Handshaking Promotes Dealmaking by Signaling Cooperative Intent

Schroeder, J., Risen, J.L., Gino, F. & Norton, M.I. (2019). Handshaking promotes dealmaking by signaling cooperative intent. Journal of Personality and Social Psychology, 116, 743-768.

  • Short Summary: In the context of economic games and integrative and distributive negotiations, handshakes—which are ritualistic behaviors imbued with meaning beyond mere physical contact—signal a counterpart's intent to be cooperative and promote deal-making outcomes (7 studies).

  • Best Student-led Paper Award, International Association for Conflict Management

  • Data and Materials, Pre-registration (Study 5 replication)

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The Psychology of Rituals: An Integrative Review and Process-Based Framework

Hobson, N.M., Schroeder, J., Risen, J.L., Xygalatas, D., & Inzlicht, M. (2018). The psychology of rituals: An integrative review and process-based framework. Personality and Social Psychology Review, 22, 260-284.

  • Short Summary: Rituals primarily regulate (1) social connection, (2) emotions, and (3) performance goal states. We propose a framework linking the top-down and bottom-up mechanisms behind each of these regulatory functions.

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