Laura Kray

Berkeley-Haas Management of Organizations

Professor

545 Student Services Building

Berkeley, CA 94720

United States

http://facultybio.haas.berkeley.edu/faculty-list/kray-laura

UC Berkeley Haas School of Business

Professor

545 Student Services Building, #1900

2220 Piedmont Avenue

Berkeley, CA 94720

United States

SCHOLARLY PAPERS

15

DOWNLOADS
Rank 16,825

SSRN RANKINGS

Top 16,825

in Total Papers Downloads

2,971

SSRN CITATIONS
Rank 21,093

SSRN RANKINGS

Top 21,093

in Total Papers Citations

8

CROSSREF CITATIONS

30

Scholarly Papers (15)

1.

Gender Stereotype Activation and Power in Mixed-Gender Negotiations

IACM 15th Annual Conference
Number of pages: 28 Posted: 29 Mar 2002
Berkeley-Haas Management of Organizations, affiliation not provided to SSRN, Columbia Business School - Management and Northwestern University - Kellogg School of Management
Downloads 928 (25,205)
Citation 1

Abstract:

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Negotiations, power, stereotypes, gender

2.

Avoiding the Escalation of Conflict: Procedural and Interactional Injustice Call for Different Remedies

IACM 17th Annual Conference Paper
Number of pages: 30 Posted: 10 Oct 2004
affiliation not provided to SSRN, University of Arizona - Eller College of Management, Berkeley-Haas Management of Organizations and Colorado State University, Fort Collins - Department of Psychology
Downloads 285 (110,964)

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Conflict Management, Escalation of Conflict, Organizational Justice

3.

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
Columbia Business School - Management, Northwestern University - Kellogg School of Management and Berkeley-Haas Management of Organizations
Downloads 277 (114,431)
Citation 2

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Negotiations, Stereotype Threat, Self-Affirmation

4.

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 227 (140,037)
Citation 5

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Group decision-making, information sharing, counterfactual thinking

5.

A Different Way to "Get Even" after Unjust Terminations: Remedies, Not Retaliations as a Means to Restore Organizational Justice

IACM 15th Annual Conference
Number of pages: 33 Posted: 29 Mar 2002
University of Arizona - Eller College of Management, Berkeley-Haas Management of Organizations and affiliation not provided to SSRN
Downloads 203 (155,718)

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Organizational justice, litigation, remedy

6.

Beyond Belief: How Implicit Beliefs Influence Trust

Number of pages: 31 Posted: 24 Apr 2008
University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania - Operations & Information Management Department and Berkeley-Haas Management of Organizations
Downloads 168 (184,635)
Citation 3

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trust, implicit beliefs, negotiation

7.

In the Words of Larry Summers: Gender Stereotype Endorsement and Implicit Negotiation Beliefs in Mixed-Gender Negotiations

IACM 2007 Meetings Paper
Number of pages: 26 Posted: 06 Jan 2008
Berkeley-Haas Management of Organizations, affiliation not provided to SSRN and University of California, Riverside (UCR)
Downloads 166 (186,531)
Citation 1

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8.

Gender Differences in Trust Dynamics: Women Trust More than Men Following a Trust Violation

Haselhuhn, M. P., Kennedy, J. A., Kray, L. J., Van Zant, A., & Schweitzer, M. E. (2014). Gender differences in trust dynamics: Women trust more than men following a trust violation. Journal of Experimental Social Psychology, 56, 104-109., Vanderbilt Owen Graduate School of Management Research Paper No. 2532683
Number of pages: 24 Posted: 03 Dec 2014 Last Revised: 02 Nov 2015
University of Pennsylvania - Operations & Information Management Department, Vanderbilt University - Organizational Behavior, Berkeley-Haas Management of Organizations, University of California, Berkeley and University of Pennsylvania - Operations & Information Management Department
Downloads 163 (189,390)
Citation 3

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9.

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
Berkeley-Haas Management of Organizations, Columbia Business School - Management and Ohio University
Downloads 141 (213,800)
Citation 1

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10.

Perceptions of High Integrity Can Persist after Deception: How Implicit Beliefs Moderate Trust Erosion

Journal of Business Ethics, Forthcoming, Vanderbilt Owen Graduate School of Management Research Paper No. 2689093
Number of pages: 34 Posted: 13 Nov 2015
University of California, Riverside (UCR), University of Pennsylvania - Operations & Information Management Department, Berkeley-Haas Management of Organizations and Vanderbilt University - Organizational Behavior
Downloads 140 (215,000)

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Trust; Implicit Beliefs; Deception; Trust erosion; Ethics; Negotiation

Not Competent Enough to Know the Difference? Gender Stereotypes about Women's Ease of Being Misled Predict Negotiator Deception

Organizational Behavior and Human Decision Processes, 125 (2), 61-72, 2014, Vanderbilt Owen Graduate School of Management Research Paper No. 2532676
Number of pages: 58 Posted: 04 Dec 2014 Last Revised: 21 Apr 2015
Laura Kray, Jessica Kennedy and Alex Van Zant
Berkeley-Haas Management of Organizations, Vanderbilt University - Organizational Behavior and University of California, Berkeley
Downloads 57 (385,509)

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Not Competent Enough to Know the Difference? Gender Stereotypes About Women's Ease of Being Misled Predict Negotiator Deception

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 12 Posted: 11 Jan 2015
Laura Kray, Jessica Kennedy and Alex Van Zant
Berkeley-Haas Management of Organizations, Vanderbilt University - Organizational Behavior and University of California, Berkeley
Downloads 21 (553,834)

Abstract:

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gender stereotypes, deception, negotiation, ethics, competence, warmth

12.

A Pawn in Someone Else's Game?: The Cognitive, Motivational, and Paradigmatic Barriers to Women's Excelling in Negotiation

Forthcoming, Research in Organizational Behavior, Vanderbilt Owen Graduate School of Management Research Paper No. 2689089
Number of pages: 94 Posted: 13 Nov 2015 Last Revised: 24 Sep 2016
Jessica Kennedy and Laura Kray
Vanderbilt University - Organizational Behavior and Berkeley-Haas Management of Organizations
Downloads 63 (361,431)

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Gender; Sex; Negotiation; Stereotypes; Motivated Reasoning; Feminine Strengths

13.

Is There a Place for Sympathy in Negotiation? Finding Strength in Weakness

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 61 Posted: 14 Aug 2016
Aiwa Shirako, Gavin Kilduff and Laura Kray
New York University (NYU), New York University (NYU) - Department of Management and Organizational Behavior and Berkeley-Haas Management of Organizations
Downloads 50 (403,056)

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Sympathy, Negotiation, Emotions, Power

14.

Who Is Willing to Sacrifice Ethical Values for Money and Social Status? Gender Differences in Reactions to Ethical Compromises

Social Psychological and Personality Science, 5 (1), 52-59, January 2014, Vanderbilt Owen Graduate School of Management Research Paper No. 2532701
Number of pages: 41 Posted: 04 Dec 2014 Last Revised: 25 Jun 2015
Jessica Kennedy and Laura Kray
Vanderbilt University - Organizational Behavior and Berkeley-Haas Management of Organizations
Downloads 44 (424,918)
Citation 1

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15.

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
University of Toronto, Columbia Business School - Management, Berkeley-Haas Management of Organizations and New York University (NYU)
Downloads 38 (449,147)

Abstract:

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