Jennifer Overbeck

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

Jared R Curhan, Jennifer R Overbeck, Yeri Cho, Teng Zhang, Yu Yang

Journal article  |  2021  |  J Appl Psychol

We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested-(a..

The effects of experience, expertise, reward power, and decision power in groups.

Bryan L Bonner, Andrew T Soderberg, Nathan L Meikle, Jennifer R Overbeck

Journal article  |  2021  |  Group Dynamics: Theory, Research, and Practice

The unspoken language of power: Interpersonal dynamics of nonverbal behavior in mixed-gender negotiations

Jennifer Overbeck, Justin D Wareham

Book Chapter  |  2020

We don’t grow out of junior high: Antisocial orientation cues predict status conferral

JR Overbeck, T Zhang

Conference Proceedings  |  2018  |  78th Annual Meeting of the Academy of Management, AOM 2018

We extend the literature on prestige-based (versus dominance-based) status by identifying a more nuanced process of status conferr..

Power and Influence I and II

J Overbeck, K Page

Book Chapter  |  2017

We Don’t Grow out of Junior High: Cues of Antisocial Orientation Contribute to Status Conferral

Jennifer R Overbeck, Teng Zhang, Emily Tansuwan

Conference Proceedings  |  2015  |  Academy of Management Proceedings

Conventional accounts of status conferral focus on candidates’ competence and willingness to contribute to a group. We propose tha..

The Benefits of Silence in Negotiation: Brief Moments of Quiet Help Value Claiming and Creation

Yeri Cho, Teng Zhang, Jennifer R Overbeck

Conference Proceedings  |  2015  |  Academy of Management Proceedings

This research examines the benefits of being silent in negotiation. Social psychology research has focused on negative consequence..

One for All: Social Power Increases Self-Anchoring of Traits, Attitudes, and Emotions

Jennifer R Overbeck, Vitaliya Droutman

Journal article  |  2013  |  PSYCHOLOGICAL SCIENCE

We argue that powerful people tend to engage in social projection. Specifically, they self-anchor: They use the self as a referenc..

Power, status, and influence in negotiation

J OVERBECK, YK KIM

Book Chapter  |  2013

This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and r..

The leaders’ rosy halo: Why do we give power holders the benefit of the doubt?

PK Smith, JR Overbeck

Book Chapter  |  2013

Political and military leaders cheating on their spouses. Heads of banks committing widespread fraud. Religious leaders hiding abu..