Research examining both the organizing and activating effects of testosterone in one-shot bargaining contexts has been vexed by inconsistencies. Some research finds that high testosterone men are more likely to reject unfair offers in an ultimatum game and exogenous administration of...

The current research explored the influence of regulatory focus on the accuracy of lie detection. We propose that a prevention focus leads to greater performance in detecting lies than those under a promotion focus, because a prevention focus engenders a vigilant state and enhances people’s...

This study expands cross-cultural research on power by investigating Asian American biculturals’ behavioral reactions to power and how this process is influenced by situational and individual difference factors – mainly, primed cultural cues and degrees of cultural identity integration....

Psychological closeness, even when born out of subtle similarities with another person, has been found to lead to beneficial outcomes, such as increased cooperation and helping. In the present investigation, we examined the potential dark side of psychological closeness. In five studies...

Individuals often honor their own sunk costs, increasing their commitment to failing courses of action, from financial investments to wars. Because honoring sunk costs is driven by self justification processes, a widely offered prescription for preventing escalation of commitment is to have a...

A large body of research suggests that many high-stakes decisions made by powerful organizational actors are plagued by overconfidence (Hayward & Hanbrick, 1997; Zajac & Bazerman, 1991). Extant research on power has demonstrated that the sense of power has wide-ranging psychological consequences...

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...

Despite abundant anecdotal evidence that creativity is associated with experience in or exposure to different cultures, there is currently little empirical evidence for this relationship. The authors systematically explored this foreign culture - creativity link using a multi-method approach...

Research suggests that negative affect triggers a variety of cognitive and behavioral responses designed to re-affirm and strengthen one's sense of self. In the current research, four studies explored the hypothesis that negative affect would also intensify the expression of culture consistent...

Hierarchy is such a defining feature of organizations that its forms and basic functions are often taken for granted in organizational research. In this chapter, we revisit some basic sociological and psychological elements of hierarchy to explain why hierarchy is so pervasive across groups and...