Francesca Gino

Professor of Business Administration

Francesca Gino is a professor of business administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. She is also formally affiliated with the Program on Negotiation at Harvard Law School and with the Mind, Brain, Behavior Initiative at Harvard.

She teaches Decision Making and Negotiation in the MBA elective curriculum and in Executive Education programs at the School. She also co-teaches a PhD course on Behavioral Approaches to Decision Making and a PhD course on Experimental Methods.

Her research focuses on judgment and decision-making, negotiation, ethics, motivation, productivity, and creativity. Her work has been published in academic journals in both psychology and management including the Academy of Management Journal, Administrative Science Quarterly, Cognition, Journal of Applied Psychology, Journal of Personality and Social Psychology, Management Science, Organizational Behavior and Human Decision Processes, Organization Science, Proceedings of the National Academy of Science, Strategic Management Journal, 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, Psychology Today, and The Wall Street Journal, and her work has been discussed on National Public Radio and CBS Radio. She has earned research awards from the National Science Foundation and the Academy of Management, including the 2013 Cummings Scholarly Achievement Award from the Academy of Management Organizational Behavior Division.

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, she 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, she 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:

  1. One of three finalists for the 2014 George R. Terry Book Award from the Academy of Management for Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan (Harvard Business Review Press, 2013).

  2. Winner of the 2014 Outstanding Publication in Organizational Behavior Award from the Academy of Management’s Organizational Behavior Division for "Breaking Them In or Revealing Their Best? Reframing Socialization Around Newcomer Self-expression" with Daniel Cable and Brad Staats (Administrative Science Quarterly, March 2013).

  3. Winner of the 2014 Giovane Promessa (‘Promising Youth’) Award, given annually by the General Consulate of Italy in recognition of outstanding achievements of a young professional under 40 with the potential of having an impact.

  4. Selected as a 2013-2014 ADVANCE Distinguished Woman Scholar by The Smith School at University of Maryland and the National Science Foundation ADVANCE Program for Inclusive Excellence.

  5. Finalist (one of three) for the 2014 Scholarly Achievement Award from the Human Resource Division of the Academy of Management.

  6. Received Honorable Mention for the 2013 Robert B. Cialdini Award from the Society for Personality and Social Psychology for “Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-reports in Comparison to Signing at the End” with Lisa Shu, Nina Mazar, Dan Ariely, and Max Bazerman (Proceedings of the National Academy of Sciences of the United States of America, 2012).

  7. Winner of the 2013 Cummings Scholarly Achievement Award from the Organizational Behavior Division of the Academy of Management.