Laura J Kray

Summary

Affiliation: University of California
Country: USA

Publications

  1. ncbi request reprint 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 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
  3. 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
  4. ncbi request reprint 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. doi request reprint 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 request reprint 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 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

Detail Information

Publications7

  1. ncbi request reprint 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 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...
  3. 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
    ....
  4. ncbi request reprint 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. doi request reprint 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 request reprint 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 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
    ....