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Professor Ursula F. Ott

BSc, MSc, PhD in Economics and Social Sciences (magna cum laude)
Professor of International Business
Strategy, Marketing and Innovation

Kingston Hill Campus
Kingston upon Thames
Surrey KT2 7LB


Professor Ursula F. Ott earned her PhD in Economics and Social Sciences from the University of Vienna. She is an award-winning expert in international negotiations and cooperation. Before joining Kingston University in January 2016, she was at Loughborough University, the London School of Economics and the University of Vienna. She is now the Director of the Centre for Experimental Research in International Business (CERIB) and the Head of the Strategy Research Group. 

She has published research monographs and articles in leading journals. Her publications appear in top-tier journals such as Journal of Management Studies, Journal of Business Research, Organization Studies, Sociology, International Business Review among others. She has presented competitive conference papers at the Annual Conferences in Management and International Business and the World Congresses of Game Theory. 

Her research has won her Best Paper Awards at leading conferences and has received funding from the British Academy, the Leverhulme Trust, the Engineering and Physical Science Research Council (EPSRC), the Austrian Science Fund (FWF - Erwin-Schroedinger-Grant and Charlotte-Buehler-Grant) and the Austrian Ministry of Science and Research. One of her research monographs won an Award from the Schaumayer Fund. 

She serves on the Editorial Boards of international journals – Journal of Business Research, the new Elsevier journal Journal of Innovation and Knowledge, and Revista de Negocios Internacionales. She has been invited as ad hoc referee for Academy of Management Review, Risk Analysis, Journal of Management Studies, Organization Studies, International Marketing Review, International Business Review and reviewed for Cambridge and Oxford University Press. She has received a Best Reviewer Award from the Academy of International Business at the Annual Conference in Washington, USA. 

She was invited speaker in research seminars at the London School of Economics and Political Science, University of Cambridge, University of Manchester and Session Chair at the Annual Conferences of the Academy of International Business (AIB), the European Association of International Business (EIBA), the INFORMS Society and the World Congresses of the Game Theory Society.

She has successfully supervised PhD students who went on to have academic appointments at British and International universities after their completion.  

Her research has an impact in industry (negotiation framework for international organizations, market access negotiations into emerging countries, assessment of international negotiations within pharmaceutical MNEs) and in politics (peace negotiations) as well as is taught at the Oxford Programme of Negotiations.


International Negotiations, Compensation Schemes, Multinational Enterprises, Foreign Direct Investment, Strategic Alliances (IJV),  

Formal Models of Game Theory, Contract Theory, Bargaining Theory, Set Theory, 

Qualitative and Quantitative methodology 

Research Interest(s)

Her research deals with individual and interactive decision-making in international organisations on various levels. She has so far used formal models of game theory, incentive theory, contract theory and bargaining theory to develop frameworks for international joint ventures, global compensation schemes and international negotiations.

These theories have been tested with quantitative and qualitative empirical investigations. 

She has experience in conducting negotiation experiments with global managers and is in the process of setting up a research lab to continue with this work in Kingston. 


She has extensive teaching experience at:

Undergraduate Levels (International Management, Comparative International Management, International Negotiations)

Postgraduate Level (Industry and Company Analysis, International Management for MBAs)

PhD Level (Research Design, Philosophy of Research)

She was Programme Director for Joint Degrees and Director of Disability and Special Needs at the School of Business and Economics at Loughborough University. 


Professor Ott has led several research projects with funding and publications in leading journals as well as research monographs:

a) International Joint Ventures an Interplay of Cooperative and Non-cooperative Games (funded by the Austrian Science Fund with a Schroedinger Fellowship and a Charlotte-Buehler Grant) - published as research monograph and in journal articles.

b) International Negotiations and Cultural Profiles in collaboration with Richard Lewis Communication Ltd. - Lead Academic for International Negotiations and Cultural Profiles - publications in International Negotiations and Journal of Business Research.

c)Multinational Negotiations and Innovation in collaboration with Daichii Sankyo - Best paper award at the Global Innovation and Knowledge Academy and publication in Journal of Business Research. 

d) DNA of negotiations with Australian, German and British academics - publication in Journal of Business Research


Her negotiation frameworks are used to assess international negotiations and market access in well-known Multinational Entreprises. 


Academy of Management,

Academy of International Business,

INFORMS and Game Theory Society

Global Innovation and Knowledge Academy

Recent Publications

Number of items: 25.


Ott, Ursula F., Prowse, Peter, Fells, Ray and Rogers, Helen (2016) The DNA of negotiations as a set theoretic concept: a theoretical and empirical analysis. Journal of Business Research, ISSN (print) 0148-2963 (Epub Ahead of Print)

Ott, Ursula F. (2016) The art and economics of international negotiations : haggling meets hurrying and hanging on in buyer–seller negotiations. Journal of Innovation & Knowledge, 1(1), pp. 51-61. ISSN (online) 2444-569X

Ott, Ursula, Gates, Michael, Lei, Lianghui and Lewis, Ric (2016) A configurational and experimental approach to compare British and Chinese cultural profiles of generation Y. Journal of Business Research, ISSN (print) 0148-2963 (Epub Ahead of Print)

Ott, Ursula F. and Kimura, Yuko (2016) A set-theoretic analysis of negotiations in Japanese MNEs : opening up the black box. Journal of Business Research, 69(4), pp. 1294-1300. ISSN (print) 0148-2963

Ott, Ursula F. (2015) Repeated moral hazard in international joint ventures : inter-temporal culturally sensitive incentive schemes for hidden action. Research in International Business and Finance, 35, pp. 166-179. ISSN (print) 0275-5319

