Hart, Einav

Negotiation; Trust; Decision Making; Organizational Behavior

B.A., M.A., Ph.D - Hebrew University of Jerusalem

Einav Hart is an assistant professor of organizational behavior in the management department at the School of Business. Her research on behavioral decision making explores how people communicate about difficult topics, and how negotiating affects people's future, post-agreement relationships and performance. Dr. Hart's work integrates insights from psychology, economics, and game theory. Prior to joining George Mason, Dr. Hart was a data scientist at Uber, and a visiting scholar at Wharton. She teaches negotiation at the School of Business, and has taught courses on negotiation and trust at the University of Pennsylvania. Her educational background includes a BA in statistics and cognitive science, an MA and PhD in cognitive science and rationality from the Hebrew University of Jerusalem.

• Assistant professor, School of Business, George Mason University
• Data scientist, Uber Technologies
• Visiting scholar, Wharton, University of Pennsylvania
• Postdoctoral researcher, University of Pennsylvania

• Hart, E., & Schweitzer, M. E. (2019). Getting to less: When negotiating harms post-agreement performance. Organizational Behavior and Human Decision Processes, 156. 155-175. Þ

• Hart, E., Mellers, B. A., & Bicchieri, C. (2019). Bad luck or bad intentions: When do third party observers reveal offender’s intentions to victims? Journal of Experimental Social Psychology.Þ

• Hart, E., Avrahami, J., & Kareev, Y. (2016). Enlarging the market yet decreasing the profit: Competitive behavior when investment affects the prize. Judgment and Decision Making, 11(4), 380-390.Þ

• Hart, E., Avrahami, J., Kareev, Y., & Todd, P. (2015). Investing even in uneven contests: Effects of asymmetry on investment in contests. Journal of Behavioral Decision Making, 28(4), 395–409.Þ

• Israel, S., Hart, E., & Winter, E. (2014). Oxytocin decreases accuracy in the perception of social deception. Psychological Science, 25, 293-295.Þ

• Negotiation & Team Resources (NTR)-Peterson Research Grant: "Negotiating for Goods and Services"
• Hayek Fund award, the Institute for Humane Studies at George Mason University
• Teacher-Scholar award, Society for Personality and Social Psychology
• Hebrew University of Jerusalem post-doctoral award for excellent female researchers – The Victor Smorgon charitable fund

Negotiation; Organizational Behavior; Business Ethics; Managerial Decision Making

• Knowledge@Wharton podcast: "Hard Negotiations: Why a Softer Approach Yields Better Outcomes" (Jan 2020)
• Also featured on LinkedIn Editors' Picks (Jan 2020)
• Society for Personality and Social Psychology (SPSP) member spotlight (Dec 2019)