
Malia F MasonColumbia University | CU · Columbia Business School
Malia F Mason
Psychology
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42
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August 2005 - April 2007
June 2007 - present
June 2007 - present
Publications
Publications (42)
An emerging body of evidence suggests that our penchant for entertaining thoughts that are unrelated to ongoing activities might be a detriment to our emotional wellbeing. In light of this evidence, researchers have posited that mindwandering is a cause rather than a manifestation of discontent. We review the evidence in support of this viewpoint....
Mood affects the way people think. But can the way people think affect their mood? In the present investigation, we examined this promising link by testing whether mood is influenced by the presence or absence of associative progression by manipulating the scope of participants' information processing and measuring their subsequent mood. In agreeme...
Despite evidence pointing to a ubiquitous tendency of human minds to wander, little is known about the neural operations that
support this core component of human cognition. Using both thought sampling and brain imaging, the current investigation demonstrated
that mind-wandering is associated with activity in a default network of cortical regions t...
Negotiators often open with assertive offers to anchor discussions in their favor, yet this approach risks offending potential partners and foreclosing negotiations. Across four experiments, we demonstrate that hedged language softens proposals, allowing negotiators to remain assertive while reducing the risk of offending deal partners and preventi...
Negotiations are a careful balancing act between cooperation and competition—a successful negotiation requires extracting maximal value without offending and alienating a counterpart (i.e., the negotiator’s dilemma). It is thus surprising that negotiation scholars have largely overlooked a pervasive feature of negotiations: they entail “polite” spe...
Prior research shows that precise first offers strongly anchor negotiation outcomes. This precision advantage, however, has been documented only when the parties were already in a negotiation. We introduce the concept of negotiation entry, i.e., the decision to enter a negotiation with a particular party. We predict that precise prices create barri...
Building on evidence that people coordinate mnemonic work, the current paper evaluates whether women exert greater mental effort than men to remember outstanding goals for which other people are beneficiaries. We demonstrate support for the notion that men and women expend unequal effort to encode and track communal goals : outstanding goals that b...
Expectancies play an important and understudied role in influencing a negotiator's decision to be deceptive. Studies 1a–1e investigated the sources of negotiators' expectancies, finding evidence of projection and pessimism; negotiators consistently overestimated the prevalence of people who share their views on deception and assumed a sizable share...
Couples appear to help each other remember outstanding tasks (“to-dos”) by issuing reminders. We examine if women and men differ in the frequency with which they offer this form of mnemonic assistance. Five studies measure how heterosexual couples coordinate mnemonic work in romantic relationships. The first two studies demonstrate that men are ass...
Whereas past research has focused on the downsides of task switching, the present research uncovers a potential upside: increased creativity. In two experiments, we show that task switching can enhance two principal forms of creativity—divergent thinking (Study 1) and convergent thinking (Study 2)—in part because temporarily setting a task aside re...
We test the mnemonic benefit of having a mind that distracts itself with unresolved matters. In 5 studies, conducted in quasi-naturalistic settings, using both self-reported and experience-sampled measures of intention-related intrusions, we establish the reminding value entailed in mindwandering. Study 1 verifies that the mind is more likely to wa...
We examined whether and why range offers (e.g., "I want $7,200 to $7,600 for my car") matter in negotiations. A selective-attention account predicts that motivated and skeptical offer-recipients focus overwhelmingly on the attractive endpoint (i.e., a buyer would hear, in effect, "I want $7,200"). In contrast, we propose a tandem anchoring account,...
The first moments at the bargaining table critically impact final settlements. Making the first offer and doing so ambitiously can give individuals a significant bargaining advantage (see Galinsky, Ku, & Mussweiler, 2009 for a review). Abundant research indicates that this first- offer advantage—senders obtain better individual outcomes than recipi...
The negotiation of social order is intimately connected to the capacity to infer and track status relationships. Despite the foundational role of status in social cognition, we know little about how the brain constructs status from social interactions that display it. Although emerging cognitive neuroscience reveals that status judgments depend on...
People habitually use round prices as first offers in negotiations. We test whether the specificity with which a first offer is expressed has appreciable effects on first-offer recipients' perceptions and strategic choices. Studies 1a–d establish that first-offer recipients make greater counteroffer adjustments to round versus precise offers. Study...
The current research examines the extent to which visual perception is distorted by one's experience of power. Specifically, does power distort impressions of another person's physical size? Two experiments found that participants induced to feel powerful through episodic primes (Study 1) and legitimate leadership role manipulations (Study 2) syste...
