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- Research (11)
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All HBS Web
(13)
- Research (11)
- Faculty Publications (6)
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13
Results
- 13 Jun 2014
- Working Paper Summaries
Handshaking Promotes Cooperative Dealmaking
- Awards
Best Student-Led Conference Paper Award
By: Francesca Gino
Winner of the 2015 Best Student-Led Conference Paper Award from the International Association for Conflict Management (IACM) for “Handshaking Promotes Cooperative Dealmaking” with Juliana Schroeder, Jane Risen, and Michael I. Norton (HBS Working Paper 14-117, May...
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- 07 Aug 2018
- First Look
New Research and Ideas, August 8, 2018
Intent By: Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton Abstract—We examine how a simple handshake—a gesture that...
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by Sean Silverthorne
- 05 Aug 2022
- Research & Ideas
Why People Crave Feedback—and Why We’re Afraid to Give It
doctoral students Nicole Abi-Esber and Jennifer Abel, and Juliana Schroeder, an associate professor at the University of California, Berkeley Haas School of Business. The results are included in a recent...
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by Michael Blanding
- 28 Sep 2020
- Research & Ideas
How Leaders Can Navigate Politicized Conversations and Inspire Collaboration
published in Journal of Personality and Social Psychology in July 2020. She co-authored the study with recent doctoral graduate Michael Rosenblum and Assistant Professor Juliana Schroeder, both of the...
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by Kristen Senz
- Article
Handshaking Promotes Deal-Making by Signaling Cooperative Intent
By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive...
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Keywords:
Handshake;
Cooperation;
Affiliation;
Competition;
Negotiation;
Nonverbal Communication;
Negotiation Participants;
Behavior;
Communication Intention and Meaning;
Negotiation Deal
Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
- Article
Don't Stop Believing: Rituals Improve Performance by Decreasing Anxiety
By: Alison Wood Brooks, Julianna Schroeder, Jane Risen, Francesca Gino, Adam D. Galinsky, Michael I. Norton and Maurice Schweitzer
From public speaking to first dates, people frequently experience performance anxiety. And when experienced immediately before or during performance, anxiety harms performance. Across a series of experiments, we explore the efficacy of a common strategy that people...
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Brooks, Alison Wood, Julianna Schroeder, Jane Risen, Francesca Gino, Adam D. Galinsky, Michael I. Norton, and Maurice Schweitzer. "Don't Stop Believing: Rituals Improve Performance by Decreasing Anxiety." Organizational Behavior and Human Decision Processes 137 (November 2016): 71–85.
- 02 Aug 2016
- First Look
August 2, 2016
forthcoming Organizational Behavior and Human Decision Processes Don't Stop Believing: Rituals Improve Performance by Decreasing Anxiety By: Brooks, Alison Wood, Julianna Schroeder, View Details
Keywords:
Sean Silverthorne
- 12 Dec 2017
- First Look
New Research and Ideas, December 12, 2017
previously believed. Publisher's link: https://pubwww.hbs.edu/faculty/Pages/item.aspx?num=53610 in press Journal of Personality and Social Psychology Enacting Rituals to Improve Self-control By: Tian, D.A., J. Schroeder, G. Haubl, J. View Details
Keywords:
Sean Silverthorne
- Web
Negotiation, Organizations & Markets Awards & Honors - Faculty & Research
Schroeder, Jane Risen, and Michael I. Norton (HBS Working Paper 14-117, May 2014). Francesca Gino: Received the 2015 Charles M. Williams Award...
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- 2014
- Working Paper
Handshaking Promotes Cooperative Dealmaking
By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating...
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Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.
- Article
Work Group Rituals Enhance the Meaning of Work
By: Tami Kim, Ovul Sezer, Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
The many benefits of finding meaning in work suggest the importance of identifying activities that increase job meaningfulness. The current paper identifies one such activity: engaging in rituals with workgroups. Five studies (N = 1,099) provide evidence that...
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Keywords:
Groups;
Meaningfulness;
Task Meaning;
Ritual;
Teams;
Organizational Citizenship;
Groups and Teams;
Behavior;
Familiarity
Kim, Tami, Ovul Sezer, Juliana Schroeder, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Work Group Rituals Enhance the Meaning of Work." Organizational Behavior and Human Decision Processes 165 (July 2021): 197–212.
- 10 Jun 2014
- First Look
First Look: June 10
Dealmaking By: Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton Abstract—Humans use subtle sources of information-like...
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Keywords:
Sean Silverthorne