Currently, I have two distinct yet complementary research streams:
First, I am interested in how gender stereotypes influence behavior in strategic interactions involving cooperation and competition. My research explores the conditions under which men versus women have an advantage in negotiations.
Second, I am interested in counterfactual thinking about "what might have been" and its downstream consequences, including learning, problem solving, and the creation of meaning. My research uncovers the myriad benefits of counterfactual reflection to individuals and groups.
- Ethics and Morality
- Gender Psychology
- Judgment and Decision Making
- Life Satisfaction, Well-Being
- Organizational Behavior
- Prejudice and Stereotyping
- Kray, L. J., & Galinsky, A. D. (2003). The debiasing effect of counterfactual mind-sets: Increasing the search for disconfirmatory information in group decisions. Organizational Behavior and Human Decision Processes, 91, 69-81.
- Kray, L. J., & Lind, E. A. (2002). The injustices of others: Social reports and the integration of others’ experiences in organizational justice judgments. Organizational Behavior and Human Decision Processes, 89, 906-924.
- Kray, L. J., Galinsky, A., & Thompson, L. (2002). Reversing the gender gap in negotiations: An exploration of stereotype regeneration. Organizational Behavior and Human Decision Processes, 87, 386-410.
- Lind, E. A., Kray, L., & Thompson, L. (2001). Primacy effects in justice judgments: Testing predictions from fairness heuristic theory. Organizational Behavior and Human Decision Processes, 85, 1-22.
- Kray, L., & Robinson, R. (2001). Partisanship and the status quo. European Journal of Social Psychology, 31, 321-335.
- Kray, L. J., Thompson, L, & Galinsky, A. (2001). Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, 80, 942-958.
- Kray, L. J. (2000). Contingent weighting in self-other decision making. Organizational Behavior and Human Decision Processes, 83, 82-106.
- Kray, L., & Gonzalez, R. (1999). Differential weighting in choice versus advice: I’ll do this, you do that. Journal of Behavioral Decision Making, 12, 207-217.
- Lind, E. A., Kray, L., & Thompson, L. (1998). The social construction of injustice: Fairness judgments in response to own and others' unfair treatment by authorities. Organizational Behavior and Human Decision Processes, 75, 1-22.
- Thompson, L., Kray, L., & Lind, E. A. (1998). Cohesion and respect: An examination of group decision making in social and escalation dilemmas. Journal of Experimental Social Psychology, 34, 289-311.
- Robinson, R. J., & Kray, L. (2002). Status vs. quo: Naïve realism and the search for social change and perceived legitimacy. In J. Jost & B. Major (Eds.), The Psychology of Legitimacy: Emerging Perspectives on Ideology, Justice, and Intergroup Relations.
- Thompson, L., Peterson, E., & Kray, L. (1995). Social context in negotiation: An information processing perspective. In R. Kramer & D. Messick (Eds.), Negotiation as a social process. New York: Russell Sage.
- Teamwork and Group Processes
Haas School of Business
Management of Organizations
University of California--Berkeley
Berkeley, CA 94720-1900
- Phone: (510) 642-0829
- Fax: (510) 643-1412