Adam Galinsky
Kellogg School of Management
Northwestern University
2001 Sheridan Road
Evanston, Illinois 60208
U.S.A.
Home Page
Phone: (847) 491-8286
Fax: (847) 491-8896
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My research interests are in the areas of intergroup relations and stereotype control, counterfactual thinking, negotiations, social power, and social judgment and categorization. Generally, my research explores the conditions that promote and prevent the infiltration of bias into thought and deed. Much of this research explores the conditions that influence one's awareness of alternatives and divergent perspectives and the relationship between awareness of alternatives and bias. In addition, I am intrigued by the paradoxes that emerge when people seek control over psychological or social processes. I have investigated these processes in a variety of contexts:
· The role of perspective-taking and stereotype suppression in creating and reducing bias in intergroup contexts (with Gordon Moskowitz and Gillian Ku)
· The effects of counterfactual primes on person perception judgments and creative tasks (with Gordon Moskowitz, Ian Skurnik, & Laura Kray)
· The mindsets associated with the possession of social power (with Deb Gruenfeld and Joe Magee)
· The counterfactual and comparison processes that lead to the disconnect between objective outcomes and subjective evaluations in negotiations (with Thomas Mussweiler and Vicki Medvec)
· The role of perspective-taking and negotiator focus (including regulatory focus) in affecting the role of first offers as anchors in negotiations (with Thomas Mussweiler)
· The effect of stereotype activation and threat on negotiate outcomes (with Laura Kray and Leigh Thompson)
· The facilitory and inhibitory processes associated with metaphors and their influences on social perception (with Sam Glucksberg)
·The interplay between dissonance, self-affirmations and standards (with Jeff Stone and Joel Cooper)
 Journal Articles:
- Galinsky, A. D., & Moskowitz, G. B., (2000). Counterfactuals as behavioral primes: Priming the simulation heuristic and the consideration of alternatives. Journal of Experimental Social Psychology, 36, 357-383.
- Galinsky, A. D., & Moskowitz, G. B. (2000). Perspective-taking: Decreasing stereotype expression, stereotype accessibility, and in-group favoritism. Journal of Personality and Social Psychology, 78, 708-724.
- Galinsky, A. D., Moskowitz, G. B., & Skurnik, I. W. (2000). Counterfactuals as self-generated primes: The effect of prior counterfactual activation on person perception judgments. Social Cognition, 18, 252-280
- Galinsky, A. D., & Mussweiler, T. (2001). First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology, 81, 657–669.
- Galinsky, A. D., Mussweiler, T., & Medvec, V. H. (in press). Disconnecting negotiated outcomes and evaluations: The role of negotiator focus. Journal of Personality and Social Psychology.
- Galinsky, A. D., Seiden, V., Kim, P. H., & Medvec, V. H. (2002). The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations. Personality and Social Psychology Bulletin, 28, 271-283.
- Galinsky, A. D., Stone, J., & Cooper, J. (2000). The reinstatement of dissonance and psychological discomfort following failed affirmations. European Journal of Social Psychology, 30, 123-147.
- Kray, L. J., & Galinsky, A. D. (in press). The debiasing effect of counterfactual mind-sets on group decisions: Increasing the search for disconfirmatory information in group decisions. Organizational Behavior and Human Decision Processes.
- Kray, L. J., Galinsky, A., & Thompson, L. (2002). Reversing the gender gap in negotiations: An exploration of stereotype regeneration. Organizational Behavior and Human Decision Processes, 87, 386-410.
- Kray, L. J., Thompson, L., & Galinsky, A. D. (2001). Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology 80, 942–958.
Other Publications:
- Galinsky, A. D. (2002). The self and the group: The role of perspective-taking in improving out-group evaluations. In M. A. Neale, E. A. Mannix, & H. Sondak (Eds.), Research on Managing in Teams and Groups. Vol. 4. Greenwich, CT: JAI Press, Inc.
- Galinsky, A. D., Hugenberg, K., Groom, C., & Bodenhausen, G. B. (in press). The reappropriation of stigmatizing labels: Consequences for social identity. In M. A. Neale, E. A. Mannix, & J. Polzer (Eds.), Research on Managing in Teams and Groups. Vol. 5. Greenwich, CT: Elsevier Science Press.
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