Articles

Lee, A. J., Loschelder, D. D., Schweinsberg, M., Mason, M. F., Galinsky, A. G. (2018). Too Precise to Pursue: How Precise First Offers Create Barriers-to-Entry in Negotiations and Markets. Organizational Behavior and Human Decision Processes, 148, 87-100.

Lee, A. J., Ames, D. R. (2017). “I can’t pay more” versus “It’s not worth more”: Divergent effects of constraint and disparagement rationales in negotiations. Organizational Behavior and Human Decision Processes, 141, 16-28.

 

Ames, D. R., Lee, A. J., & Wazlawek, A. S. (2017). Interpersonal Assertiveness: Inside the Balancing Act. Social and Personality Psychology Compass, 11(6), e12317.

Kuwabara, K., Yu, S., Lee, A. J., & Galinsky, A. D. (2015). Status Decreases Dominance in the West but Increases Dominance in the East. Psychological Science27, 127-137.

Ames, D. R. & Lee, A. J. (2015). Tortured beliefs: How and when prior support for torture skews the perceived value of coerced information. Journal of Experimental Social Psychology60, 86-92.

Mason, M. F., Lee, A. J., Wiley, E. A., & Ames, D. R. (2013). Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations. Journal of Experimental Social Psychology, 49, 759-763.

Book Chapters

 

Schaerer, M., Lee, A. J., Galinsky, A. D., & Thau, S. (2018). Contextualizing social power research within organizational behavior. In Ferris, D. L., Johnson, R. E., & Sedikides, C. (Eds.), The Self at Work: Fundamental Theory and Research. Organizational Frontiers Series of the Society for Industrial and Organizational Psychology. New York: Routledge.

Galinsky, A. D. & Lee, A. J. (2016). When Perspective-Takers Turn Unethical. The Social Psychology of Morality, 126.

Manuscripts Under Review or Revision

Lee, A. J., Mason, M. F., Sandman, C. E. More than cheap talk: When and why politeness matters in negotiations. Under review at Research in Organizational Behavior

 

Loschelder, D. D., Lee, A. J., Mason, M. F., Ames, D. R., Galinsky, A. D. An Interpersonal, Attributional Perspective on First Offers in Negotiations. Revise and resubmit at Organizational Behavior and Human Decision Processes

 

Anicich, E. M., Lee, A. J., Liu, S. Thanks, but No Thanks: Unpacking the Relationship between Power and Gratitude Expression. Revise and resubmit at Personality and Social Psychology Bulletin.

Working Papers

 

Lee, A. J., Ames, D. R. Disparagement backlash and caretaker advantage: How attachment shapes reactions to accounts in negotiations. Working manuscript.

Hays, N. A., Lee, A. J., Blader, S. L., Galinsky, A. D. The social integration theory of status: Understanding the psychological experience of status. Working manuscript.

Lee, A. J., Mason, M. F., Ames, D. R. The post-decision affirmation (PDA) effect: The interpersonal benefits of closing negotiations with affirmative comments. Working manuscript.

Ames, D. R., Lee, A. J. Cheap shots and fair points: Egocentric perceptions of rationales in bargaining—and the potential impact of perspective-taking. Working manuscript.