Founder, Eisenkraft Consulting
Visiting Scholar, Fuqua Business School
US Department of Defense Acquisitions (2015 - Present)
- Strategic consultant on large acquisitions including the MQ-4C Triton, the Marine Corps’ Amphibious Combat Vehicles, the RIM-174 Standard Extended Active Missiles (ERAM), the Aegis combat system, the bulk purchase of Virginia Class Submarines, and the two-ship purchase of Ford Class super-carriers.
- Managed 20- to 50-person cross-functional team decision-making regarding the goals and priorities for each acquisition, the negotiations strategy that will best achieve those goals, and the internal communications procedures that support the implementation of that strategy.
- Researched and advised the Navy’s office of Research, Development, and Acquisition on best practices, management challenges, and the consequences of industry changes on Navy acquisitions.
Heidrick & Struggles (2020 - Present)
- Designed and led the rapid full-stack re-development of a digital consulting immersion in response to changes/restrictions associated with the COVID-19. Heidrick’s CEO described this effort as “great example” of the company’s strategic response to the pandemic during the company’s 2020 Q1 Earnings Call.
Selected Other Consulting Projects
- Designed a system to monitor/improve the performance of a group negotiating $400 million in contracts.
- Analyzed archival compensation data to estimate the gender pay gap in an organization, identiﬁed the mechanisms responsible, and advised senior leadership on how to best address this problem.
- Advised senior leadership on how to navigate a joint venture between three multi-billion-dollar divisions.
Leadership Development and Training
- Ten-years of experience teaching negotiations, leadership, talent management, people analytics, and data science.
- Trained hundreds of senior leaders and high potential staff for public- and private-sector clients including ExxonMobil, Comcast, FedEx, Kroger, MetLife, Samsung, multiple hospital systems, and all branches of the US Military.
- Designed custom programs/materials based on client needs and cultures in the US and abroad.
- Taught the most popular and highest rated large MBA elective at UNC; teacher of the year at Duke.
- Created CustomNegotiations.org, a free resource for creating customized negotiation simulations.
- Fifteen years of experience researching and publishing on topics in organizational psychology.
- Published and presented widely in top peer-reviewed academic journals and conferences on negotiations, interviews, team dynamics, and work experiences.
- Expertise in applied statistics, data science, and quantitative communication to non-technical audiences. Specific focus on interdependent data (e.g., multi-level modeling, network analysis, dyadic data, and longitudinal data).
- Extensive experience using mixed methods including surveys, experiments, interviews, and archival data.
- Ten years of experience training and managing research teams.
- Elfenbein, H. A., Eisenkraft, N., Curhan, J., & DiLalla, L. F. (2018). On the relative importance of individual-level characteristics and dyadic interaction effects in distributive negotiations: Variance partitioning evidence from a twins study. Journal of Applied Psychology (PDF).
- Eisenkraft, N., Elfenbein, H. A., & Kopelman, S. (2017). We know who likes us, but not who competes against us: Dyadic meta-accuracy among work colleagues. Psychological Science, 28, 233-241 (PDF).
- Eisenkraft, N. (2017). CustomNegotiations.org: A free resource for creating custom negotiation simulations. Negotiation Journal, 33, 239-253. (PDF).
- Shah, A. M., Eisenkraft, N., Bettman, J. R., & Chartrand, T. L. (2016). Paper or plastic: How we pay influences post-transaction connection. Journal of Consumer Research, 42, 688-708 (PDF).
- Knight, A. P., & Eisenkraft, N. (2015). Positive is usually good, negative is not always bad: The effects of group affect on social integration and task performance. Journal of Applied Psychology, 100, 1214-1227 (PDF).
- Elfenbein, H. A., Barsade, S. G., & Eisenkraft, N. (2015). The social perception of emotional abilities: Expanding what we know about observer ratings of emotional intelligence. Emotion, 15, 17-34 (PDF).
- Christian, M. S., Eisenkraft, N., & Kapadia, C. (2015). Dynamic associations between somatic complaints, human energy, and discretionary behaviors: Experiences with pain fluctuations at work. Administrative Science Quarterly, 60, 66-102 (PDF).
- Eisenkraft, N. (2013). Accurate by way of aggregation: Should you trust your intuition-based first impressions? Journal of Experimental Social Psychology, 49, 277-279 (PDF).
- Eisenkraft, N. & Elfenbein, H. A. (2010). The way you make me feel: Evidence for individual differences in affective presence. Psychological Science, 21, 505 – 510 (PDF).
- Curhan, J. R., Elfenbein, H. A., & Eisenkraft, N. (2010). The objective value of subjective value: A multi-round negotiation study. Journal of Applied Social Psychology, 40, 690 – 709 (PDF).
- Elfenbein, H. A. & Eisenkraft, N. (2010). The relationship between displaying and perceiving nonverbal cues of affect: A meta-analysis to solve an old mystery, Journal of Personality and Social Psychology, 98, 301-318 (PDF).
- Elfenbein, H. A., Foo, M. D., Mandal, M. K., Biswal, R., Eisenkraft, N., Lim, A., & Sharma, S. (2010). Displaying and perceiving nonverbal cues of affect: New data on an old question. Journal of Research in Personality, 44, 199-206 (PDF).
- Elfenbein, H. A., Eisenkraft, N., & Ding, W. (2009) Do we know who values us? Dyadic meta-accuracy in the perception of professional relationships, Psychological Science, 20, 1081-1083 (PDF).
- Langer, E., Russell, T. & Eisenkraft, N. (2009). Orchestral performance and the footprint of mindfulness. Psychology of Music, 37, 125-136 (PDF).
- Elfenbein, H. A., Curhan, J. R., Eisenkraft, N., Shirako, A., & Baccaro, L. (2008). Are some negotiators better than others? Individual differences in bargaining outcomes, Journal of Research in Personality, 42, 1463-1475 (PDF).
The Wharton School at the University of Pennsylvania
- 2011: Ph.D., Applied Economics and Managerial Science (Organizational Behavior focus)
- 2007: M.S., Applied Economics and Managerial Science (Organizational Behavior focus)
- 2004: A.B., magna cum laude, Psychology
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