Associate Professor of Business Administration
Francesca Gino is an associate professor of business administration in the Negotiations, Organizations & Markets Unit. She is also formally affiliated with the Program on Negotiation. She teaches Negotiation in the MBA elective curriculum and in Executive Education programs at the School. She also co-teaches a PhD course on Decision Making and Ethics.
Professor Gino's research focuses on judgment and decision-making, negotiation, ethics, social influence, and creativity. Her work has been published in academic journals including the Academy of Management Journal, Journal of Applied Psychology, Journal of Personality and Social Psychology, Organizational Behavior and Human Decision Processes, Organization Science, and Psychological Science, as well as in numerous book chapters and practitioner outlets. Her studies have been featured in The Economist, The New York Times, Newsweek, Scientific American, and Psychology Today, and her work has been discussed on National Public Radio and CBS Radio. Professor Gino has earned major research awards from the National Science Foundation and the Academy of Management. In addition to teaching, she advises firms and not-for-profit organizations in the areas of negotiation, decision-making, and organizational behavior.
Before joining the Harvard Business School faculty, Professor Gino taught at the University of North Carolina at Chapel Hill’s Kenan-Flagler Business School and at the Tepper School of Business, Carnegie Mellon University. Prior to her Carnegie Mellon appointment, she spent two years at HBS as a postdoctoral fellow, lecturer, and senior researcher. A native of Italy, Professor Gino holds a Ph.D. in economics and management from the Sant’Anna School of Advanced Studies in Pisa. She is a magna cum laude graduate of the University of Trento.
Personal Website: http://www.francescagino.com/
You may not realize it but simple, irrelevant factors can have profound consequences on your decisions and behavior, often diverting you from your original plans and desires. Sidetracked will help you identify and avoid these influences so the decisions you make do stick—and you finally reach your intended goals.
In this book, I explore inconsistent decisions played out in a wide range of circumstances—from our roles as consumers and employees (what we buy, how we manage others) to the choices that we make more broadly as human beings (who we date, how we deal with friendships). From my research, we see when a mismatch is most likely to occur between what we wantand what we end up doing. What factors are likely to sway our decisions in directions we did not initially consider? And what can we do to correct for the subtle influences that derail our decisions? The answers to these and similar questions will help you negotiate similar factors when faced with them in the real world.
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