Adam D Galinsky

Summary

Affiliation: Northwestern University
Country: USA

Publications

  1. ncbi request reprint Disconnecting outcomes and evaluations: the role of negotiator focus
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, Illinois 60208, USA
    J Pers Soc Psychol 83:1131-40. 2002
  2. ncbi request reprint From power to action
    Adam D Galinsky
    Management and Organizations, Department, Kellogg School of Management, Northwestern University, Evanston, Illinois 60208, USA
    J Pers Soc Psychol 85:453-66. 2003
  3. doi request reprint Power reduces the press of the situation: implications for creativity, conformity, and dissonance
    Adam D Galinsky
    Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    J Pers Soc Psychol 95:1450-66. 2008
  4. ncbi request reprint Regulatory focus at the bargaining table: promoting distributive and integrative success
    Adam D Galinsky
    Department of Management and Organizations, Kellog School of Management, Northwestern University, Evanston, IL 60208, USA
    Pers Soc Psychol Bull 31:1087-98. 2005
  5. ncbi request reprint Power and perspectives not taken
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL, USA
    Psychol Sci 17:1068-74. 2006
  6. doi request reprint Company, country, connections: counterfactual origins increase organizational commitment, patriotism, and social investment
    Hal Ersner-Hershfield
    Department of Management and Organizations, Northwestern University, Evanston, IL 606208, USA
    Psychol Sci 21:1479-86. 2010
  7. doi request reprint Powerful postures versus powerful roles: which is the proximate correlate of thought and behavior?
    Li Huang
    Kellogg School of Management, Northwestern University, Evanston, IL, USA
    Psychol Sci 22:95-102. 2011
  8. ncbi request reprint No mirrors for the powerful: Why dominant smiles are not processed using embodied simulation
    Li Huang
    Department of Management and Organizations, Northwestern University, Evanston, IL 60208 http www kellogg northwestern edu faculty huang http www kellogg northwestern edu faculty bio galinsky htm
    Behav Brain Sci 33:448. 2010
  9. ncbi request reprint The effects of perspective-taking on prejudice: the moderating role of self-evaluation
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    Pers Soc Psychol Bull 30:594-604. 2004
  10. doi request reprint Perspective-takers behave more stereotypically
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    J Pers Soc Psychol 95:404-19. 2008

