We explored the relationship between counterfactual thinking and the construction of integrative negotiation agreements. Building on past research demonstrating that counterfactual mind-sets promote a structured imagination (Kray, Galinsky, & Wong, 2006), we hypothesized that priming a...

The current research examines how power affects performance in pressure-filled contexts. We present low-power-threat and high-power-lift effects, whereby performance in high-stakes situations suffers or is enhanced depending on one’s power; that is, the power inherent to a situational role can...

We hypothesized that the activation of a counterfactual mind-set minimizes group decision errors that result when a group relies on its members to share uniquely held information. In two experiments, groups were exposed to one of two pre-task scenarios in which the salience of counterfactual...

We hypothesized that the distribution of resources in a mixed-gender negotiation would depend on the relative power advantage of men versus women, as well as the manner in which gender stereotypes were activated in the minds of negotiators. More specifically, we expected negotiators who had a...

Stereotype threat is the concern one feels about confirming a negative stereotype about one's ability-stigmatized group (Steele & Aronson, 1995). At the heart of stereotype threat effects is the expectation of negative performance based on group membership or a currently held role. Thus, an...