Search Results - "Neale, Margaret A"

Moving outside the board room: A proof-of-concept study on the impact of walking while negotiating by Oppezzo, Marily, Neale, Margaret A, Gross, James J, Prochaska, Judith J, Schwartz, Daniel L, Aikens, Rachael C, Palaniappan, Latha

“…Negotiation is a consequential activity that can exacerbate power differentials, especially for women. While traditional contexts can prime stereotypical…”
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Why Differences Make a Difference: A Field Study of Diversity, Conflict, and Performance in Workgroups by Jehn, Karen A., Northcraft, Gregory B., Neale, Margaret A.

“…A multimethod field study of 92 workgroups explored the influence of three types of workgroup diversity (social category diversity, value diversity, and…”
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The Social Advantage of Miscalibrated Individuals: The Relationship Between Social Class and Overconfidence and Its Implications for Class-Based Inequality by Belmi, Peter, Neale, Margaret A, Reiff, David, Ulfe, Rosemary

“…Understanding how socioeconomic inequalities perpetuate is a central concern among social and organizational psychologists. Drawing on a collection of findings…”
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Who's Really Sharing? Effects of Social and Expert Status on Knowledge Exchange Within Groups by Thomas-Hunt, Melissa C, Ogden, Tonya Y, Neale, Margaret A

“…This study investigated the effects of social status and perceived expertise on the emphasis of unique and shared knowledge within functionally heterogeneous…”
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Being Different Yet Feeling Similar: The Influence of Demographic Composition and Organizational Culture on Work Processes and Outcomes by Chatman, Jennifer A., Polzer, Jeffrey T., Barsade, Sigal G., Neale, Margaret A.

“…Drawing from self-categorization theory, we tested hypotheses on the effects of an organization's demographic composition and cultural emphasis on work…”
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The Dynamics of Gender and Alternatives in Negotiation by Dannals, Jennifer E., Zlatev, Julian J., Halevy, Nir, Neale, Margaret A.

“…A substantial body of prior research documents a gender gap in negotiation performance. Competing accounts suggest that the gap is due either to women's…”
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What Differences Make a Difference? The Promise and Reality of Diverse Teams in Organizations by Mannix, Elizabeth, Neale, Margaret A.

“…As the workplace has become increasingly diverse, there has been a tension between the promise and the reality of diversity in team process and performance…”
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Default neglect in attempts at social influence by Zlatev, Julian J., Daniels, David P., Kim, Hajin, Neale, Margaret A.

“…Current theories suggest that people understand how to exploit common biases to influence others. However, these predictions have received little empirical…”
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Group Composition and Decision Making: How Member Familiarity and Information Distribution Affect Process and Performance by Gruenfeld, Deborah H, Mannix, Elizabeth A., Williams, Katherine Y., Neale, Margaret A.

“…This study examines the role of group composition and information distribution on group process and decision making. Three-person groups performed a decision…”
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Resources versus respect: Social judgments based on targets' power and status positions by Fragale, Alison R., Overbeck, Jennifer R., Neale, Margaret A.

“…In two experiments, we investigate how individuals' levels of power and status interact to determine how they are perceived by others. We find that power and…”
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Threats to Social Identity Can Trigger Social Deviance by Belmi, Peter, Barragan, Rodolfo Cortes, Neale, Margaret A., Cohen, Geoffrey L.

“…We hypothesized that threats to people’s social (i.e., group) identity can trigger deviant attitudes and behaviors. A correlational study and five experiments…”
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Is the Pain Worth the Gain? The Advantages and Liabilities of Agreeing With Socially Distinct Newcomers by Phillips, Katherine W., Liljenquist, Katie A., Neale, Margaret A.

“…The impact of diversity on group functioning is multifaceted. Exploring the impact of having a newcomer join a group, the authors conducted a 2 (social…”
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REPLY TO JUNG ET AL: Default neglect persists over time and across contexts by Zlatev, Julian J., Daniels, David P., Kim, Hajin, Neale, Margaret A.

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Dynamic valuation: Preference changes in the context of face-to-face negotiation by Curhan, Jared R, Neale, Margaret A, Ross, Lee

“…This experiment examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of “student” or “financial…”
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Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiation? by SINACEUR, Marwan, VAN KLEEF, Gerben A, NEALE, Margaret A, ADAM, Hajo, HAAG, Christophe

“…Is communicating anger or threats more effective in eliciting concessions in negotiation? Recent research has emphasized the effectiveness of anger…”
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I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power by Overbeck, Jennifer R., Neale, Margaret A., Govan, Cassandra L.

“…We examine how emotion (anger and happiness) affects value claiming and creation in a dyadic negotiation between parties with unequal power. Using a new…”
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Surface-Level Diversity and Decision-Making in Groups: When Does Deep-Level Similarity Help? by Phillips, Katherine W., Northcraft, Gregory B., Neale, Margaret A.

“…We examined how surface-level diversity (based on race) and deep-level similarities influenced three-person decision-making groups on a hidden-profile task…”
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Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital by Curhan, Jared R., Neale, Margaret A., Ross, Lee, Rosencranz-Engelmann, Jesse

“…Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals…”
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Too Much Information: The Perils of Nondiagnostic Information in Negotiations by Wiltermuth, Scott S, Neale, Margaret A

“…Two studies showed that possessing information about a negotiation counterpart that is irrelevant to the negotiation task can impair negotiators' effectiveness…”
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Expertise in forecasting performance of security analysts by Jacob, John, Lys, Thomas Z., Neale, Margaret A.

“…In this study of sell-side analysts’ forecasts, we explore the effects of analyst aptitude, learning-by-doing, and the internal environment of the brokerage…”
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