Ott, Ursula, Liu, Xiaohui and Buck, Trevor (2014) How long will the marriage of Sino-Foreign JVs in China last? A theoretical and empirical investigation. International Business Review, 23(5), pp. 873-886. ISSN (print) 0969-5931

Ott, Ursula F. (2013) International business research and game theory: looking beyond the prisoner’s dilemma. International Business Review, 22(2), pp. 480-491. ISSN (print) 0969-5931

Ott, Ursula F. (2011) The influence of cultural activity types on buyer-seller negotiations: a game theoretical framework for intercultural negotiations. International Negotiation, 16(3), pp. 427-450. ISSN (print) 1382-340X

Buck, Trevor, Liu, Xiaohui and Ott, Ursula (2010) Long-term orientation and international joint venture strategies in modern China. International Business Review, 19(3), pp. 223-234. ISSN (print) 0969-5931

Korczynski, Marek and Ott, Ursula (2006) The menu in society: mediating structures of power and enchanting myths of individual sovereignty. Sociology, 40(5), pp. 911-928. ISSN (print) 0038-0385

Korczynski, Marek and Ott, Ursula (2005) Sales work under marketization: the social relations of the cash nexus? Organization Studies, 26(5), pp. 707-728. ISSN (print) 0170-8406

Korczynski, Marek and Ott, Ursula (2004) When production and consumption meet: cultural contradictions and the enchanting myth of customer sovereignty. Journal of Management Studies, 41(4), pp. 575-599. ISSN (print) 0022-2380


Ott, Ursula F. (2006) International joint ventures: an interplay of cooperative and noncooperative games under incomplete information. Basingstoke, U.K. : Palgrave Macmillan. 208p. ISBN 9780333968963

Book Section

Ott, Ursula F. (2015) Dynamic contracting scenarios in international strategic alliances: inter-temporal culturally sensitive incentive schemes. In: Larimo, Jorma , Nummela, Niina and Mainela, Tuija, (eds.) Handbook on international alliance and network research. Cheltenham, U.K. : Edward Elgar Publishing Limited. pp. 243-270. (Research Handbooks in Business and Management Series) ISBN 9781783475476

Ott, Ursula F. (2006) Cheating and incentive schemes in international joint ventures. In: Fai, Felicia M. and Morgan, Eleanor J., (eds.) Managerial issues in international business. Basingstoke, U.K. : Palgrave Macmillan. pp. 33-49. ISBN 9780230001930

Conference or Workshop Item

Ott, Ursula F., Williams, David, Staley, Lee and Saker, James (2015) Termination in international joint ventures of the automotive industry: a set theoretic and fuzzy set qualitative comparative analysis. In: 5th Global Innovation and Knowledge Academy (GIKA) Conference 2015: New Knowledge Impacts on Designing Implementable Innovative Realities; 13-16 Jul 2015, Valencia, Spain. (Unpublished)

Ott, Ursula (2013) It takes two to tango: a cross-cultural bargaining mechanism for international negotiations. In: Reading-UNCTAD International Business Conference: Contemporary Issues in International Business Theory; 8-9 Apr 2013, Reading, U.K.. (Unpublished)

Ott, Ursula F. (2012) In the land of the blind..... a model for double-sided uncertainty in international negotiatons. In: GAMES 2012: 4th World Congress of the Game Theory Society; 22-26 Jul 2012, Istanbul, Turkey. (Unpublished)

Ott, Ursula F. and Kimura, Yuko (2012) Patience is a virtue: an analysis of reactive bargaining behavior in international negotiations with or within multinational enterprises. In: Academy of International Business (AIB) 2012 Annual Meeting: Rethinking the Roles of Business, Government and NGOs in the Global Economy; 30 Jun - 03 Jul 2012, Washington, U.S.. (Unpublished)

Ott, Ursula F. (2011) In the land of the blind..... a model for double sided uncertainty in international negotiatons. In: Institute for Operations Research and the Management Sciences (INFORMS) 2011 Annual Meeting: TransfORmation; 13-16 Nov 2011, Charlotte, U.S.. (Unpublished)

Ott, Ursula F. (2010) A model of double sided uncertainty in international negotiations. In: 36th European International Business Academy (EIBA) Annual Conference: IB’s Role in Building a Better and Stronger Global Economy; 9-11 Dec 2010, Porto, Portugal. (Unpublished)

Ott, Ursula F. (2009) A bargaining model for international negotiations from a reactive perspective. In: Academy of International Business (AIB) 2009 Annual Meeting: Is the World Flat or Spiky? Implications for Global Strategies; 27-30 Jun 2009, San Diego, U.S.. (Unpublished)

Ott, Ursula F. (2008) A game theoretical analysis of international negotiations from the perspective of linear-active bargainers. In: Academy of International Business (AIB) 2008 Annual Meeting: Knowledge Development and Exchange in International Business Networks; 30 Jun - 03 Jul 2008, Milan, Italy. (Unpublished)

Ott, Ursula (2008) A game theoretical analysis of international negotiations from the perspective of multi-active bargainers. In: GAMES 2008: 3rd World Congress of the Game Theory Society; 13-17 Jul 2008, Evanston, U.S.. (Unpublished)

Ott, Ursula F. (2006) Incentives for the cultural adaptation process in an international joint venture. In: Academy of International Business (AIB) 2006 Annual Meeting: From the Silk Road to Global Networks: Harnessing the Power of People in International Business; 23-26 Jun 2006, Beijing, China. (Unpublished)

This list was generated on Wed Jun 28 04:57:29 2017 BST.

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