This chapter explores stereotype threat in organizational contexts. Building on the understanding that stereotype threat involves concerns about confirming a negative stereotype about one’s group, we begin by elucidating the scope of potential stereotype threat effects in organizations....

The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny's (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny’s (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

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...

Across five studies, we investigate the use of appeals to the moral emotion of sympathy in negotiations. We find that negotiators who actively appeal to the sympathy of their counterparts achieve improved outcomes, both in terms of distributive value claiming as well as integrative value...

The authors address the long-standing mystery of stable individual differences in negotiation performance, for which intuition and conventional wisdom have clashed with inconsistent empirical findings. The present study used the Social Relations Model to examine individual differences directly...

Functional theories of reputation imply that individuals’ reputations are tied to their history of behavior. However, indirect evidence suggests that the link between reputation and behavior may be tenuous at best. In three studies we tracked the development of reputations over time among...