Georgetown Center for Business and Public Policy. Tinsley is an expert on gender intelligent leadership, gender parity and workforce development, negotiations, and decision making. For the past two years, she participated in The World Economic Forum’s annual meeting in Davos, Switzerland where she spoke about the role of confidence in women’s economic empowerment. In 2012 and 2013, she partnered with the U.S. Chamber of Commerce to study a decade of gender in the C-suite—researching how women fared relative to men in publicly traded companies from 2000-2010. She is currently doing field research with two Fortune 500 firms and one Fortune 100 firm, analyzing the implications of various corporate policies and structures for women’s advancement. Tinsley also has collaborated with the White House and U.S. State Department to execute a woman-to-woman mentorship summit and has partnered with the U.S. State Department and the Council of Women World Leaders to convene the first ever world-wide meeting of the Ministers of Women’s Affairs. In addition to her research around gender issues, Tinsley has received several grants from NASA, the National Science Foundation, and the Department of Homeland Security for her work on decision making and risk and from the Department of Defense and Army Research Office for her work on modeling culture’s influence on negotiation and collaboration. Tinsley has served on three committees for the National Academy of Sciences— The Committee to Improve Intelligence Analysis for National Security, The Committee on Unifying Social and Cultural Frameworks in the Military, and the Committee on The Context of Military Environments (where she served as vice-Chair). She has won various academic rewards for her research. In addition to her research on gender dynamics in organizations, she studies how factors such as culture, reputations, and gender influence negotiation and conflict resolution. She also studies how people make decisions under risk, applying decision analytic frameworks to understand organizational disasters, and individual and expert responses to natural disasters (such as hurricanes) and man-made disasters (terrorist attacks). Tinsley has published more than 50 articles and book chapters in peer-reviewed journals, including: Management Science, Academy of Management Review, Journal of Applied Psychology, Organization Behavior and Human Decision Processes, American Sociological Review, Journal of Economic Psychology, Research in Organizational Behavior, Journal of International Business Studies, Negotiation and Conflict Management Research, Research on Negotiations in Organizations, Negotiation Journal, Journal of Applied Social Psychology, Applied Psychology, International Negotiation: A journal of Theory and Practice, and International Perspectives on Organizational Justice. She currently is on the editorial board of Organization Behavior and Human Decision Processes, International Negotiations: A Journal of Theory and Practice, and International Journal of Conflict Management. She is a past editorial board member of the Academy of Management Journal. Tinsley has conducted numerous negotiations, conflict resolution, and leadership training seminars for various organizations, including: the staff of the U.S. Senate, Rolls Royce N.A., Gucci, Rio Tinto, Sprint-Nextel, Nextel, Verizon, the World Bank, DPT Laboratories, Ferro, Lamson & Sessions, Rhode & Schwarz, the International Securities Management Association, the General Clinical Research Center, and the Korean International Trade Association. She also has conducted negotiations trainings for managers of a variety of companies, and within a variety of cultures, including: Germany, Japan, Korea, Slovenia, Hong Kong, India and Mexico. She received her Master’s and Ph.D. in Organizational Behavior from J.L. Kellogg Graduate School of Management at Northwestern University, and her BA in anthropology from Bryn Mawr College.

Education

Northwestern University - Ph.D., Organizational Behavior Studies

Publications

Articles in Journals (46)

Dillon, R.L., Lester, G., John, R.S., & Tinsley, C.H. (forthcoming). "Differentiating Conflicts in Beliefs vs. Value Trade-offs in the Domestic Intelligence Policy Debate." Risk Analysis, 32, 4 (2017): 713-728.

Madsen, P., Dillon, R.L., Tinsley, C.H.. "Airline Safety Improvement Through Experience With Near-misses: A Cautionary Tale." Risk Analysis, 36, 5 (2016): 1054-1066.

Dillon, R.L., Tinsley, C.H.. "Near-miss Events, Risk Messages, And Decision Making." Environment Systems And Decisions, 36, 1 (2016): 34-44.

Tinsley, C. H., Howell, T. M., Amanatullah, E. T.. "Who should bring home the bacon? How deterministic views of gender constrain spousal wage preferences." Organizational Behavior and Human Decision Processes, 126 (2015): 37–48.

