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Gaylen Paulson

Associate Dean and Director of Executive Education

Department:     Management

Additional Titles:     Senior Lecturer

Research Areas:     Dispute Resolution, Organizational Behavior

Gaylen Paulson is associate dean and executive director of Texas Executive Education at The University of Texas at Austin’s McCombs School of Business. He is also an award-winning associate professor of instruction for the school’s Department of Management.

Paulson’s research and teaching focus on how to interact strategically with people, including in negotiations, conflict management, persuasion, change, and interpersonal communication. He has written about processes involving negotiation, confrontation, resisting and overcoming resistance to persuasion, the impact of electronic communication on performance, and perceptions of threats and warnings in the workplace. His articles and cases have been published in outlets such as The Journal of Applied Psychology, The International Journal of Conflict Management, International Negotiation, Communication Research, and The Handbook of Language and Social Psychology.

As a consultant and executive educator, Paulson has worked with a wide variety of leading organizations, including 3M, Apple, Blue Cross Blue Shield, Dell, H-E-B, Hewlett-Packard, Microsoft, Samsung, the U.S. Department of State, the U.S. Navy, and many others.

He earned an M.S. and Ph.D. in organizational communication from Northwestern University in 1998, following his undergraduate degree from the University of Minnesota. He has held faculty positions at Northwestern University, the University of Notre Dame, the University of California at San Diego, and UT Austin.



Fawn and Vijay Mahajan Teaching Excellence Award for Executive Education 


“Outstanding Faculty” by the Engineering Management Executive Master’s Program  


McCombs’ "Faculty Honor Roll" by UT MBA students


Gaylen Paulson. 2006. Blue Buggy, in Teaching Materials for Negotiation and Decision Making, J. M. Brett, ed. Evanston, IL: J. L. Kellogg Dispute Resolution Research Center.


Gaylen Paulson. 2005. Online Reverse Auctions: Power Tools and Fair Perceptions? Proceedings of the 5th Annual UT/IEEE Engineering Management Conference: Managing the Future.


Gaylen Paulson and C.E. Naquin. 2004. Generating Trust Via Technology: Long Distance Practices and Pitfalls. International Negotiation: A Journal of Theory and Practice.


C. E. Naquin and Gaylen Paulson. 2003. Online Bargaining and Interpersonal Trust. Journal of Applied Psychology 88.


W. L. Adair, Gaylen Paulson, and W. T. Proffitt. 2002. Virtual Victorian, in Teaching Materials for Negotiation and Decision Making, J. M. Brett, ed. Evanston, IL: J. L. Kellogg Dispute Resolution Research Center.


Roloff, M. E. and Gaylen Paulson. 2001. Confronting Organizational Transgressions, in Social Influences on Ethical Behavior in Organizations, J. Darley, D. Messick, and T. Tyler, eds. Mahwah, NJ: LEA Press.


S.W. Wilson, Gaylen Paulson, and L.L. Putnam. 2001. Negotiation, in Handbook of Language and Social Psychology (2nd ed.), H. Giles and P. Robinson, eds. Chichester, UK: John Wiley, 303-315.


M.E. Roloff, Gaylen Paulson, and A.L. Besson. 1998. Facework in Rejection Messages. Communication Research 25, 183-199.


Gaylen Paulson. 1998. The ‘Anonymous Instructor’: An Introduction to Interpersonal Communication, in Teaching Ideas for the Basic Communication Course, L. W. Hugenberg and B. S. Moyer, eds. Dubuque, IA: Kendall-Hunt, 23-29.


Michael E. Roloff, Gaylen Paulson, and Jennifer Vollbrecht. 1998. The Interpretation of Coercive Communication: The Effectsof Mode of Influence, Powerful Speech, and Speaker Authority. The International Journal of Conflict Management 9, 139-161.


J.Vollbrecht, M.E. Roloff, and Gaylen Paulson. 1997. Coercive Potential and Face-Sensitivity: The Effects of Authority and Directives in Social Confrontation. The International Journal of Conflict Management 8, 251-270.


Gaylen Paulson and M.E. Roloff. 1997. The Effect of Request Form and Content on Constructing Obstacles to Compliance. Communication Research 24, 261-290.