Winner of the 2022 IACM Early Career Award from the International Association for Conflict Management.
Julian J. Zlatev
Julie Damgard Frist and Thomas Frist III Associate Professor of Business Administration
Julie Damgard Frist and Thomas Frist III Associate Professor of Business Administration
Negotiation, Organizations & Markets
Winner of the 2021 International Association for Conflict Management (IACM) Outstanding Article or Book Chapter Award for "Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence" (Academy of Management Annals, 2019) with Nir Halevy and Eliran Halali.
Julian Zlatev is an assistant professor of business administration in the Negotiation, Organizations & Markets Unit. He teaches the second-year Negotiation course.
Professor Zlatev’s research interests include ethics and morality, trust, impression formation, negotiation, and prosocial behavior. He earned a Ph.D. in business administration from Stanford University and a B.A. in psychology from Northwestern University. His work has been published in journals such as Proceedings of the National Academy of Sciences, Journal of Personality and Social Psychology, and Organizational Behavior and Human Decision Processes.
- Journal Articles
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- Kristal, Ariella S., and Julian Zlatev. "Going Beyond the 'Self' in Self-control: Interpersonal Consequences of Commitment Strategies." Journal of Personality and Social Psychology 126, no. 5 (May 2024): 804–817. View Details
- Flynn, Francis J., Hanne Collins, and Julian Zlatev. "Are You Listening to Me? The Negative Link between Extraversion and Perceived Listening." Personality and Social Psychology Bulletin 49, no. 6 (June 2023): 837–851. View Details
- Milkman, Katherine L., Linnea Gandhi, Mitesh S. Patel, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Jonathan E. Bogard, Ilana Brody, Christopher F. Chabris, Edward Chang, Gretchen B. Chapman, Jennifer E. Dannals, Noah J. Goldstein, Amir Goren, Hal Hershfield, Alex Hirsch, Jillian Hmurovic, Samantha Horn, Dean Karlan, Ariella S. Kristal, Cait Lamberton, Michael N. Meyer, Allison H. Oakes, Maurice E. Schweitzer, Maheen Shermohammed, Jaochim H. Talloen, Caleb Warren, Ashley V. Whillans, Kuldeep N. Yadav, Julian J. Zlatev, Ron Berman, Chalanda N. Evans, Rahul Ladhania, Jens Ludwig, Nina Mazar, Sendhil Mullainathan, Christopher K. Snider, Jann Spiess, Eli Tsukayama, Lyle Ungar, Christophe Van den Bulte, Kevin G. Volpp, and Angela L. Duckworth. "A 680,000-Person Megastudy of Nudges to Encourage Vaccination in Pharmacies." e2115126119. Proceedings of the National Academy of Sciences 119, no. 6 (February 8, 2022). View Details
- Yu, Alisa, Justin M. Berg, and Julian Zlatev. "Emotional Acknowledgment: How Verbalizing Others' Emotions Fosters Interpersonal Trust." Organizational Behavior and Human Decision Processes 164 (May 2021): 116–135. View Details
- Hart, J., K. Yadav, S. Szymanski, A. Summer, A. Tannenbaum, J. Zlatev, D. Daniels, and S.D. Halpern. "Choice Architecture in Physician–patient Communication: A Mixed-methods Assessment of Physicians' Competency." BMJ Quality & Safety 30, no. 5 (May 2021). View Details
- Dannals, Jennifer E., Julian J. Zlatev, Nir Halevy, and Margaret A. Neale. "The Dynamics of Gender and Alternatives in Negotiation." Journal of Applied Psychology 106, no. 11 (November 2021): 1655–1672. View Details
- Zlatev, J.J., and Rogers, T. "Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 74–84. View Details
- Zlatev, Julian, Daniella M. Kupor, Kristin Laurin, and Dale T. Miller. "Being 'Good' or 'Good Enough': Prosocial Risk and the Structure of Moral Self-regard." Journal of Personality and Social Psychology 118, no. 2 (February 2020): 242–253. View Details
- Zlatev, Julian. "I May Not Agree With You, but I Trust You: Caring About Social Issues Signals Integrity." Psychological Science 30, no. 6 (June 2019): 880–892. View Details
- Daniels, David P., and Julian Zlatev. "Choice Architects Reveal a Bias Toward Positivity and Certainty." Organizational Behavior and Human Decision Processes 151 (March 2019): 132–149. View Details
- Halevy, Nir, Eliran Halali, and Julian Zlatev. "Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence." Academy of Management Annals 13, no. 1 (2019): 215–239. View Details
- Zlatev, Julian, David P. Daniels, Hajin Kim, and Margaret A. Neale. "Default Neglect in Attempts at Social Influence." Proceedings of the National Academy of Sciences 114, no. 52 (December 26, 2017). View Details
- Miller, Dale T., Jennifer E. Dannals, and Julian Zlatev. "Behavioral Processes in Long-Lag Interventions." Perspectives on Psychological Science 12, no. 3 (May 2017): 454–467. View Details
- Lin, Stephanie C., Julian Zlatev, and Dale T. Miller. "Moral Traps: When Self-serving Attributions Backfire in Prosocial Behavior." Journal of Experimental Social Psychology 70 (May 2017): 198–203. View Details
- Zlatev, Julian, and Dale T. Miller. "Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior." Organizational Behavior and Human Decision Processes 137 (November 2016): 112–122. View Details
- Working Papers
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- Guenoun, Bushra S., and Julian J. Zlatev. "Sending Signals: Strategic Displays of Warmth and Competence." Harvard Business School Working Paper, No. 23-051, February 2023. View Details
- Zlatev, Julian J., Amos Schurr, and Nir Halevy. "Change We Can’t Believe In: Distrust of Political Converts." Harvard Business School Working Paper, No. 23-049, February 2023. View Details
- Lin, Stephanie C., Julian J. Zlatev, and Dale T. Miller. "'It Wouldn’t Have Mattered Anyway': When Overdetermined Outcomes Justify Our Sins." Harvard Business School Working Paper, No. 23-045, January 2023. View Details
