Asking for less (but receiving more): Women avoid impasses and outperform men when negotiators have weak alternatives.

Both research and conventional wisdom suggest that, due to their relational orientation, women are less likely than men to engage in agentic and assertive behaviors, leading them to underperform in zero-sum, distributive negotiations where one party's gain is equivalent to the other party's loss. However, past research tends to neglect the costs of reaching impasse by excluding impasses from measures of negotiation performance. Departing from this convention, we incorporate the economic costs of impasses into measures of negotiation performance to provide a more holistic examination of negotiation outcomes.

Tying the value of goals to social class.

Although everyone strives toward valued goals, we suggest that not everyone will be perceived as doing so equally. In this research, we examine the tendency to use social class as a cue to understand the importance of others' goals. Six studies find evidence of a goal-value bias: Observers perceive goals across a variety of domains as more valuable to higher class than to lower class individuals (Studies 1-6).

"They're Everywhere!": Symbolically Threatening Groups Seem More Pervasive Than Nonthreatening Groups.

The meaning of places is socially constructed, often informed by the groups that seem pervasive there. For instance, the University of Pennsylvania is sometimes pejoratively called "Jew-niversity of Pennsylvania," and the city of Decatur, Georgia, is disparagingly nicknamed "Dyke-atur," connoting the respective pervasiveness of Jewish students and gay residents. Because these pervasiveness perceptions meaningfully impact how people navigate the social world, it is critical to understand the factors that influence their formation.