Adam D. Galinsky

Columbia Business School - Management

3022 Broadway

New York, NY 10027

United States

SCHOLARLY PAPERS

35

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14,837

CITATIONS
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Top 4,755

in Total Papers Citations

115

Scholarly Papers (35)

1.

When Psychological Closeness Creates Distance from One’s Moral Compass

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 21 May 2010
Francesca Gino and Adam D. Galinsky
Harvard Business School and Columbia Business School - Management
Downloads 3,067 (3,446)
Citation 11

Abstract:

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2.

Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting

Harvard Business School NOM Unit Working Paper No. 09-083
Number of pages: 28 Posted: 23 Jan 2009 Last Revised: 08 May 2012
University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia Business School - Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 1,636 (9,901)
Citation 9

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3.

The Self-Reinforcing Nature of Social Hierarchy: Origins and Consequences of Power and Status

IACM 21st Annual Conference Paper
Number of pages: 37 Posted: 11 Nov 2008
Joseph C. Magee and Adam D. Galinsky
New York University (NYU) - Leonard N. Stern School of Business and Columbia Business School - Management
Downloads 1,176 (16,727)
Citation 34

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4.

Multiple Equivalent Simultaneous Offers (MESOs) Reduce the Negotiator Dilemma: How a Choice of First Offers Increases Economic and Relational Outcomes

2. Leonardelli, G.J., Gu, J., McRuer, G., Medvec, V., & Galinsky, A.D. (2019). Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes. Organizational Behavior and Human Decision Processes, 152, 64-82
Number of pages: 20 Posted: 01 Jun 2005 Last Revised: 13 Jun 2019
University of Toronto - Rotman School of Management, Monash University - Department of Management, affiliation not provided to SSRN, Northwestern University - Kellogg School of Management and Columbia Business School - Management
Downloads 1,099 (18,532)

Abstract:

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Negotiations, choice, multiple equivalent simultaneous offers

5.

First Offers in Negotiations: Determinants and Effects

16th Annual IACM Conference Melbourne, Australia
Number of pages: 26 Posted: 06 Jun 2003
John M. Oesch and Adam D. Galinsky
University of Toronto - Rotman School of Management and Columbia Business School - Management
Downloads 1,008 (21,081)
Citation 2

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First Offers, Negotiations, Bargaining

6.

Gender Stereotype Activation and Power in Mixed-Gender Negotiations

IACM 15th Annual Conference
Number of pages: 28 Posted: 29 Mar 2002
Laura Kray, Jochen M. Reb, Adam D. Galinsky and Leigh Thompson
Berkeley-Haas Management of Organizations, affiliation not provided to SSRN, Columbia Business School - Management and Northwestern University - Kellogg School of Management
Downloads 916 (24,295)
Citation 1

Abstract:

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Negotiations, power, stereotypes, gender

7.

Power and Overconfidence

IACM 2007 Meetings Paper
Number of pages: 22 Posted: 04 Mar 2008
Niro Sivanathan and Adam D. Galinsky
Northwestern University - Kellogg School of Management and Columbia Business School - Management
Downloads 684 (36,366)
Citation 1

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8.

Disconnecting Outcomes and Evaluations: The Role of Negotiator Reference Points

IACM 15th Annual Conference
Number of pages: 30 Posted: 22 Mar 2002
Columbia Business School - Management, University of Cologne and Northwestern University - Kellogg School of Management
Downloads 497 (55,024)
Citation 16

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Negotiations, disconnecting outcomes and evaluations, goals

9.

Whatever it Takes: Rivalry and Unethical Behavior

Intl. Association for Conflict Management, IACM 25th Annual Conference
Number of pages: 70 Posted: 01 Jul 2012
Gavin Kilduff, Adam D. Galinsky, Edoardo Gallo and J. James Reade
University of California, Berkeley - Haas School of Business, Columbia Business School - Management, University of Oxford - Nuffield College of Medicine and University of Reading, Department of Economics
Downloads 444 (63,346)
Citation 5

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10.

Cultural Barriers and Mental Borders: Multicultural Experience Facilitates Creative Thinking and Problem Solving

IACM 2006 Meetings Paper
Number of pages: 28 Posted: 01 Jun 2006
William W. Maddux and Adam D. Galinsky
Northwestern University and Columbia Business School - Management
Downloads 436 (64,749)

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Creativity, multicultural experience, cognition, problem solving, negotiations

11.

Power and the Inattention to Obstacles and Social Constraint: Implications for Disobedience, Conformity, and Dissonance

16th Annual IACM Conference Melbourne, Australia
Number of pages: 26 Posted: 07 Jun 2003
Columbia Business School - Management, New York University (NYU) - Leonard N. Stern School of Business, Stanford Graduate School of Business, affiliation not provided to SSRN and Northwestern University - Kellogg School of Management
Downloads 360 (81,194)
Citation 2

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Power, Conformity, Disobedience

12.

