BA, Organizational Studies, University of Michigan Ann Arbor
PhD, Psychology, University of Washington
At Haas since 2002
2010 - present, Professor, Haas School of Business
2007 - 2010, Associate Professor & Harold Furst Chair of Management Philosophy and Values, Haas School of Business
2005 - 2007, Associate Professor, Haas School of Business
2002 - 2005, Assistant Professor, Haas School of Business
1999 - 2002, Assistant Professor, Eller College of Business and Public Administration, University of Arizona
1997 - 1999, Post-Doctoral Fellow, Dispute Resolution Research Center, Kellogg Graduate School of Management, Northwestern University
External Service and Assignments
- Member: Society of Experimental Social Psychology, Academy of Management, American Psychological Association, American Psychological Society, International Association of Conflict Management, Society for Judgment and Decision Making, Society for Personality and Social Psychology, Society of Experimental Social Psychology, Western Psychological Association
- Editorial Board: Organizational Behavior and Human Decision Processes; Social, Psychological, and Personality Science
- Ad-hoc reviewer: Science, Psychological Review, Psychological Bulletin, Administrative Science Quarterly, Journal of Personality and Social Psychology, Academy of Management Journal, Academy of Management Review, Journal of Applied Psychology, Journal of Experimental Social Psychology, Management Science, National Science Foundation, Personality and Social Psychology Bulletin
Current Research and Interests
- Gender stereotypes
- Counterfactual mindsets
- Group decision making
- Organizational justice
Selected Papers and Publications
- Kray, L. J. et. al. Power Affects Performance When the Pressure Is On: Evidence for Low-Power Threat and High-Power Lift. Personality and Social Psychology Bulletin 1–10 (2015)
Kray, L. J. & Kennedy, J.A. Who Is Willing to Sacrifice Ethical Values for Money and Social Status?
Gender Differences in Reactions to Ethical Compromises. Social Psychological and Personality Science vol. 5 no. 1 52-59. (2014)
Haselhuhn, M.P., Kennedy, J.A., Kray, L.J., Van Zant, A.B., & Schweitzer, M.E. Gender differences in trust dynamics: Women trust more than men following a trust violation. Journal of Experimental Social Psychology 56 (1), 104-109. (2014)
Van Zant, A.B., & Kray, L.J. "I Can't Lie to Your Face": Minimal Face-to-Face Interaction Promotes Honesty." Journal of Experimental Social Psychology 55 (1), 234-238 (2014)
- Kray, L. J., et al. 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 (2014).
- Bowles, H.R., & Kray, L.J. "Negotiation is a man’s game: Ultimate truth or enduring myth? Gender & Work: Challenging Conventional Wisdom. Research Symposium in honor of 50 years of women MBA." Harvard Business School Press. (2013)
- Kray, L. J., Locke, C., & Van Zant, A. (2012). "Feminine Charm: An Experimental Analysis of Its Costs and Benefits in Negotiations," Personality and Social Psychology Bulletin, 38, 1343-1357.
- "Male Pragmatism in Negotiators' Ethical Reasoning" with Michael P. Haselhuhn. Journal of Experimental Social Psychology 48 (2012). 1124-1131.
- Kray, L. J., & Haselhuhn, M. P.(2012). How Cultural Stereotyping Influences Intercultural Negotiation. In B. M. Goldman & D. L. Shapiro (Eds.), The Psychology of Negotiations in the 21st Century Workplace. NY: Routledge.
- "Chapter 6 The Impact of Implicit Negotiation Beliefs on Motivation and Cognition in Group Negotiation", with Michael P. Haselhuhn, Elizabeth A. Mannix, Margaret A. Neale, Jennifer R. Overbeck, in (ed.)
Negotiation and Groups (Research on Managing Groups and Teams, Volume 14), Emerald Group Publishing Limited, pp. 137 - 16. (2011)
- Kray, L. J., & Shirako, A. (2011). Stereotype threat in organizations: Its scope, triggers, and possible interventions. In M. Inzlicht, & T. Schmader (Eds.), Stereotype Threat: Theory, Process, and Application. NY: Oxford University Press.
