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Publications

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  • 28 Sep 2020
  • Research & Ideas

How Leaders Can Navigate Politicized Conversations and Inspire Collaboration

identifies a specific recipe for receptiveness that leaders and others can follow to improve collaborations and interpersonal interactions in general. “Conversational receptiveness involves using language that signals a person is truly... View Details
Keywords: by Kristen Senz
  • Web

Human Behavior & Decision-Making - Faculty & Research

interpersonal impressions. While past research has explored how smiling affects business outcomes in offline or in-store contexts, relatively less is known about how smiling influences consumer choice in e-commerce settings even when... View Details
  • Web

Topics - HBS Working Knowledge

Insurance (10) Integrated Corporate Reporting (9) Integration (9) Intellectual Property (58) Interactive Communication (6) Interdisciplinary Studies (1) Interest Rates (1) Interests (1) International Accounting (1) International Finance (4) International Relations (9)... View Details
  • 23 Oct 2012
  • First Look

First Look: October 23

http://www.sciencedirect.com/science/article/pii/S0047272712001028?v=s5 From Mind Perception to Mental Connection: Synchrony as a Mechanism for Social Understanding Authors:Thalia Wheatley, Olivia Kang, Carolyn Parkinson, and Christine E.... View Details
Keywords: Sean Silverthorne

    Publications

    2000-2005 Selected

     

    Chiu, C-y, Morris, M.W., Hong, Y-y, & Menon, T. (2000).  Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of Need for Closure.... View Details

    • April 2019
    • Article

    Shooting the Messenger

    By: Leslie John, Hayley Blunden and Heidi Liu
    Eleven experiments provide evidence that people have a tendency to “shoot the messenger,” deeming innocent bearers of bad news unlikeable. In a preregistered lab experiment, participants rated messengers who delivered bad news from a random drawing as relatively... View Details
    Keywords: Judgment; Communication; Sense-making; Attribution; Disclosure; Interpersonal Communication; Perception; Judgments; Motivation and Incentives
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    • 02 Oct 2006
    • Research & Ideas

    Negotiating in Three Dimensions

    terms. Assuming that they face an interpersonal or tactical barrier, suppliers often seek training on the principles of persuasion, joint brainstorming, how to make advantageous initial offers, body language, and so on. Yet apparent... View Details
    Keywords: by Martha Lagace
    • Web

    Faculty - Private Capital Project

    assistant professor of management at the Wharton School, University of Pennsylvania. Professor Huang’s research examines early-stage entrepreneurship, and the role of interpersonal relationships and implicit factors in the investment... View Details
    • Web

    Power and Influence for Positive Impact | HBS Online

    Trust and Exercising Influence Understand how to earn people’s trust so that you can uncover and respond to what they value and apply a repertoire of behaviors for leveraging influence in relationships. Navigate difficult conversations and View Details
    • 22 Aug 2005
    • Research & Ideas

    The Hard Work of Failure Analysis

    technical skills, expertise in analysis, and diverse views, allowing them to brainstorm and explore different interpretations of a failure's causes and consequences. Because this usually involves the potential for conflict that can escalate, people skilled in View Details
    Keywords: by Amy Edmondson & Mark D. Cannon
    • July 2020
    • Article

    Tell It Like It Is: When Politically Incorrect Language Promotes Authenticity

    By: J. Schroeder, M. Rosenblum and F. Gino
    When a person’s language appears political—such as being politically correct or incorrect—it can influence fundamental impressions of him or her. Political correctness is “using language or behavior to seem sensitive to others’ feelings, especially those others who... View Details
    Keywords: Language; Interpersonal Communication; Perception
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    • April 16, 2019
    • Article

    Research Confirms: When Receiving Bad News, We Shoot the Messenger

    By: Leslie John, Hayley Blunden and Heidi Liu
    Most jobs require us at some point to deliver bad news—whether it be a minor revelation such as a recruiter telling a prospective employee that there’s no wiggle room in salary, or something major, like when a manager must fire an employee. We dread such discussions... View Details
    Keywords: Interpersonal Communication; Perception; Judgments
    Related
    • Article

    Olfactory Cues from Romantic Partners and Strangers Moderate Women's Responses to Stress

    By: Marlise Hofer, Hanne Collins, Ashley V. Whillans and Frances Chen
    The scent of another person can activate memories, trigger emotions, and spark romantic attraction; however, almost nothing is known about whether and how human scents influence responses to stress. In the current study, 96 women were randomly assigned to smell one of... View Details
    Keywords: Interpersonal Communication; Personal Characteristics; Perception
    Related
    • 2020
    • Working Paper

    Topic Preference Detection: A Novel Approach to Understand Perspective Taking in Conversation

    By: Michael Yeomans and Alison Wood Brooks
    Although most humans engage in conversations constantly throughout their lives, conversational mistakes are commonplace— interacting with others is difficult, and conversation re-quires quick, relentless perspective-taking and decision making. For example: during every... View Details
    Keywords: Natural Language Processing; Interpersonal Communication; Perspective; Decision Making; Perception
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    • 01 Mar 2014
    • News

    Research Brief: Better to Be Safe with a Sorry

    "Never apologize, mister," John Wayne's character famously said in She Wore a Yellow Ribbon. "It's a sign of weakness." And while previous academic research has similarly concluded that apologizing during negotiations hurts perceptions of... View Details
    Keywords: Morrell, Daniel; Information
    • 24 Jul 2018
    • First Look

    New Research and Ideas, July 24, 2018

    learning; when staff believe that support for learning-oriented culture, practices, and leadership is low, they may be less willing or able to share ideas. Purpose: We examined how staff perception of organizational support for learning... View Details
    Keywords: Dina Gerdeman
    • 14 May 2009
    • Sharpening Your Skills

    Sharpening Your Skills: Managing Teams

    research. Key concepts include: Employees' perceptions of team leader support are more positive when the leader gives timely feedback; supports team member's actions and decisions; recognizes good work privately and publicly; and asks for... View Details
    Keywords: Re: Multiple Faculty
    • October 2022
    • Article

    Underestimating Counterparts' Learning Goals Impairs Conflictual Conversations

    By: Hanne K. Collins, Charles A. Dorison, Francesca Gino and Julia A. Minson
    Given the many contexts in which people have difficulty engaging with views that disagree with their own— from political discussions to workplace conflicts—it is critical to understand how conflictual conversations can be improved. Whereas previous work has focused on... View Details
    Keywords: Interpersonal Communication; Conflict and Resolution; Values and Beliefs; Learning; Perception
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    • March 2025
    • Article

    Boomerasking: Answering Your Own Questions

    By: Alison Wood Brooks and Michael Yeomans
    Humans spend much of their lives in conversation, where they tend to hold many simultaneous motives. We examine two fundamental desires: to be responsive to a partner and to disclose about oneself. We introduce one pervasive way people attempt to reconcile these... View Details
    Keywords: Interpersonal Communication; Motivation and Incentives; Perception; Behavior
    Related
    • 15 Jan 2019
    • First Look

    New Research and Ideas, January 15, 2019

    Human Decision Processes Seeker Beware: The Interpersonal Costs of Ignoring Advice By: Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino Abstract—Prior advice research has focused on understanding when... View Details
    Keywords: Dina Gerdeman