Publications
+ Denotes doctoral student/post-doc collaborator
Lee, A. J., Mason, M. F., & Ames, D. R. (forthcoming). Journey to the Bargaining Table: Signaling, Seeking, and Screening. Current Opinion in Psychology.
Hays, N. A., Lee, A. J., Blader, S. L., & Galinsky, A. D. (2026). The social relations-approach theory of social hierarchy: Understanding the distinct psychological experiences of status and power. Psychological Review.
Lee, A. J., Park, T. Y., & Chang, S. (2026). The implications of pay range transparency on job application preferences and negotiations. Journal of Applied Psychology.
Petrowsky, H. M.+, Boecker, L., Escher, Y. A.+, Frech, M.-L., Friese, M., Galinsky, A. D., Gunia, B., Lee, A. J., Schaerer, M., Schweinsberg, M., Soliman, M., Swaab, R., Troll, E. S., Weber, M., & Loschelder, D. D. (2025). The power and peril of first offers in negotiations: A conceptual, meta-analytic, and experimental synthesis. Organizational Behavior and Human Decision Processes.
* authors except first and last in alphabetical order
Hunsaker, D., Zhang, H.+, & Lee, A. J. (2025). Beyond propensity: Thresholds, costs, and interventions in negotiation avoidance. Negotiation and Conflict Management Research.
Lee, A. J. & Ames, D. R. (2025). When sellers care about caretakers: Seller attachment shapes who gets to the bargaining table. Organizational Behavior and Human Decision Processes, 189, 104420.
Teichmann, L.+, Petrowsky, H. M.+, Escher, Y. A.+, Lee, A. J., Loschelder, D. D. (2025) Optimizing Counteroffers: How Timing and Magnitude Shape Sale Prices and Impasses in 26 Million Asynchronous Online Negotiations. Group Decision and Negotiation.
Lee, A. J., Mason, M. F., Malcomb, C. S.+ (2024). Hedging First Offers Permits Assertiveness While Lowering Risk a Partner Walks. Social Psychological and Personality Science, 19485506241305486.
Lee, A. J., Mason, M. F., Malcomb, C. S.+ (2022). Beyond Cheap Talk Accounts: A Theory of Politeness in Negotiations. Research in Organizational Behavior, 41, 100154. (Published in 2021 issue)
Anicich, E. M., Lee, A. J., Liu, S (2021). Thanks, but No Thanks: Unpacking the Relationship between Power and Gratitude. Personality and Social Psychology Bulletin, 48(7), 1005–1023.
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.
Schaerer, M., Lee, A. J., Galinsky, A. D., & Thau, S. (2018). Contextualizing social power research within organizational behavior. In D. L. Ferris, R. E. Johnson, & C. Sedikides (Eds.), The Self at Work: Fundamental Theory and Research (Organizational Frontiers Series of the Society for Industrial and Organizational Psychology, pp. 194-221). Routledge.
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.
Galinsky, A. D. & Lee, A. J. (2016). When Perspective-Takers Turn Unethical. In J. P. Forgas, L. Jussim, & P. A. M. Van Lange (Eds.), The Social Psychology of Morality (pp. 126-138). Routledge.
Kuwabara, K., Yu, S., Lee, A. J., & Galinsky, A. D. (2015). Status Decreases Dominance in the West but Increases Dominance in the East. Psychological Science, 27, 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 Psychology, 60, 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.
Other Publications
Anicich, E. M. & Lee, A. J. (2022). Research: More Powerful People Express Less Gratitude. Harvard Business Review, April 25.
Anicich, E. M. & Lee, A. J. (2021). Two Words that Rarely Travel Down the Hierarchy: Thank You! Society for Personality and Social Psychology’s Character & Context Blog, December 6.