- "Company, Country, Connections: Counterfactual Origins Increase Organizational Commitment, Patriotism,
and Social Investment." with Hal Ersner-Hershfield, Adam D. Galinsky, Brayden G. King. Psychological Science, 21(10) 1479–1486. (2010)
- "From What Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning," with Linda G. George et al. Journal of Personality and Social Psychology 98, no. 1 (2010): 106-118.
- "Relief Versus Regret: The Effect of Gender and Negotiating Norm Ambiguity on Reactions to Having One's First Offer Accepted," with Michele J. Gelfand. Social Cognition 27, no. 3 (2009): 418-436.
- "Counterfactual Structure and Learning from Experience in Negotiations," with Adam D. Galinsky and Keith D. Markman. Journal of Experimental Social Psychology 45, no. 4 (July 2009): 979-982.
- "Implicit Negotiation Beliefs and Performance: Longitudinal and Experimental Evidence," with M. Haselhuhn. Journal of Personality and Social Psychology.
- "'If Only I Had Versus If Only I Had Not': Implications of Counterfactual Structure for Creative Generation and Analytical Problem Solving," with K.D. Markman, M.J. Lindberg,and A.D. Galinsky. Personality and Social Psychology Bulletin 33 (2007): 312-324.
- "Thinking Inside the Box: The Relational Processing Style Elicited by Counterfactual Mind-sets," with A.D. Galinsky and E. Wong. Journal of Personality and Social Psychology 91 (2006): 33-48.
- "Different wrongs, different remedies? Reactions to organizational remedies after procedural and interactional injustice," with Reb, J., Goldman, B. M., and Cropanzano, R. Personnel Psychology, 59 (2006), 31-64.
- "Gender Stereotypes and Negotiation Performance: A Review of Theory and Research," with L. Thompson. Research in Organizational Behavior Series 26 (2005): 103-182.
- "Self-Power Associations: The Possession of Power Affects Women’s Self-Concepts," with E.L. Haines. European Journal of Social Psychology 35 (2005): 643-662.
- "It’s a Bet! A Problem Solving Approach Promotes the Construction of Contingent Agreements," with L. Thompson and E.A. Lind. Personality and Social Psychology Bulletin 31 (2005): 1039-1051.
- Negotiations, Leading high-impact teams, Leadership
Honors and Awards
- Faculty research grants, University of California, 2005, 2006
- Junior Faculty Research Grant, University of California, 2004
- Schwabacher Fellow, University of California at Berkeley, 2004-2005
- Office of the President’s Academic Enrichment Grant, University of California, 2002
- National Science Foundation, Decision, Risk, & Management Sciences program, The role of counterfactual mind-sets in debiasing group decisions (Collaborative project with Adam Galinsky), June, 2002
- Best Empirical Paper Award, International Association of Conflict Management Meetings, Cergy, France, June 2001
- Robbins Fellowship in Management and Policy, University of Arizona, 2001-2004
- National Science Foundation, co-funded by the POWRE and Decision, Risk, & Management Sciences programs, Gender stereotypes and the gender gap: A new look at female-male negotiations, July 2000
- Dispute Resolution Research center Grant, Kellogg Graduate School of Management, Accountability and risk preference in self choice-advice discrepancy, Spring 1999
- Dispute Resolution Research center Grant, Kellogg Graduate School of Management, Self-interest, social identity and the social construction of injustice, Fall 1999
- Best Paper Award, Academy of Management Meetings, Conflict Management Division, San Diego, CA, August, 1998
- Post-Doctoral Research Award, Dispute Resolution Research Center, J.L. Kellogg Graduate School of Management, Northwestern University, 1997-1999
- Best Empirical Paper Award, International Association of Conflict Management Meetings, Bonn, Germany, June 1997
- Dissertation Research Award, University of Washington Graduate School, 1996-1997
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