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Fast, Nathanael J.; Sivanathan, Niro; Mayer, Nicole D.; … - In: Organizational Behavior and Human Decision Processes 117 (2012) 2, pp. 249-260

Five experiments demonstrate that experiencing power leads to overconfident decision-making. Using multiple instantiations of power, including an episodic recall task (Experiments 1–3), a measure of work-related power (Experiment 4), and assignment to high- and low-power roles (Experiment 5),...

Persistent link: https://www.econbiz.de/10010576391

Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration

Kray, Laura J.; Galinsky, Adam D.; Thompson, Leigh - In: Organizational Behavior and Human Decision Processes 87 (2002) 2, pp. 386-410

Persistent link: https://www.econbiz.de/10005348425

Face threat sensitivity in negotiation: Roadblock to agreement and joint gain

White, Judith B.; Tynan, Renee; Galinsky, Adam D.; … - In: Organizational Behavior and Human Decision Processes 94 (2004) 2, pp. 102-124

Persistent link: https://www.econbiz.de/10005430995

The promise and peril of self-affirmation in de-escalation of commitment

Sivanathan, Niro; Molden, Daniel C.; Galinsky, Adam D.; … - In: Organizational Behavior and Human Decision Processes 107 (2008) 1, pp. 1-14

Persistent link: https://www.econbiz.de/10005431087

Saving the worst for last: The effect of time horizon on the efficiency of negotiating benefits and burdens

Okhuysen, Gerardo A.; Galinsky, Adam D.; Uptigrove, … - In: Organizational Behavior and Human Decision Processes 91 (2003) 2, pp. 269-279

Persistent link: https://www.econbiz.de/10005319032

The debiasing effect of counterfactual mind-sets: Increasing the search for disconfirmatory information in group decisions

Kray, Laura J.; Galinsky, Adam D. - In: Organizational Behavior and Human Decision Processes 91 (2003) 1, pp. 69-81

Persistent link: https://www.econbiz.de/10005197273