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+ Denotes doctoral student collaborator

Lee, A. J., Mason, M. F., Malcomb, C. S.+ (in press). Beyond Cheap Talk Accounts: A Theory of Politeness in Negotiations. Research in Organizational Behavior. 

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.

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 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.


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. The Social Psychology of Morality, 126.


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.

Other Publications

Anicich, E. M. & Lee, A. J. (2021). Two Words that Rarely Travel Down the Hierarchy: Thank You! Invited contribution to the Society for Personality and Social Psychology’s Character & Context Blog, December 6.

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