Areas of Expertise (10)
Negotiation
Decision Making
Business Ethics
Business Communications
Dispute Resolution
Organizational Behavior
Interpersonal Communication
Management and Motivation
Innovation
Conflict Management
Biography
Gaylen D Paulson is a management senior lecturer and expert on organizational behavior, including negotiation, conflict management, persuasion and interpersonal communication. He has researched and written about confrontation, resisting and overcoming resistance to persuasion, negotiation strategies, the impact of electronic communication on performance, and perceptions of threats and warnings in the workplace.
Paulson is the associate dean and director of the executive education program at the McCombs School of Business, The University of Texas at Austin.
Recent consulting and executive training programs have included 3M, Aegon, Bayer, BBVA/Compass, Blue Cross Blue Shield, British Petroleum, China National Offshore Oil Corp., The Conference Board, Dell, Dun and Bradstreet, Ernst & Young, Guidant, Harcourt, HEB, Hewlett-Packard, Johnson & Johnson, KLA-Tencor, LCRA, LG, Microsoft, PMI, NPR, Ortho-McNeil, Petrobras, Pfizer, Rackspace, Samsung, Shell, SK, St. Jude Medical, Texas Instruments, Texas Capital Bank, the U.S. Air Force, U.S. Army, the U.S. General Services Administration, and the U.S. Navy. Paulson presents frequently in programs focusing on negotiation skills, managerial leadership and strategic influence.
Media
Publications:
Documents:
Audio/Podcasts:
Links (1)
Education (3)
Northwestern University: Ph.D., Communication, Management, Organizational Behaviour 1998
Northwestern University: M.Sc., Organizational Behaviour
University of Minnesota: B.Sc., Undergraduate Studies
Media Appearances (6)
McCombs School of Business Advances Plans for New Robert B. Rowling Hall
University of Texas at Austin online
2014-05-14
“This flexible, cutting-edge learning environment will enable us to continue to expand and evolve our programs, impacting leading executives and organizations from around the world.”
One Year In, Here are 6 Career Skills I've Put to Good Use
FuelFix online
2014-05-12
Gaylen Paulson is well known for advocating the strategy “Always ask for the things you want, even if you don’t think you can get them.”
A Simple Strategy To Get More Of What You Want
Forbes online
2013-11-06
Gaylen Paulson's advice is cited as "one of the best lessons" learned by Kevin Ready, author of Startup: An Insider's Guide to Launching and Running a Business.
Breaking Gridlock and Solving Problems: Lessons from the Global Warming Debate
ID University: Brands, Markets & Innovation online
2013-03-04
"We all agree other individuals or nations need to make changes, but fail to recognize our own 'objective' point of view is clouded by self interest."
How To Be a Creative Genius
OPEN Magazine print
2012-10-04
Each of us is capable of churning out creativity. Consider this your guide to great ideas.
Five Minutes With Gaylen Paulson
Business Journal online
2010-01-31
Q&A with Gaylen Paulson in the Austin Business Journal.
Sample Talks (1)
How to Be a Creative Problem Solver
You need to be constantly diligent in your problem solving activities, thinking differently than you have in the past. Advanced creative problem solving skills are essential to success in any organization. Paulson says that these problem solving skills become even more important as one advances in their organization. And more times than not, the employee will be highly rewarded for their creativity. Paulson presents eight steps to enhance personal creativity.
Availability
- Keynote
- Moderator
- Panelist
- Workshop Leader
- Corporate Training
Articles (7)
Gaylen D. Paulson Citations
Google Scholar
Listing of top scholarly works by Gaylen D. Paulson.
Online Reverse Auctions: Power Tools and Fair Perceptions?
2004 IEEE/UT Engineering Management Conference
2004-08-14
In this paper, a buyer's use of online auctions from a fairness perspective is explored, considering social-psychological approaches to understanding perceptions of just outcomes and procedures.
Establishing trust via technology: Long distance practices and pitfalls
International Negotiation
2003-12-31
A look at the effectiveness of negotiations conducted via more" lean" media (eg, e-mail, telephone).
Online bargaining and interpersonal trust.
Journal of Applied Psychology
2002-12-31
The presented study explores the effect of interacting over the Internet on interpersonal trust when bargaining online.
Preserving face in refusal situations
Communication Research
1997-12-31
Individuals often fabricate socially appropriate reasons for rejecting a request while withholding real but hurtful ones.
The effect of request form and content on constructing obstacles to compliance
Communication Research
1996-12-31
In this article, we explore the degree to which the language used in a request affects both the way it is perceived and the refusals that it prompts.
Coercive potential and face-sensitivity: the effects of authority and directives in social confrontation
International Journal of Conflict Management
1996-12-31
Individuals sometimes feel compelled to confront a rule-violator. Because the goal of a confrontation is to stop the objectionable action, the violator may feel that his or her autonomy is being threatened and may resist complying.
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