Founder, Eisenkraft Consulting
Visiting Scholar, Fuqua Business School
US Department of Defense Acquisitions Consulting
- Strategic consultant on contracts totaling more than $135 billion for the Navy, Marines, and Air Force.
- Expert advisor to the Research, Development and Acquisition division of the Navy Secretary’s ofﬁce on tailored best practices and common management challenges in the acquisition community.
- Managed 20- to 50-person cross-functional team discussions and 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.
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.
Research, Teaching, and Leadership Development
- Published and presented widely in top peer-reviewed academic journals and conferences on negotiations, interviews, team dynamics, and work experiences.
- Fifteen years of research experience with surveys, experiments, interviews, and archival data.
- Expertise in applied statistics, data science, and quantitative communication to non-technical audiences
- Speciﬁc interest in analyzing interdependent data (e.g., ﬁxed and mixed-effects regression models, network analyses, structural equation models, longitudinal data analysis).
- Ten+ years of experience using R as my primary language for statistical. Comfortable using Perl, SQL, and other languages as needed.
- Ten years of experience training and managing research teams.
- Award-winning teacher of MBA-level negotiations, management, and leadership.
- Taught the most popular and highest rated large elective in UNC’s MBA program; teacher of the year award-winner at Duke.
- Created CustomNegotiations.org, a free resource for creating customized negotiation simulations.
- Trained hundreds of senior leaders and high potential staff for clients including ExxonMobil, FedEx, Kroger, MetLife, Owens Corning, multiple hospital systems, the Department of Veterans Affairs, and all branches of the US Military.
- Designed custom programs, curricula, and instructional materials based on client needs and experiences.
- 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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