From Self-Prediction to Self-Defeat: The Effect of Expecting a Competitive Opponent on Negotiator Predictions, Behaviors, and Outcomes

AoM Conflict Management Division 2002 Mtgs. No. 12776
Number of pages: 30 Posted: 16 Sep 2002
Kristina A. Diekmann, Ann E. Tenbrunsel and Adam D. Galinsky
University of Utah - Department of Management, University of Notre Dame - Department of Management & Administration Sciences and Columbia Business School - Management
Downloads 347 (84,757)
Citation 2

Abstract:

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Expectations, negotiations, self-defeating

13.

Cultural Barriers and Mental Borders: Living in and Adapting to Foreign Cultures Facilitates Creativity

INSEAD Business School Research Paper No. 2007/51/OB
Number of pages: 48 Posted: 18 Oct 2007
William Maddux and Adam D. Galinsky
INSEAD - Organisational Behavior and Columbia Business School - Management
Downloads 312 (95,408)
Citation 15

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Creativity, culture, living abroad, cognition, problem solving, negotiations

14.

The Compensatory Consumer Behavior Model: How Self-Discrepancies Drive Consumer Behavior

Journal of Consumer Psychology, Forthcoming, Columbia Business School Research Paper No. 16-42
Number of pages: 49 Posted: 01 Jun 2016
Naomi Mandel, Derek Rucker, Jonathan Levav and Adam D. Galinsky
Arizona State University (ASU) - Marketing Department, Northwestern University - Kellogg School of Management, Columbia Business School - Marketing and Columbia Business School - Management
Downloads 288 (104,067)
Citation 5

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Self-Concept, Social Comparison, Materialism, Conspicuous Consumption, Self-Regulation, Self-Discrepancy

15.

Taking Stereotypes Out of Stereotype Threat: The Effect of Role-Based Expectations

16th Annual IACM Conference Melbourne, Australia
Number of pages: 23 Posted: 21 May 2003
Adam D. Galinsky, Leigh Thompson and Laura Kray
Columbia Business School - Management, Northwestern University - Kellogg School of Management and Berkeley-Haas Management of Organizations
Downloads 276 (108,881)
Citation 1

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Negotiations, Stereotype Threat, Self-Affirmation

16.

From Thinking About What Might Have Been to Sharing What We Know: The Role of Counterfactual Mind-Sets in Information Sharing in Groups

IACM 15th Annual Conference
Number of pages: 30 Posted: 15 Apr 2002
Adam D. Galinsky and Laura Kray
Columbia Business School - Management and Berkeley-Haas Management of Organizations
Downloads 226 (133,533)
Citation 6

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Group decision-making, information sharing, counterfactual thinking

17.

On Good Scholarship, Goal Setting, and Scholars Gone Wild

Harvard Business School NOM Unit Working Paper No. 09-122
Number of pages: 12 Posted: 16 Apr 2009 Last Revised: 08 May 2012
University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia Business School - Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 210 (143,250)

Abstract:

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18.

Illusory Control: A Generative Force Behind Power's Far-Reaching Effects

Stanford University Graduate School of Business Research Paper No. 2009
Number of pages: 24 Posted: 12 Dec 2008
University of Southern California, Stanford Graduate School of Business, London Business School and Columbia Business School - Management
Downloads 192 (155,757)
Citation 8

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power, illusory control, action-orientation, self-esteem, optimism, leadership, power and influence

19.

Defining What You are by What You are Not: Negational Identity and Needs Fulfillment

Number of pages: 12 Posted: 29 Oct 2004
University of Toronto - Rotman School of Management, Northwestern University - Kellogg School of Management, University of Toronto - Rotman School of Management and Columbia Business School - Management
Downloads 192 (155,757)

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Negational identity, Affirmational identity, Need Fulfillment

20.

The Activist in All of Us: Varieties of Action and Low Power Attempts to Challenge Status Hierarchies

IACM 17th Annual Conference Paper
Number of pages: 45 Posted: 09 Oct 2004
Paul V. Martorana, Adam D. Galinsky and Hayagreeva Rao
City University of New York (CUNY), Baruch College, Columbia Business School - Management and Stanford Graduate School of Business
Downloads 175 (169,305)
Citation 46

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Power, Emotions, Perceptions of Justice

21.

Arousal, Interest and Auction Bidders

IACM 21st Annual Conference Paper
Number of pages: 23 Posted: 11 Nov 2008
Gillian Ku, Adam D. Galinsky and J. Keith Murnighan
Downloads 164 (179,141)
Citation 3

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22.

Vicarious Entrapment: Your Sunk Costs, My Escalation of Commitment

22nd Annual IACM Conference Paper
Number of pages: 18 Posted: 07 Oct 2009 Last Revised: 04 Nov 2009
Brian Gunia, Adam D. Galinsky and Niro Sivanathan
Downloads 155 (187,841)
Citation 1

Abstract:

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23.

The Defecting Perspective-Taker: The Impact of Stereotypes and Perspective-Taking in a Prisoner's Dilemma

IACM 18th Annual Conference
Number of pages: 20 Posted: 26 May 2005
Adam D. Galinsky, Cynthia Wang and Gillian Ku
Columbia Business School - Management, Oklahoma State University - Stillwater - Spears School of Business and Northwestern University - Kellogg School of Management
Downloads 149 (194,200)
Citation 1

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Perspective-taking, social coordination, defection

24.

