Jennifer R. Overbeck

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Social and task groups need a few high-status members who can be leaders and trend setters, and many more lower-status members who can follow and contribute work without challenging the group’s direction (Caporael (1997). Personality and Social Psychology Review, 1, 276– 298; Caporael & Baron (1997). In: J. Simpson, & D. Kenrick (Eds), Evolutionary social(More)
Purpose – Recent research has highlighted the importance of individuals’ beliefs regarding the malleability or fixedness of negotiator characteristics as key determinants of negotiation processes and performance. In this chapter, we examine how these implicit negotiation beliefs affect negotiation at the team level. Approach – We explore the effects of(More)
It is popularly believed that powerful people enjoy a nearly-absolute lack of constraints, and that powerless people suffer under overwhelming constraints; in fact, such differences largely define the social categories of ‘powerful person’ and ‘powerless person.’ This association of power-related social categories and constraint constitutes a stereotype(More)
We argue that powerful people tend to engage in social projection. Specifically, they self-anchor: They use the self as a reference point when judging others' internal states. In Study 1, which used a reaction-time paradigm, powerful people used their own traits as a reference when assessing the traits of group members, classifying group descriptors more(More)
By integrating the literatures on implicit leadership and the social functions of discrete emotions, we develop and test a theoretical model of emotion expression and leadership categorizations. Specifically, we examine the influence of 2 socio-comparative emotions-compassion and contempt-on assessments of leadership made both in 1st impression contexts and(More)
Social identity theory typically emphasizes how low status group members resist and challenge imputations of inferiority (Tajfel & Turner, 1979), whereas system justification theory emphasizes the tendency to accept and justify status hierarchies ( Jost & Banaji, 1994). On the theoretical assumption that responses to ingroup inferiority would vary according(More)
A deeply entrenched status hierarchy in the United States classifies African Americans as lower status than Caucasians. Concurrently, African Americans face marketplace discrimination; they are treated as inferior and poor. Because having money and spending money signify status, we explored whether African Americans might elevate their willingness to pay(More)
How do you negotiate when you need to make a positive impression? The answer may depend on your gender. Theorists argue that effective negotiation requires both advocating for self and advocating for others, but how do people manage this tension when gender stereotypes get in the way? Women are assumed to be warm and relational, which might represent a(More)
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