Dillon, R.L., Tinsley, C.H., & Burns, W. "Evolving Risk Perceptions About Near-Miss Terrorist Events." Decision Analysis, 11, 1 (2014): 27-42.

Dillon, R.L., Tinsley, C.H., & Burns, W. "Near-misses and future disaster preparedness." Risk Analysis: An International Journal (2014)

Amanatullah, E. & Tinsley, C.H. "Ask and ye shall receive?: How gender and status moderate negotiation success." Negotiation and Conflict Management Research, 6, 4 (2013): 253–272.

Dillon, R.L., Tinsley, C.H., & Burns, W. "Evolving risk perceptions about near-miss terrorist events." Decision Analysis Journal (2013)

Dillon, R.L., Tinsley, C.H., Madsen, P., Rogers, E.W. "Organizational Correctives for improving recognition of near-miss events." Journal of Management (2013)

Amanatullah, E.T. & Tinsley, C.H.. "Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators." Organizational Behaviour and Human Decision Processes, 120, 1 (2013): 110-122.

Tinsley, C.H., Dillon, R.L., & Cronin, M.A. "How Near-Miss events Amplify or Attenuate Risky Decision Making." Management Science, 58, 9 (2012): 1596-1613.

Conlon, D.E., Tinsley, C.H., Birk, S.J., Humphrey, S.E., & Ellis, A.P.J.. "Is it sometimes better to give than receive: Preferences for receiver roles over proposer roles in consumer behaviour ultimatums." Organizational Behaviour and Human Decision Processes, 119, 1 (2012): 64-77.

Tinsley, C.H., Dillon, R.L.& Madsen, P.M. "How to avoid a catastrophe." Harvard Business Review (2011): 90-96.

Tinsley, C.H., Turan, N.M., Aslani, S., & Weingart, L.R. "The interplay between culturally- and situationally-based mental models of intercultural dispute resolution: West meets Middle East." International Negotiation, 16 (2011): 481-510.

Dillon, R.D., Tinsley, C.H., & Cronin, M. "Why near-miss events can decrease an individual’s protective response to hurricanes." Risk Analysis: An International Journal (selected as one of six Best Papers of 2011 by editorial staff), 31, 3 (2011): 440-450.

Schneider, A.K., Tinsley, C.H., Cheldelin, S., & Amantullah, E.T. (2010).. "Likability v. competence: The impossible choice faced by female politicians, attenuated by lawyers." Duke Journal of Gender, Law & Policy, 17, 2 (2010): 363-384.

Cronin, M.A., Bezrukova, K., Weingart, L.R., & Tinsley, C.H.. "Subgroups within a team: The role of cognitive and affective states." Journal of Organizational Behavior, 32, 6 (2010): 831-849.

Holtom, B.C., Gagne, K., & Tinsley, C.H. "Using shocks and rumors to teach adaptive thinking." Negotiation Journal, 32, 6 (2010): 831-849.

Schneider, A.K., Tinsley, C.H., Cheldelin, S. & Amanatullah, E.T. "Leadership and lawyering lessons from the 2008 elections." Hamline Journal of Public Law & Policy, 30 (2009): 581-595.

Tinsley, C.H., Cheldelin, S., Schneider, A.K., & Amanatullah, E.T. "Women at the Bargaining Table: Pitfalls and Prospects." Negotiation Journal, 25, 2 (2009): 233.

Dillon, R.L & Tinsley, C.H. "How Near Misses Influence Decision Making Under Risk: A missed opportunity for learning." Management Science, 54, 8 (2008): 1425-1440.

Reinsch, N.L., Turner, J.W., Tinsley, C.H. "Multicommunicating: A practice whose time has come?." Academy of Management Review (2008)

Adair, W.L, Taylor, M.S., & Tinsley, C.H. "Starting out on the right foot: Negotiation schemas when cultures collide." Negotiation and Conflict Management Research, 2, 2 (2008): 138-163.