Promoting Negotiator Success: The Role of Regulatory Focus in the Distribution and Efficiency of Negotiated Outcomes

IACM 17th Annual Conference Paper
Number of pages: 40 Posted: 10 Oct 2004
Columbia Business School - Management, University of Toronto - Rotman School of Management, University of Utah - David Eccles School of Business and University of Cologne
Downloads 149 (194,200)

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Regulatory Focus, Negotiations

25.

Adding Versus Subtracting What Might Have Been: The Impact of Counterfactual Activation on Integrative Negotiations

IACM 2007 Meetings Paper
Number of pages: 31 Posted: 25 Jan 2008
Laura Kray, Adam D. Galinsky and Keith Markman
Berkeley-Haas Management of Organizations, Columbia Business School - Management and Ohio University
Downloads 140 (204,228)
Citation 1

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26.

Smarter and Slower: Self-Other Merging and Stereotype Judgment/Behavior Dissociation Following Perspective-Taking

IACM 17th Annual Conference Paper
Number of pages: 33 Posted: 10 Oct 2004
Adam D. Galinsky, Cynthia Wang and Gillian Ku
Columbia Business School - Management, Oklahoma State University - Stillwater - Spears School of Business and Northwestern University - Kellogg School of Management
Downloads 117 (234,593)

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Perspective-taking, Stereotyping, Self-Other Merging

27.

Minority Affirmation in Intergroup Relations: Ingroup Favoritism as Self-Affirmation

16th Annual IACM Conference Melbourne, Australia
Number of pages: 30 Posted: 06 Jun 2003
Geoffrey J. Leonardelli and Adam D. Galinsky
University of Toronto - Rotman School of Management and Columbia Business School - Management
Downloads 115 (237,605)

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ingroup size, intergroup conflict, self-affirmation

28.

Running Head: Affect, Culture and Self-Construals Feeling Badly Makes Us More Who We Are: Negative Affect Strengthens Culturally Consistent Self-Construals

INSEAD Business School Research Paper No. 2007/53/OB
Number of pages: 28 Posted: 18 Oct 2007
University of New South Wales (UNSW), INSEAD - Organisational Behavior, Columbia Business School - Management and Duke University - Fuqua School of Business
Downloads 83 (294,767)
Citation 5

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29.

Which Helps Detect Lies, Eagerness or Vigilance? The Impact of Regulatory Focus on Lie Detection

IACM 24th Annual Conference Paper
Number of pages: 17 Posted: 26 Jun 2011
Jiyin Cao and Adam D. Galinsky
Northwestern University - Kellogg School of Management and Columbia Business School - Management
Downloads 75 (312,980)

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30.

Lex Talionis: Testosterone and the Law of Retaliation

IACM 24th Annual Conference Paper
Number of pages: 15 Posted: 26 Jun 2011
Richard Ronay and Adam D. Galinsky
Columbia University - Columbia Business School and Columbia Business School - Management
Downloads 62 (346,534)
Citation 1

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31.

The Path to Glory is Paved with Hierarchy: When Hierarchical Differentiation Increases Group Effectiveness

ntl. Association for Conflict Management, IACM 25th Annual Conference
Number of pages: 27 Posted: 01 Jul 2012
Columbia University - Columbia Business School, University of Queensland, Columbia Business School and Columbia Business School - Management
Downloads 54 (370,610)
Citation 3

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32.

Power Affects Performance When the Pressure Is On: Evidence for Low-Power Threat and High-Power Lift

Personality and Social Psychology Bulletin, Forthcoming, Columbia Business School Research Paper No. 16-55
Number of pages: 32 Posted: 14 Aug 2016
Sonia Kang, Adam D. Galinsky, Laura Kray and Aiwa Shirako
University of Toronto, Columbia Business School - Management, Berkeley-Haas Management of Organizations and New York University (NYU)
Downloads 31 (456,817)
Citation 1

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power, stereotype threat, stereotype lift, expectations, performance pressure

33.

Executive Summary: Falling Out of Favour

Business Strategy Review, Vol. 23, Issue 2, pp. 80-81, 2012
Number of pages: 2 Posted: 16 Jun 2012
M. Ena Inesi, Deborah H. Gruenfeld and Adam D. Galinsky
affiliation not provided to SSRN, Stanford Graduate School of Business and Columbia Business School - Management
Downloads 2 (630,944)
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34.

The Consequences of Feeling Out of the Loop

IACM 24TH Annual Conference Paper
Posted: 26 Jun 2011
Jiunwen Wang, Adam D. Galinsky and J. Keith Murnighan
Northwestern University, Columbia Business School - Management and Northwestern University - Kellogg School of Management

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35.

Cultural Conceptualizations of Power and Their Behavioral Consequences Among Asian American Biculturals

IACM 24th Annual Conference Paper
Posted: 26 Jun 2011 Last Revised: 12 Jul 2011
Yu-Wei Hsu and Adam D. Galinsky
affiliation not provided to SSRN and Columbia Business School - Management

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Biculturalism, Culture, Power, Action, Identity Conflict