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  • 13 Jun 2014
  • Working Paper Summaries

Handshaking Promotes Cooperative Dealmaking

Keywords: by Juliana Schroeder, Jane Risen, Francesca Gino & Michael I. Norton
  • 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... View Details
Keywords: 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... View Details
Keywords: 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... View Details
Keywords: 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... View Details
Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal
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  • 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... View Details
Keywords: Behavior; Performance; Emotions
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  • 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://www.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
  • 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... View Details
Keywords: Negotiation Tactics; Cooperation; Societal Protocols
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  • 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... View Details
Keywords: Groups; Meaningfulness; Task Meaning; Ritual; Teams; Organizational Citizenship; Groups and Teams; Behavior; Familiarity
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  • 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... View Details
Keywords: Sean Silverthorne