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

    Anicich, E. M., Lee, A. J., Liu, S., Galinsky, A. D. Powerful and ungrateful: An exploration of the relationship between power and gratitude. Under review.

    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.