Leigh Thompson

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Teaching by examples and cases is widely used to promote learning, but it varies widely in its effectiveness. The authors test an adaptation to case-based learning that facilitates abstracting problemsolving schemas from examples and using them to solve further problems: analogical encoding, or learning by drawing a comparison across examples. In 3 studies,(More)
We present five experiments and simulation studies to establish late analogical abstraction as a new psychological phenomenon: Schema abstraction from analogical examples can revive otherwise inert knowledge. We find that comparing two analogous examples of negotiations at recall time promotes retrieving analogical matches stored in memory-a notoriously(More)
Past research has indicated that rapport helps negotiators overcome interpersonal friction and find cooperative agreements. Study 1 explored differences in the behavioral dynamics evoked by e-mail versus face-to-face negotiation. Although some behavioral content categories differed in ways pointing to strengths of e-mail, the strongest pattern was that(More)
We used structure-mapping theory (Gentner, 1983) to study learning in negotiation teams. We instructed some teams to compare two training cases and identify a key negotiation principle; other teams were given the same two cases to study and analyze separately. Teams who compared the two cases during the training period were more likely to transfer a key(More)
Janice Nadler • Leigh Thompson • Leaf Van Boven Northwestern University, School of Law, 357 East Chicago Avenue, Chicago, Illinois 60611, and American Bar Foundation, Chicago, Illinois 60611 Northwestern University, Kellogg School of Management, 2001 Sheridan Road, Evanston, Illinois 60208-2001 University of Colorado at Boulder, Department of Psychology,(More)
Two experiments explored the hypothesis that the impact of activating gender stereotypes on negotiated agreements in mixed-gender negotiations depends on the manner in which the stereo-type is activated (explicitly vs. implicitly) and the content of the stereotype (linking negotiation performance to stereotypically male vs. stereotypically female traits).(More)
In this work, the authors explored how a person's view of himself or herself might determine his or her use of power in a complex dispute resolution negotiation. In 3 studies of asymmetric power in negotiations, the authors demonstrated that the impact of power on motivation and behavior is moderated by both a person's self-view and the social context. In(More)