Publications
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.
“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.
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.
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.
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.
Company, country, connections: Counterfactual origins increase organizational commitment, patriotism, and social investment
Ersner-Hershfield, H., Galinsky, A. D., Kray, L. J., & King, B. (2010). Psychological Science, 21, 1479-1486.
From what might have been to what must have been: Counterfactual thinking creates meaning
Kray, L. J., George, L., Liljenquist, K., Galinsky, A., Tetlock, P., & Roese, N. (2010). Journal of Personality and Social Psychology, 98, 106-118.
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.
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.
Implications of counterfactual structure for creative generation and analytical problem solving
Markman, K. D., Lindberg, M. J., Kray, L. J., & Galinsky, A. D. (2007). Personality and Social Psychology Bulletin, 33, 312-324.
Thinking within the box: The relational processing style elicited by counterfactual mind-sets
Kray, L. J., Galinsky, A. D., & Wong, E. (2006). Journal of Personality and Social Psychology, 91, 33-48.
Different wrongs, different remedies? Reactions to organizational remedies after procedural and interactional injustice
Reb, J., Goldman, B. M., Kray, L. J., & Cropanzano, R. (2006). Personnel Psychology, 59, 31-64.
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.
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.