Laura J Kray

Summary

Affiliation: University of California
Country: USA

Publications

  1. ncbi Feminine charm: an experimental analysis of its costs and benefits in negotiations
    Laura J Kray
    Haas School of Business, University of California Berkeley, CA 94720, USA
    Pers Soc Psychol Bull 38:1343-57. 2012
  2. ncbi 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
  3. ncbi 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
  4. ncbi Implicit negotiation beliefs and performance: experimental and longitudinal evidence
    Laura J Kray
    Haas School of Business, University of California, Berkeley, CA 94720, USA
    J Pers Soc Psychol 93:49-64. 2007
  5. ncbi From what might have been to what must have been: counterfactual thinking creates meaning
    Laura J Kray
    University of California, Berkeley, CA 94720 1900, USA
    J Pers Soc Psychol 98:106-18. 2010
  6. ncbi It's a bet! A problem-solving approach promotes the construction of contingent agreements
    Laura J Kray
    University of California-Berkeley, USA
    Pers Soc Psychol Bull 31:1039-51. 2005
  7. ncbi 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

Detail Information

Publications7

  1. ncbi Feminine charm: an experimental analysis of its costs and benefits in negotiations
    Laura J Kray
    Haas School of Business, University of California Berkeley, CA 94720, USA
    Pers Soc Psychol Bull 38:1343-57. 2012
    ..Hypotheses were supported across a correlational study and three experiments. Feminine charm has costs and benefits spanning economic and social measures. Theoretical and practical implications are discussed...
  2. ncbi 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...
  3. ncbi 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
    ....
  4. ncbi Implicit negotiation beliefs and performance: experimental and longitudinal evidence
    Laura J Kray
    Haas School of Business, University of California, Berkeley, CA 94720, USA
    J Pers Soc Psychol 93:49-64. 2007
    ..Implications and future directions are discussed...
  5. ncbi From what might have been to what must have been: counterfactual thinking creates meaning
    Laura J Kray
    University of California, Berkeley, CA 94720 1900, USA
    J Pers Soc Psychol 98:106-18. 2010
    ..Through counterfactual reflection, the upsides to reality are identified, a belief in fate emerges, and ultimately more meaning is derived from important life events...
  6. ncbi It's a bet! A problem-solving approach promotes the construction of contingent agreements
    Laura J Kray
    University of California-Berkeley, USA
    Pers Soc Psychol Bull 31:1039-51. 2005
    ..Experiment 2 sought to replicate and extend the findings of Experiment 1 using a scenario study. Results across the two experiments support the authors' hypotheses...
  7. ncbi 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
    ....