hero image
Gaylen Paulson - The University of Texas at Austin, McCombs School of Business. Austin, TX, US

Gaylen Paulson Gaylen Paulson

Associate Dean & Director, Texas Executive Education Program | The University of Texas at Austin, McCombs School of Business


Negotiation tactics, workplace behavior, and interpersonal communication


Areas of Expertise (10)


Decision Making

Business Ethics

Business Communications

Dispute Resolution

Organizational Behavior

Interpersonal Communication

Management and Motivation


Conflict Management


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.





loading image loading image loading image loading image loading image


Texas Executive Education: Developing Talent, Building Te... Texas Executive Education: Developing Talent, Building Teams


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


“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.”

view more

One Year In, Here are 6 Career Skills I've Put to Good Use

FuelFix  online


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.”

view more

A Simple Strategy To Get More Of What You Want

Forbes  online


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.

view more

Breaking Gridlock and Solving Problems: Lessons from the Global Warming Debate

ID University: Brands, Markets & Innovation  online


"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."

view more

How To Be a Creative Genius

OPEN Magazine  print


Each of us is capable of churning out creativity. Consider this your guide to great ideas.

Media Appearance Image

view more

Five Minutes With Gaylen Paulson

Business Journal  online


Q&A with Gaylen Paulson in the Austin Business Journal.

view more

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.


  • Keynote
  • Moderator
  • Panelist
  • Workshop Leader
  • Corporate Training

Articles (7)

Gaylen D. Paulson Citations Google Scholar

Listing of top scholarly works by Gaylen D. Paulson.

view more

Online Reverse Auctions: Power Tools and Fair Perceptions? 2004 IEEE/UT Engineering Management Conference


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.

view more

Establishing trust via technology: Long distance practices and pitfalls International Negotiation


A look at the effectiveness of negotiations conducted via more" lean" media
(eg, e-mail, telephone).

view more

Online bargaining and interpersonal trust. Journal of Applied Psychology


The presented study explores the effect of interacting over the Internet on
interpersonal trust when bargaining online.

view more

Preserving face in refusal situations Communication Research


Individuals often fabricate socially appropriate reasons for rejecting a request while withholding real but hurtful ones.

view more

The effect of request form and content on constructing obstacles to compliance Communication Research


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.

view more

Coercive potential and face-sensitivity: the effects of authority and directives in social confrontation International Journal of Conflict Management


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.

view more