ALEX VAN ZANT
REFEREED PUBLICATIONS
Van Zant, A. B., Kennedy, J. A., & Kray, L. J. (2023). Does hoodwinking others pay? The psychological and relational consequences of undetected negotiator deception. Journal of Personality and Social Psychology, 124(5), 1001-1024. [link]
Van Zant, A. B. (2022). Strategically overconfident (to a fault): How self-promotion motivates advisor overconfidence. Journal of Applied Psychology, 107(1), 109-129. [link]
Van Zant, A. B., & Berger, J. (2020). How the voice persuades. Journal of Personality and Social Psychology, 118(4), 661-682. [link]
Van Zant, A. B., & Moore, D. A. (2015). Leaders’ use of moral justifications increases policy support. Psychological Science, 26(6), 934-943. [link]
Haselhuhn, M. P., Kennedy, J. A., Kray, L. J., Van Zant, A. B. , & Schweitzer, M. E. (2015). Gender differences in trust dynamics: Women trust more than men following a trust violation. Journal of Experimental Social Psychology, 56(1), 104-109. [link]
Kray, L. J., Kennedy, J. A., & Van Zant, A. B. (2014). Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception. Organizational Behavior and Human Decision Processes, 125(2), 61-72. [link]
Van Zant, A. B., & Kray, L. J. (2014). “I can’t lie to your face”: Minimal face-to-face interaction promotes honesty. Journal of Experimental Social Psychology, 55(1), 234-238. [link]
Kray, L. J., Locke, C. C., & Van Zant, A. B. (2012). Feminine charm: An experimental analysis of its costs and benefits in negotiations. Personality and Social Psychology Bulletin, 38(10), 1343-1357. [link]
BOOK CHAPTERS AND PRACTITIONER ARTICLES
Van Zant, A. B., Kennedy, J. A., & Kray, L. J. (2023). Why lies don't pay in negotiations and the workplace. Rutgers Business Review, 8(2), 167-174. [link]
Van Zant, A. B., & Kray, L. J. (2015). Negotiation and conflict resolution: A behavioral decision research perspective. In G. Wu & G. Keren (Eds.), Wiley-Blackwell Handbook of Judgment and Decision Making (pp. 828-848). John Wiley & Sons: Chichester, UK. [link]
Van Zant, A. B., & Moore, D. A. (2013). Avoiding the pitfalls of overconfidence while benefiting from the advantages of confidence. California Management Review, 55(2), 5-23. [link]
Van Zant, A. B., Kennedy, J. A., & Kray, L. J. (2023). Does hoodwinking others pay? The psychological and relational consequences of undetected negotiator deception. Journal of Personality and Social Psychology, 124(5), 1001-1024. [link]
Van Zant, A. B. (2022). Strategically overconfident (to a fault): How self-promotion motivates advisor overconfidence. Journal of Applied Psychology, 107(1), 109-129. [link]
Van Zant, A. B., & Berger, J. (2020). How the voice persuades. Journal of Personality and Social Psychology, 118(4), 661-682. [link]
Van Zant, A. B., & Moore, D. A. (2015). Leaders’ use of moral justifications increases policy support. Psychological Science, 26(6), 934-943. [link]
Haselhuhn, M. P., Kennedy, J. A., Kray, L. J., Van Zant, A. B. , & Schweitzer, M. E. (2015). Gender differences in trust dynamics: Women trust more than men following a trust violation. Journal of Experimental Social Psychology, 56(1), 104-109. [link]
Kray, L. J., Kennedy, J. A., & Van Zant, A. B. (2014). Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception. Organizational Behavior and Human Decision Processes, 125(2), 61-72. [link]
Van Zant, A. B., & Kray, L. J. (2014). “I can’t lie to your face”: Minimal face-to-face interaction promotes honesty. Journal of Experimental Social Psychology, 55(1), 234-238. [link]
Kray, L. J., Locke, C. C., & Van Zant, A. B. (2012). Feminine charm: An experimental analysis of its costs and benefits in negotiations. Personality and Social Psychology Bulletin, 38(10), 1343-1357. [link]
BOOK CHAPTERS AND PRACTITIONER ARTICLES
Van Zant, A. B., Kennedy, J. A., & Kray, L. J. (2023). Why lies don't pay in negotiations and the workplace. Rutgers Business Review, 8(2), 167-174. [link]
Van Zant, A. B., & Kray, L. J. (2015). Negotiation and conflict resolution: A behavioral decision research perspective. In G. Wu & G. Keren (Eds.), Wiley-Blackwell Handbook of Judgment and Decision Making (pp. 828-848). John Wiley & Sons: Chichester, UK. [link]
Van Zant, A. B., & Moore, D. A. (2013). Avoiding the pitfalls of overconfidence while benefiting from the advantages of confidence. California Management Review, 55(2), 5-23. [link]