Mayo, J & Tinsley, C.H. "Warm glow and charitable giving: Why do not the wealthy give more to charity?." Journal of Economic Psychology (2008)

Brett, J.M., Tinsley, C.H., & Shapiro, D.L. "Intervening in employee disputes: How and when will managers from China, Japan, and the U.S. act differently?." Management and Organization Review, 3, 2 (2007): 183-204.

Tinsley, C.H. & O'Connor, K.M. "Looking for an edge? Cultivate an Integrative Reputation." Negotiations, Program on Negotiation, Harvard Law School (2007)

Lee, C., Hui, C., Tinsley, C.H., and Niu, X. "Goal orientations and performance: The role of temporal norms." Journal of International Business Studies, 37 (2006): 484-498.

Ellis, A.P.J., Humphrey, S.E., Conlon, D.E., & Tinsley, C.H. "Improving customer reactions to brokered ultimatums: The benefits of prior experience and explanations." Journal of Applied Social Psychology, 39, 9 (2006): 2293-2324.

Dillon, R.L. & Tinsley, C.H. "Interpreting near miss events." Engineering Management Journal (2005)

Tinsley, C.H. "The heart of darkness: Advice on navigating cross cultural research." International Negotiation: A Journal of Theory and Practice, 10, 1 (2005): 183-192.

Dillon, R.L. & Tinsley, C.H. "Whew that was close! How near miss events bias decision making." Academy of Management Best Paper Proceedings (2005)

Catherine Tinsley, W. Adair, J. Brett, A. Lempereur, T. Okumura, P. Shikhirev, A. Lytle. "Culture and negotiation Strategy." Negotiation Journal, 20, 1 (2004): 87-112.

Catherine Tinsley, C.S. Wong, K. Law, W. Mobley. "Development and validation of a multidimensional measure of Guanxi." Journal of Psychology for Chinese Studies, 4, 1 (2004): 43-69.

Catherine Tinsley, S.E. Humphrey, A.P.J. Ellis, D.E. Conlon. "Understanding customer reactions to brokered ultimatums; Applying negotiation and justice theory." Journal of Applied Pscychology (2004): 466-482.

Catherine Tinsley, C. Lee, P. Bobko. "Cross cultural variance in goal orientation and their effects." Applied Psychology, April (2003)

Catherine Tinsley, E. Weldon. "Responses to a normative conflict among American and Chinese managers." International Journal of Cross-Cultural Management, 3, 2 (2003): 181-192.

Catherine Tinsley, C. Lee, P. Bobko. "An investigation of the antecedents and consequences of group-level confidence." Journal of Applied Social Psychology, 32 (2002): 1-26.

Tinsley, C.H. O'Connor, K. & Sullivan, B. "“Tough” guys finish last: the perils of a distributive reputation." Organization Behavior and Human Decision Processes, 88 (2002): 621-642.

Catherine Tinsley. "How Negotiators get to yes: Predicting the constellation of conflict management strategies used across cultures." Journal of Applied Psychology, 86, 4 (2001): 583-593.

Catherine Tinsley, J.M. Brett. "Managing work place conflict in the United States and Hong Kong." Organization Behavior and Human Decision Processes, 85, 2 (2001): 360-381.

Tinsley, C.H., Curhan, J., & Kwok, R. "Adopting a dual lens approach to overcome the dilemma of differences in international negotiations." International Negotiations, 4 (1999): 5-22.

Brett, J.M., Adair, W., Lempeurer, A., Okumura, T., Shikhirev, P., Tinsley, C. & Lytle, A. "Culture and joint gains in negotiation." Negotiation Journal, 14, 1 (1998): 61-86.

Tinsley, C.H. "Models of conflict resolution in Japanese, German, and American cultures." Journal of Applied Psychology, 83, 2 (1998): 316-323.

Tinsley, C.H. & Pillutla, M. "The influence of culture on business negotiations in the U.S. and Hong Kong." Journal of International Business Studies, 29, 4 (1998): 711-728.

Mannix, E., Tinsley, C.H., & Bazerman, M.H. "Negotiations over time: Impediments to integrative solutions." . Organization Behavior and Human Decision Processes, 62, 3 (1995): 241-251.

Davis, G.F., Diekmann, K.A., & Tinsley, C.H. "The rise and fall of the corporate conglomerate: A study in de-institutionalization." American Sociological Review, 59 (1994): 547-570.

