A. Galinsky

Publications346
h-index82
Citations26,930
Highly Influential Citations1,487
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From power to action.
TLDR
Three experiments investigated the hypothesis that power increases an action orientation in the power holder, even in contexts where power is not directly experienced, suggesting that the experience of power leads to the performance of goal-directed behavior. Expand
8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status
Abstract Hierarchy is such a defining and pervasive feature of organizations that its forms and basic functions are often taken for granted in organizational research. In this review, we revisit some… Expand
Perspective-taking: decreasing stereotype expression, stereotype accessibility, and in-group favoritism.
TLDR
The role of self-other overlap in producing prosocial outcomes and the separation of the conscious, explicit effects from the nonconscious, implicit effects of perspective-taking are discussed. Expand
Power, optimism, and risk‐taking
Five studies investigated the hypotheses that the sense of power increases optimism in perceiving risks and leads to more risky behavior. In Studies 1 and 2, individuals with a higher generalized… Expand
Battle of the sexes: gender stereotype confirmation and reactance in negotiations.
TLDR
The authors examined how gender stereotypes affect negotiation performance and examined the cognitive processes involved in stereotype reactance and the conditions under which cooperative behaviors between men and women can be promoted at the bargaining table (by activating a shared identity that transcends gender). Expand
Lacking Control Increases Illusory Pattern Perception
TLDR
It is demonstrated that increased pattern perception has a motivational basis by measuring the need for structure directly and showing that the causal link between lack of control and illusory pattern perception is reduced by affirming the self. Expand
Power and Perspectives Not Taken
TLDR
In Experiment 3, high-power participants were less accurate than control participants in determining other people's emotion expressions; these results suggest a power-induced impediment to experiencing empathy. Expand
Power reduces the press of the situation: implications for creativity, conformity, and dissonance.
TLDR
5 experiments demonstrate that the powerful generate creative ideas that are less influenced by salient examples, express attitudes that conform less to the expressed opinions of others, and are more influenced by their own social value orientation relative to the reputation of a negotiating opponent. Expand
Why It Pays to Get Inside the Head of Your Opponent
TLDR
It is found that perspective taking increased individuals' ability to discover hidden agreements and to both create and claim resources at the bargaining table, and empathy did not prove nearly as advantageous and at times was detrimental to discovering a possible deal and achieving individual profit. Expand
Multicultural experience enhances creativity: the when and how.
TLDR
The research reported in this article is the first to empirically demonstrate that exposure to multiple cultures in and of itself can enhance creativity. Expand
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