Publications
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.
Are gender roles fixed or malleable?: An implicit theory relevant to “having it all”
Howland, L., & Kray, L. J. (2016). In I. M. Welpe, P. Brosi, L. Ritzenhöfer, T. Schwarzmüller, Selection and assessment of women and men as business leaders – Challenges, opportunities, and solutions. Springer.
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).
Any second could be the second: How thinking about what might have been affects the emergence of meaning and commitment across the adult life span
Hershfield, H. E., Brown, C. E., & Kray, L. J. (2013). In C. Routledge & J. Hicks (Eds.), The Experience of Meaning in Life: Classical Perspectives, Emerging Themes, and Controversies (pp. 151-162).
Twists of fate: Moments in time and what might have been in the emergence of meaning
Kray, L. J., Hershfield, H. E., George, L. & Galinsky, A. D. (2013). In K. Markman, T. Proulx, & M. Lindberg (Eds.), The Psychology of Meaning. Washington, DC: American Psychological Association.
Gender and negotiations
Haselhuhn, M. P., & Kray, L. J. (2012). In B. Goldman, & D. Shapiro (Eds.), The Psychology of Negotiations in the 21st Century Workplace. Society of Industrial/Organizational Psychology Frontier Series.
The role of gender in negotiation
Paddock, E. L., & Kray, L. J. (2011). In M. Benoliel (Ed.), Negotiation Excellence: Successful Deal Making (pp. 229-245). World Scientific Publishing.
The impact of implicit negotiation beliefs on motivation and cognition in group negotiations
Haselhuhn, M. P., & Kray, L. J. (2011). In E. A. Mannix, M. A. Neale, & J. R. Overbeck (Eds.), Research on Managing Groups and Teams, 14, 137-161.
Stereotype threat in organizations: Its scope, triggers, and possible interventions
Kray, L. J., & Shirako, A. (2011). In M. Inzlicht, & T. Schmader (Eds.), Stereotype Threat: Theory, Process, and Application. NY: Oxford University Press.
In the words of Larry Summers: Gender stereotypes and implicit beliefs in negotiations
Kray, L. J., Locke, C., & Haselhuhn, M. (2010). In A. A. Stanton, M. Day, & I. Welpe (Eds.), Neuroeconomics and the Firm (pp. 101-115). Northampton, MA: Edward Elgar Publishing.
Stimulating creativity in groups through mental simulation
Wong, E. M., Kray, L. J., Galinsky, A. D., & Markman, K. D. (2010). In E. Mannix, M. Neale, & J. Goncalo (Eds.), Research on Managing Groups and Teams: Creativity and groups. Bingley, UK: JAI Emerald.
The counterfactual mind-set: A decade of research
Wong, E., Galinsky, A. D. & Kray, L. J. (2009). In K. Markman, B. Klein, & J. Suhr (Eds.), The Handbook of Simulation and Imagination. NY: Psychology Press.
What it takes to succeed: An examination of the relationship between negotiators’ implicit beliefs and performance
Kray, L. J., & Haselhuhn, M. P. (2008). In D. Forsyth, A. Goethals, and C. Hoyt (Eds.), Social Psychology and Leadership. West Port, CT: Praeger.
Gender in negotiations: A motivated social cognitive analysis
Kray, L. J., & Babcock, L. (2005). In A. Kruglanski & J. Forgas (Eds.), Frontiers in Social Psychology. NY: Psychology Press.
Finding meaning from mutability: Making sense and deriving meaning from counterfactual thinking
Galinsky, A. D., Liljenquist, K. A., Kray, L. J, & Roese, N. R. (2005). In D. R. Mandel, D. J Hilton, & P. Catellani (Eds.), The Psychology of Counterfactual Thinking, 110-125. London: Routledge.
Status vs. quo: Naïve realism and the search for social change and perceived legitimacy
Robinson, R. J., & Kray, L. (2001). In John T. Jost and Brenda Major (Eds.), The Psychology of Legitimacy: Emerging Perspectives on Ideology, Justice, and Intergroup Relations. Oxford: Blackwell.
Social context in negotiation: An information-processing perspective
Thompson, L., Peterson, E., & Kray, L. (1995). In R. Kramer and D. Messick (Eds.), Negotiation as a Social Process. New York: Russell Sage.