Why It Pays to Get Inside the Head of Your Opponent

By Adam D. Galinsky, William W Maddux, Debra Gilin, Judith B. White. 2008

743 citations recorded by the source corpus.

Subfields: Safety Research, Social Psychology, Sociology and Political Science

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Safety Research

In Social Psychology

In Sociology and Political Science

Citations in the corpus

Suspending judgment to create value: Suspicion and trust in negotiation (2010, result): “Nonetheless, the manipulation of suspicion as an initial state allowed causal inferences, and was consistent with other research (Kimmel et al., 1980; also, Galinsky et al., 2008; Sinaceur & Tiedens, 2006).”
Vicarious Dishonesty: When Psychological Closeness Creates Distance from One's Moral Compass (2012, background): “Taking the perspective of others commonly lead people to treat the actions of those as their own (Galinsky et al., 2008) and to experience the same outcomes such as cognitive dissonance (e.g., Norton, Monin, Cooper, & Hogg, 2003) or specific emotions (e.g., Jackson et al., 2006).”
Empathy: Gender effects in brain and behavior (2014, background): “, 2002), while decreased affective empathy directed at males may have been adaptive in competitive contexts (Galinsky et al., 2008), such as competing for mates.”
Creativity from Constraint? How the Political Correctness Norm Influences Creativity in Mixed-sex Work Groups (2015, background): “Over time, however, as members begin to empathize with or take the perspective of dissimilar others, the PC norm eventually may become unnecessary (Galinsky et al., 2008).”
Exploring the use of rapport in professional information‐gathering contexts by systematically mapping the evidence base (2020, neutral): “Taking steps to get to know the interviewee as an individual has a number of benefits, including enhanced understanding of the interviewee’s motivations, that can benefit perspective-taking and interview strategy (Abbe & Brandon, 2014; Alison et al., 2013; Galinsky et al., 2008).”
Intrinsic and Prosocial Motivations, Perspective Taking, and Creativity (2011, methodology): “Supervisors provided ratings of employees’ creativity using the 13-item creativity scale developed by George and Zhou (2001), which includes “Comes up with new and practical ideas to improve performance” and “Is a good source of creative ideas” ( .”
Entrepreneurial Imaginativeness in New Venture Ideation (2018, background): “For example, Galinsky and colleagues (2008) defined empathy as an “other focused emotional response that allows one person to affectively connect with another” (Galinsky et al., 2008: 378).”