Publications
People prefer to negotiate with women, even when outcomes are identical and gender is unknown.
Townsend, C., Kray, L. J., & Delecourt, S. (2026). People prefer to negotiate with women, even when outcomes are identical and gender is unknown, Proceedings of the National Academy of Sciences, 123, e2523202123.
Psychological drivers of gender disparities in leadership paths
Kray, L. J., Mishra, S., Townsend, C. H., & Kennedy, J. A. (2025). Trends in Cognitive Sciences, 30, 515-529.
Now, women do ask: A call to update beliefs about the gender pay gap
Kray, L. J., Kennedy, J. A., & Lee, M. (2024). Academy of Management Discoveries, 10, 7-33.
Does hoodwinking others pay?: The psychological and relational consequences of undetected negotiator deception
Van Zant, A., Kennedy, J. A., & Kray, L. J. (2023). Journal of Personality and Social Psychology, 124, 1001.
Precarious manhood increases men’s receptivity to social sexual behavior from attractive women at work
Mishra, S., Lee, M., & Kray, L. J. (2023). Journal of Experimental Social Psychology, 104, 104409.
Why lies don’t pay in negotiations and the workplace
Van Zant, A. B., Kennedy, J. A., & Kray, L. J. (2023). Rutgers Business Review, 8, 167-174.
When and why gender differences emerge for sexual harassment behavior
Kennedy, J. A., Kray, L. J., & Rosenblum, M. (2023). California Management Review.
Who do they think they are?: A social-cognitive account of gender differences in social sexual identity and behavior at work
Kray, L. J., Kennedy, J. A., & Rosenblum, M. (2022). Organizational Behavior and Human Decision Processes, 172, 104186.
Deception in negotiations—the unique role of gender
Jazaieri, H., & Kray, L. J. (2020). In M. Olekalns & J. A. Kennedy (Eds.), Handbook of Research in Negotiation. United Kingdom: Edward Elgar Publishing.
“I won’t let you down:” Personal ethical lapses arising from women’s advocating for others
Kouchaki, M., & Kray, L. J. (2018). Organizational Behavior and Human Decision Processes, 147, 147-157.
A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity
Kennedy, J., Kray, L. J., Ku, G. (2017). Organizational Behavior and Human Decision Processes, 138, 28-44.
Changing the narrative: Women as negotiators—and leaders
Kray, L. J., & Kennedy, J. A. (2017). California Management Review, 60, 70-87.
Is there a place for sympathy in negotiations?: Finding strength in weakness
Shirako, A., Kilduff, G., & Kray, L. J. (2015). Organizational Behavior and Human Decision Processes, 131, 95-109.
A pawn in someone else’s game?: The cognitive, motivated, and paradigmatic barriers to women’s excelling in negotiation
Kennedy, J. & Kray, L. J. (2015). Research in Organizational Behavior, 35, 3-28.
Power affects performance when the pressure is on: Evidence for low-power threat and high-power lift
Kang, S., Galinsky, A. D., Kray, L. J. & Shirako, A. (2015). Personality and Social Psychology Bulletin, 41, 726-735.
Negotiation and conflict resolution
Van Zant, A., & Kray, L. J. (2015). In G. Wu & G. Keren (Eds.), Wiley-Blackwell Handbook of Judgment and Decision Making (pp. 828-848).
Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception
Kray, L. J., Kennedy, J., & Van Zant, A. (2014). Organizational Behavior and Human Decision Processes, 125, 61-72.
“I can’t lie to your face”: Minimal face-to-face interaction promotes honesty
Van Zant, A. B., & Kray, L. J. (2014). Journal of Experimental Social Psychology, 55, 234-238.
Negotiation is a man’s game: Ultimate truth or enduring myth?
Bowles, H. R., & Kray, L. J. (2013). Gender & Work: Challenging Conventional Wisdom. Research Symposium in honor of 50 years of women MBA. Harvard Business School Press.
Feminine charm: An experimental analysis of its costs and benefits in negotiations
Kray, L. J., Locke, C., & Van Zant, A. (2012). Personality and Social Psychology Bulletin, 38, 1343-1357.