- Zlatev, Julian J., and Francis J. Flynn. "The Link Between Integrative Bargaining and Leadership Evaluations." Harvard Business School Working Paper, No. 23-044, January 2023. View Details
- Kristal, Ariella, and Julian Zlatev. "Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use." Harvard Business School Working Paper, No. 22-033, November 2021. (Revised January 2023.) View Details
- Cases and Teaching Materials
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- Zlatev, Julian, Kathleen L. McGinn, Katherine Chen, and Rachel Drapper. "Teaching Note for Endesa Chile: Raising the Ralco Dam." Harvard Business School Teaching Note 925-006, September 2024. View Details
- Zlatev, Julian, Kathleen McGinn, and Rachel Drapper. "Teaching Note for Río Curicó: A Six-party Negotiation Exercise." Harvard Business School Teaching Note 925-007, October 2024. View Details
- Rossman, Gabriel, Oliver Schilke, and Julian Zlatev. "Dungeons & Dragons: Repairing Ecosystem Trust." Harvard Business School Case 924-008, March 2024. View Details
- Brooks, Alison Wood, and Julian Zlatev. "SIMmersion: Simulating Crucial Conversations." Harvard Business School Teaching Note 923-044, February 2023. View Details
- Brooks, Alison Wood, Julian Zlatev, and F Katelynn Boland. "SIMmersion: Simulating Crucial Conversations." Harvard Business School Case 923-040, February 2023. View Details
- Goldenberg, Amit, and Julian Zlatev. "Atlanta Ransomware Attack (A) and (B)." Harvard Business School Teaching Note 923-039, February 2023. View Details
- Goldenberg, Amit, and Julian Zlatev. "Atlanta Ransomware Attack (B)." Harvard Business School Supplement 923-010, August 2022. View Details
- Goldenberg, Amit, and Julian Zlatev. "Atlanta Ransomware Attack (A)." Harvard Business School Case 923-009, August 2022. View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Rachel Drapper. "Teaching Note for Endesa Chile: Raising the Ralco Dam & Río Curicó: A Six-party Negotiation Exercise." Harvard Business School Teaching Note 923-030, December 2022. (Revised June 2023.) View Details
- Subramanian, Guhan, Julian Zlatev, and Raseem Farook. "LVMH's Bid for Tiffany & Co." Harvard Business School Case 921-049, May 2021. View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Shaaref Shah. "Río Curicó: IFC Role Material." Harvard Business School Exercise 920-059, March 2020. (Revised March 2023.) View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Shaaref Shah. "Río Curicó: ONE Role Material." Harvard Business School Exercise 920-060, March 2020. (Revised March 2023.) View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Shaaref Shah. "Río Curicó: Wentéche Role Material." Harvard Business School Exercise 920-061, March 2020. (Revised March 2023.) View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Shaaref Shah. "Río Curicó: DDI Role Material." Harvard Business School Exercise 920-057, March 2020. (Revised March 2023.) View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Shaaref Shah. "Río Curicó: Cayal Role Material." Harvard Business School Exercise 920-056, March 2020. (Revised March 2023.) View Details
- Zlatev, Julian, Kathleen McGinn, Katherine Chen, and Shaaref Shah. "Río Curicó: Verdes Juntos Role Material." Harvard Business School Exercise 920-058, March 2020. (Revised March 2023.) View Details
- Other Publications and Materials
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- Kristal, Ariella S., and Julian Zlatev. "Willpower Is a Form of, but Not Synonymous with, Self-control." Behavioral and Brain Sciences 44 (2021): E44. View Details
- Research Summary
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First, Professor Zlatev studies how people make decisions that reinforce a sense that they are good or moral. He studies the psychology behind dual motive behaviors—actions that incorporate self-interested and prosocial motives—and the structure of moral identity. For example, he examines the role that counterfactual thinking plays in shaping charitable behavior as well as how dual motive behaviors play out within the context of investment decisions.
Second, Professor Zlatev examines the factors that contribute to judgments of how moral others are, including the cues people use to form impressions of another’s moral character. For example, he hypothesizes that one signal people use to judge a target’s moral character is how much that target cares about social issues. As a result, he studies how observers respond to targets who disagree with them on a contentious issue, but who also care deeply about the issue.
Finally, Professor Zlatev looks into social influence in organizational life and the role it plays in effective leadership and negotiation. In doing so, he explores ways in which leaders can use positive and negative instruments to motivate employees. For example, he examines the use (and misuse) of the default effect (the tendency to choose whichever option is already set as the default), one of the most common influence techniques in psychology and economics. He also looks at whether the qualities associated with leadership translate into competence in negotiations. - Awards & Honors
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Winner of the 2022 IACM Early Career Award from the International Association for Conflict Management.Winner of the 2021 International Association for Conflict Management (IACM) Outstanding Article or Book Chapter Award for "Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence" (Academy of Management Annals, 2019) with Nir Halevy and Eliran Halali.
- Additional Information
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- In The News
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