Jingjing YAO

Jingjing YAO
Associate Professor
Ph.D., Business Administration, Organizational Behaviour - Peking University
Track: International Negotiation and Sales Management
LEM Member
  • 2015 : Ph.D., Business Administration, Organizational Behaviour, Peking University, China
Professional Experiences
Academic Experience
  • 2020 - present, Associate Professor, IÉSEG School of Management, , France
  • 2015 - 2020, Assistant Professor, IÉSEG School of Management, , France
  • 2013 - 2014, Visiting Scholar, Northwestern University, , USA
Published Papers in Refereed Journals
  • Yao J., Brett Jeanne, Zhang Zhi-Xue, Ramirez Marin J., (2021). Multi-issue Offer Strategy and Joint Gains in Negotiations: How Low-trust Negotiators Get Things Done, Organizational Behavior and Human Decision Processes, 162 (-) 9–23.
  • Hu Qiongjing, Yao J., Zhang Zhi-Xue, (2021). Selecting people based on person-organisation fit: Implications for intrateam trust and team performance, Human Resource Management Journal, 31 (1) 293–310.
  • Ju Dong, Yao J., Ma Li, (2020). Person-Job Fit and Job Involvement: The Curvilinear Effect and the Moderating Role of Goal Orientation, Journal of Managerial Psychology, - (-) -.
Show all
  • Yao J., Zhang Zhi-Xue, Liu Leigh Anne, (2020). When There is No ZOPA: Mental Fatigue, Integrative Complexity, and Creative Agreement in Negotiations, Negotiation and Conflict Management Research, - (-) -.
  • Kong Tony, Yao J., (2019). Advancing the Scientific Understanding of Trust and Culture in Negotiations, Negotiation and Conflict Management Research, 12 (2) 117-130.
  • Yao J., Ma Li, Zhang Lin, (2018). From Lab Experiments to Real Negotiations: An Investigation of International Iron Ore Negotiations, Negotiation Journal, 34 (1) 69-87.
  • Hu Qiongjing, Zhang Yanlong, Yao Jingjing, (2017). Family Involvement in Middle-Level Management and Its Impact on Firm Productivity, Management and Organization Review, 14 (2) 249–274.
  • Yao J., Ramirez Marin J., Brett Jeanne, Aslani S., Semnani-Azad Zhaleh, (2017). A Measurement Model for Dignity, Face, and Honor Cultural Norms, Management and Organization Review, 13 (4) 713-738.
  • Yao J., Zhang Z.-X., Brett J., Murnighan J. K., (2017). Understanding the trust deficit in China: Mapping positive experience and trust in strangers, Organizational Behavior and Human Decision Processes, 143 85-97.
  • Yao J., Zhang Z.-X., Brett J., (2017). Understanding Trust Development in Negotiations: An Interdependent Approach, Journal of Organizational Behavior, 38 (5) 712-729.
  • Zhou Y., Hu Q., Yao J., Qin X., (2016). The determinants of family business owners’ intrafamily succession intention: An interplay between business owners and institutional environment, Chinese Management Studies, 10 (4) 710-725.
  • Ramirez Marin J., Aslani S., Brett J., Yao J., Semnani-Azad Z., Zhang Z., Tinsley C., Weingart L., Adair W., (2016). Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures, Journal of Organizational Behavior, 37 1178-1201.
Book Chapters
  • Brett Jeanne, Yao J., Zhang Zhi-Xue, (2018), Offer: behaviorally coding indirect and direct information exchange in negotiations, in: The Cambridge Handbook of Group Interaction Analysis.
Research fields
  • Negotiation
  • Organizational Behavior
  • Cross-cultural Studies
Grande Ecole Program:
  • Negotiation research seminar
  • Practical negotiation skills
  • Negociation et culture
  • Cultural negotiation strategies : part 2
  • Applied negotiation essentials
MSc in International Business :
  • Negotiation for international managers
MSc in Negotiation for Organisations :
  • Negotiating in new markets countries