Publications
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.
Multifaceted masculinity: Implications for men’s lives
Kray, L. J., & Haselhuhn, M. P. (2017). PsycCRITIQUES, 62, 25, 5.
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.
Gender differences in trust dynamics: Women trust more than men following a trust violation
Haselhuhn, M. P., Kennedy, J., Kray, L. J., Van Zant, A. & Schweitzer, M. E. (2015). Journal of Experimental Social Psychology, 56, 104-109.
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.
Who is willing to sacrifice sacred values for money and social status? Gender differences in reactions to ethical compromises
Kennedy, J., & Kray, L. J. (2013). Social Psychological and Personality Science, 5, 52-59.
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.
Male pragmatism in negotiators’ ethical reasoning
Kray, L. J., & Haselhuhn, M. P. (2012). Journal of Experimental Social Psychology, 48, 1124-1131.
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.
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.
Relief versus regret: The impact of gender and negotiating norm ambiguity on reactions to having one’s first offer accepted
Kray, L. J., & Gelfand, M. (2009). Social Cognition (Special Issue on Negotiations), 27, 414-432.
To flirt or not to flirt? Sexual power at the bargaining table
Kray, L. J., & Locke, C. (2008). Negotiation Journal, 24(4), 483-493.
Leading through negotiation: Harnessing the power of gender stereotypes
Kray, L. J. (2007). California Management Review, 50, 159-173.
Gender stereotypes and negotiation performance: A review of theory and research
Kray, L. J., & Thompson, L. (2005). In B. Staw & R. Kramer (Eds.), Research in Organizational Behavior Series, 26, 103-182.
Self-power associations: The possession of power affects women’s self-concepts
Haines, E. L., & Kray, L. J. (2005). European Journal of Social Psychology, 35, 643-662.