Publications
Male pragmatism in negotiators’ ethical reasoning
Kray, L. J., & Haselhuhn, M. P. (2012). Journal of Experimental Social Psychology, 48, 1124-1131.
Improving the future by considering the past: The impact of upward counterfactual reflection and implicit beliefs on negotiation performance
Wong, E. M., Haselhuhn, M. P., & Kray, L. J. (2012). Journal of Experimental Social Psychology, 48, 403-406.
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.
Counterfactual structure and learning from experience in negotiations
Kray, L. J., Galinsky, A. D., & Markman, K. (2009). Journal of Experimental Social Psychology, 45, 979-982.
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.
The effect of past performance on expected control and risk attitudes in integrative negotiations
Kray, L. J., Paddock, L., & Galinsky, A. D. (2008). Negotiation and Conflict Management Research, 1, 161-178.
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.
To flirt or not to flirt? Sexual power at the bargaining table
Kray, L. J., & Locke, C. (2008). Negotiation Journal, 24(4), 483-493.
Implicit negotiation beliefs and performance: Longitudinal and experimental evidence
Kray, L. J., & Haselhuhn, M. (2007). Journal of Personality and Social Psychology, 93, 49-64.
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.
It’s a bet! A problem solving approach promotes the construction of contingent agreements
Kray, L. J., Thompson, L., & Lind, E. A. (2005). Personality and Social Psychology Bulletin, 31, 1039-1051.
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.
Exploring the rabbit hole of possibilities with myself or with my group: The benefits and liabilities of activating counterfactual mind-sets for information sharing and group coordination
Liljenquist, K., Galinsky, A. D., & Kray, L. J. (2004). Journal of Behavioral Decision Making, 17, 263-279.
Stereotype reactance at the bargaining table: The effect of stereotype activation and power on claiming and creating value
Kray, L. J., Reb, J., Galinsky, A., & Thompson, L. (2004). Personality and Social Psychology Bulletin, 30, 399-411.
From thinking about what might have been to sharing what we know: The role of counterfactual mind-sets on information sharing in groups
Galinsky, A., & Kray, L. J. (2004). Journal of Experimental Social Psychology, 40, 606-618.
The debiasing effect of counterfactual mind-sets: Increasing the search for disconfirmatory information in groups
Kray, L. J., & Galinsky, A. D. (2003). Organizational Behavior and Human Decision Processes, 91, 69-81.