Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation.

We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested-(a) an perspective, whereby silence leads to a deliberative mindset, which, in turn, prompts value creation, and (b) a perspective, whereby silence leads to intimidation and value claiming. Study 1 reveals a direct correlation between naturally occurring silent pauses lasting at least 3 s (extended silence) and value creation behaviors and outcomes.

One for all: social power increases self-anchoring of traits, attitudes, and emotions.

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 quickly if they had previously reported that those terms described themselves.

Looking down: the influence of contempt and compassion on emergent leadership categorizations.

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 over time. To demonstrate both internal and external validity, Studies 1a and 1b provide laboratory and field evidence to show that expressing the discrete emotions of contempt and compassion positively relates to perceptions that an individual is a leader.

Status, race, and money: the impact of racial hierarchy on willingness to pay.

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 for products in order to fulfill status needs.