Articles in Books (19)

Aslani, S., Ramirez-Marin, J., Semnani-Azad, Z., Brett, J.M., & Tinsley, C.H.. "Dignity, face, and honor cultures: Implications for negotiation and conflict management." Handbook on Negotiation, 249-282. Edward Elgar Publishing, Inc, 2013.

Tinsley, C.H., Taylor, M.S., & Adair, W.L. "Culture and international negotiation failure." Negotiation Failure, Vienna, Austria: International Institute for Applied Systems Analysis, 2012.

Tinsley, C.H., Turan N., Weingart, L.W., & Dillon, R.L. "How cultural stereotyping influences international negotiation." The Psychology of Negotiations in the 21st Century Workplace, ., 2012.

Tinsley, C.H. "Social Categorization and intergroup dynamics." Intelligence Analysis: Behavioral and Social Scientific Foundations, 197-217. Washington DC: National Academies Press, 2011.

Tinsley, C.H. & Amanatullah, E.A. "Women’s leadership in corporate America." Gender and Women's Leadership. A Reference Handbook, Sage Publishers, 2010.

Tinsley, C.H., Cheldelin, S.I., & Schneider, A.K. "Negotiating your public identity: Women’s path to the Presidency." Rethinking negotiation teaching: Innovations for context and culture, St. Paul, MN: DRI Press, 2009.

Hui, C., Lee, C., Tinsley, C.H., & Yang, D. "I think we can: Influence of group member expectations on group process and performance." Research in Management, JAI press, 2008.

Tinsley, C.H., Taylor, M.S., & Adair, W.L. "Culture and International Negotiation Failure." Negotiation Failure, Vienna, Austria: International Institute for Applied Systems Analysis Press, 2006.

Adair, W.L., Tinsley, C.H., & Taylor, M.S. "Managing the Intercultural Interface: Third culture, antecedents, and consequences." Research on managing groups and teams, JAI Press, 2006.

Tinsley, C.H., Schneider, A. & Cambria, J. "Reputations in negotiation." The Negotiator’s Fieldbook: The desk reference for the experienced negotiator, American Bar Association, 2006.

Catherine Tinsley, S.E. Brodt. "Conflict Management in Asia: A Dynamic Framework and Future Directions." Handbook of Asian management, New York, NY: Kluwer Academic Publishers, 2004.

Catherine Tinsley. "Culture and Conflict: Enlarging our Dispute Resolution Framework." Culture and Negotiation: Integrative approaches to theory and research, Palo Alto, Ca: Stanford University Press, 2004.

Catherine Tinsley, J. Grube. "The influence of organizational culture on negotiation strategy." Professional cultures in International Negotiations, Laxenburg: International Institute for Applied Systems Analysis, 2003.

Catherine Tinsley, D.L. Shapiro. "Intervening fairly in disputes amongst nationally-different employees-- is this possible?." Research in social issues in management, NY: Information Age Publishing, Inc., 2001.

Catherine Tinsley, Cynthia Lee, Z.X. Chen. "Psychological normative contracts of work group members in the U.S. and Hong Kong." International psychological contracts, eds. Denise Rousseau and Rene Saulk, Thousand Oaks: Sage, 2000.

Brett, J.M., Tinsley, C.H., Janssens, M., Barnsness, Z.I., & Lytle, A.L. "New approaches to the study of culture in I/O psychology." New Perspectives on I/O Psychology, San Francisco: Jossey-Bass, Inc., 1997.

Tinsley, C.H. "Understanding conflict in a Chinese cultural context." Research on Negotiations in Organizations, 209-225. Beverly Hills: Sage, 1997.

Lytle, A.L., Brett, J.M., Barnsness, Z.I., Tinsley, C.H. & Janssens, M. "A paradigm for quantitative cross-cultural research in organization behavior." Research in Organizational Behavior, 17, 167-214. San Francisco, CA: Elsevier Limited, 1995.

Rousseau, D.M., & Tinsley, C.H. "Human resources are local: Society and social contracts in a global economy." N. Anderson & P. Herriot, London: Wiley, 1994.