Detail Information

Publications23

  1. ncbi request reprint Disconnecting outcomes and evaluations: the role of negotiator focus
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, Illinois 60208, USA
    J Pers Soc Psychol 83:1131-40. 2002
    ..The possible negative effects of setting high goals and the temporal dimensions of the disconnection and reconnection between outcomes and evaluations are discussed...
  2. ncbi request reprint From power to action
    Adam D Galinsky
    Management and Organizations, Department, Kellogg School of Management, Northwestern University, Evanston, Illinois 60208, USA
    J Pers Soc Psychol 85:453-66. 2003
    ..The effects of priming power are discussed in relation to the broader literature on conceptual and mind-set priming...
  3. doi request reprint Power reduces the press of the situation: implications for creativity, conformity, and dissonance
    Adam D Galinsky
    Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    J Pers Soc Psychol 95:1450-66. 2008
    ..Across the experiments, high-power participants were immune to the typical press of situations, with intrapsychic processes having greater sway than situational or interpersonal ones on their creative and attitudinal expressions...
  4. ncbi request reprint Regulatory focus at the bargaining table: promoting distributive and integrative success
    Adam D Galinsky
    Department of Management and Organizations, Kellog School of Management, Northwestern University, Evanston, IL 60208, USA
    Pers Soc Psychol Bull 31:1087-98. 2005
    ..The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit...
  5. ncbi request reprint Power and perspectives not taken
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL, USA
    Psychol Sci 17:1068-74. 2006
    ..Across these studies, power was associated with a reduced tendency to comprehend how other people see, think, and feel...
  6. doi request reprint Company, country, connections: counterfactual origins increase organizational commitment, patriotism, and social investment
    Hal Ersner-Hershfield
    Department of Management and Organizations, Northwestern University, Evanston, IL 606208, USA
    Psychol Sci 21:1479-86. 2010
    ..The robust relationship between counterfactual origins and commitment was found across a wide range of companies and countries, with undergraduates and M.B.A. students, and for attitudes and behaviors...
  7. doi request reprint Powerful postures versus powerful roles: which is the proximate correlate of thought and behavior?
    Li Huang
    Kellogg School of Management, Northwestern University, Evanston, IL, USA
    Psychol Sci 22:95-102. 2011
    ..A final experiment found that posture also had a larger effect on action than recalling an experience of high or low power. We discuss body postures as one of the most proximate correlates of the manifestations of power...
  8. ncbi request reprint No mirrors for the powerful: Why dominant smiles are not processed using embodied simulation
    Li Huang
    Department of Management and Organizations, Northwestern University, Evanston, IL 60208 http www kellogg northwestern edu faculty huang http www kellogg northwestern edu faculty bio galinsky htm
    Behav Brain Sci 33:448. 2010
    ..We support this argument by discussing the lack of eye contact with dominant faces and the facial and postural complementarity, rather than mimicry, that pervades hierarchical relationships...
  9. ncbi request reprint The effects of perspective-taking on prejudice: the moderating role of self-evaluation
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    Pers Soc Psychol Bull 30:594-604. 2004
    ..The discussion focuses on how debiasing intergroup thought is often best accomplished by working through the very processes that produced the bias in the first place...
  10. doi request reprint Perspective-takers behave more stereotypically
    Adam D Galinsky
    Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    J Pers Soc Psychol 95:404-19. 2008
    ..S. Wang, 2005) that perspective-takers utilize information, including stereotypes, to coordinate their behavior with others and provide key theoretical insights into the processes of both perspective-taking and behavioral priming...
  11. doi request reprint Why it pays to get inside the head of your opponent: the differential effects of perspective taking and empathy in negotiations
    Adam D Galinsky
    Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
    Psychol Sci 19:378-84. 2008
    ..Although empathy is an essential tool in many aspects of social life, perspective taking appears to be a particularly critical ability in negotiations...
  12. ncbi request reprint Thinking within the box: The relational processing style elicited by counterfactual mind-sets
    Laura J Kray
    Haas School of Business, University of California, Berkeley, CA 94720, USA
    J Pers Soc Psychol 91:33-48. 2006
    ....
  13. ncbi request reprint From self-prediction to self-defeat: behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations
    Kristina A Diekmann
    University of Utah, Department of Management, David Eccles School of Business, Salt Lake City, UT 84112, USA
    J Pers Soc Psychol 85:672-83. 2003
    ....
  14. doi request reprint Power and the objectification of social targets
    Deborah H Gruenfeld
    Graduate School of Business, Stanford University, Stanford, CA 94305, USA
    J Pers Soc Psychol 95:111-27. 2008
    ..Implications for research on the psychology of power, automatic goal pursuit, and self-objectification theory are discussed...
  15. doi request reprint Illegitimacy moderates the effects of power on approach
    Joris Lammers
    Department of Social Psychology, Tilburg Institute for Behavioral Economics Research TIBER, Tilburg University, Tilburg, The Netherlands
    Psychol Sci 19:558-64. 2008
    ..These findings demonstrate that how power is conceptualized, acquired, and wielded determines its psychological consequences and add insight into not only when but also why power leads to approach...
  16. doi request reprint Lacking power impairs executive functions
    Pamela K Smith
    Department of Social Psychology, Behavioural Science Institute, Radboud University Nijmegen, Nijmegen, The Netherlands
    Psychol Sci 19:441-7. 2008
    ..The current research implies that the cognitive alterations arising from powerlessness may help foster stable social hierarchies and that empowering employees may reduce costly organizational errors...
  17. doi request reprint Negational categorization and intergroup behavior
    Chen Bo Zhong
    University of Toronto, Toronto, Ontario, Canada
    Pers Soc Psychol Bull 34:793-806. 2008
    ..By distinguishing negational identity from affirmational identity, a more complete picture of collective identity and intergroup behavior can start to emerge...
  18. ncbi request reprint Starting low but ending high: a reversal of the anchoring effect in auctions
    Gillian Ku
    London Business School, England
    J Pers Soc Psychol 90:975-86. 2006
    ..By broadening the understanding of anchors to extended social interactions and open markets, the authors identify when and why starting prices anchor...
  19. ncbi request reprint Power, propensity to negotiate, and moving first in competitive interactions
    Joe C Magee
    New York University, New York, NY 10012, USA
    Pers Soc Psychol Bull 33:200-12. 2007
    ..Experiment 4 showed that high-power negotiators were more likely than low-power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage...
  20. ncbi request reprint When being a model minority is good . . . and bad: realistic threat explains negativity toward Asian Americans
    William W Maddux
    INSEAD, 77305 Fontainebleau, France
    Pers Soc Psychol Bull 34:74-89. 2008
    ..Implications for understanding the nature of stereotyping and prejudice toward Asian Americans and other minority groups are discussed...
  21. doi request reprint Multicultural experience enhances creativity: the when and how
    Angela Ka Yee Leung
    School of Social Sciences, Singapore Management University, Singapore 178903
    Am Psychol 63:169-81. 2008
    ..The authors discuss the implications of their findings for promoting creativity in increasingly global learning and work environments...
  22. ncbi request reprint Implications of counterfactual structure for creative generation and analytical problem solving
    Keith D Markman
    Ohio University, Athens, OH 45701, USA
    Pers Soc Psychol Bull 33:312-24. 2007
    ....
  23. ncbi request reprint Stereotype reactance at the bargaining table: the effect of stereotype activation and power on claiming and creating value
    Laura J Kray
    University of California, Berkeley, CA, USA
    Pers Soc Psychol Bull 30:399-411. 2004
    ..In total, performance in mixed-gender negotiations is strongly affected by the cognitions and motivations that negotiators bring to the bargaining table...