Publications
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.
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.
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.
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.
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 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.
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.
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.
Leading through negotiation: Harnessing the power of gender stereotypes
Kray, L. J. (2007). California Management Review, 50, 159-173.