We explore the existence and underlying neural mechanism of a new norm endorsed by both black and white Americans for managing
interracial interactions: “racial paralysis’, the tendency to opt out of decisions involving members of different races. We
show that people are more willing to make choices—such as who is more intelligent, or who is more p...
Daydreaming appears to have a complex relationship with life satisfaction and happiness. Here we demonstrate that the facets of daydreaming that predict life satisfaction differ between men and women (Study 1; N=421), that the content of daydreams tends to be social others (Study 2; N=17,556), and that who we daydream about influences the relation...
Mind perception What will they think of next? The contemporary colloquial meaning of this phrase often stems from wonder over some new technological marvel, but we use it here in a wholly literal sense as our starting point. For millions of years, members of our evolving species have gazed at one another and wondered: What are they thinking right n...
Although deduction can be applied both to associations between nonsocial objects and to social relationships among people, the authors hypothesize that social targets elicit specialized cognitive mechanisms that facilitate inferences about social relations. Consistent with this view, in Experiments 1a and 1b the authors show that participants are m...
Behavioral endocrinology research suggests that testosterone may play a role in moral decision making. Studies involving human and nonhuman animals indicate that high basal testosterone is associated with decreased aversion to risk and an increased threshold for conflict, fear, stress, and threat. We tested the role of testosterone in moral decisio...
Behavioral endocrinology research suggests that testosterone may play a role in moral decision making. Studies involving human and nonhuman animals indicate that high basal testosterone is associated with decreased aversion to risk and an increased threshold for conflict, fear, stress, and threat. We tested the role of testosterone in moral decisio...
A fundamental challenge facing social perceivers is identifying the cause underlying other people's behavior. Evidence indicates that East Asian perceivers are more likely than Western perceivers to reference the social context when attributing a cause to a target person's actions. One outstanding question is whether this reflects a culture's influ...
The present investigation explores the possibility that power has increased salience among males but not females. Evidence indicates that stimuli that are self-relevant or related to chronic goals are more likely to capture attention than neutral information. Across three studies we explore the possibility that the premium males place on power infl...
The present investigation explores the neural mechanisms underlying the impact of social influence on preferences. We socially tagged symbols as valued or not – by exposing participants to the preferences of their peers – and assessed subsequent brain activity during an incidental processing task in which participants viewed popular, unpopular, and...
The current research examined the intersection of social categorization and identity recognition to investigate whether and when one form of construal would dominate people's responses to social targets. Using an automatic priming paradigm and manipulating prime duration to examine how familiarity with social targets and the time course of processi...
In this experiment, we examined how perceivers' familiarity with targets moderates person construal. Based on evidence from object categorization that level of construal varies with expertise in a manner that maximizes cue validity, we reasoned that although social (i.e., group-level) categorization is functional for construing unfamiliar others (a...
A primary focus of research undertaken by social psychologists is to establish why perceivers fail to accurately adopt or understand other people's perspectives. From overestimating the dispositional bases of behavior to misinterpreting the motivations of out-group members, the message that emerges from this work is that social perception is freque...
Gilbert et al. suggest that activity in the default network may be due to the emergence of stimulus-oriented rather than stimulus-independent
thought. Although both kinds of thought likely emerge during familiar tasks, we argue—and report data suggesting—that stimulus-independent
thought dominates unconstrained cognitive periods.
That associative processing provides the vehicle of thought is a long-standing idea. We describe here observations from cognitive neuroimaging that elucidate the neural processing that mediates this element. This account further allows a more specific ascription of a cognitive function to the brain's "default" activity in mindwandering. We extend t...
Although the face is unquestionably the most valuable source of information available to social perceivers, quite how humans exploit physiognomic cues to make sense of unfamiliar social targets has yet to be fully elucidated. The present investigation explores the possibility that bottom-up visual processing of faces (e.g., the detection of diagnos...
The face is a critical stimulus in person perception, yet little research has considered the efficiency of the processing operations through which perceivers glean social knowledge from facial cues. Integrating ideas from work on social cognition and face processing, the current research considered the ease with which invariant aspects of person kn...
Guided by a heuristic account of social-cognitive functioning, researchers have attempted to identify the cognitive benefits that derive from a categorical approach to person construal. While revealing, this work has overlooked the fact that, prior to the application of categorical thinking as an economizing mental tool, perceivers must first extra...
Gaze direction is a vital communicative channel through which people transmit information to each other. By signaling the locus of social attention, gaze cues convey information about the relative importance of objects, including other people, in the environment. For the most part, this information is communicated via patterns of gaze direction, wi...
People are remarkably adroit at understanding other social agents. Quite how these information-processing abilities are realized, however, remains open to debate and empirical scrutiny. In particular, little is known about basic aspects of person perception, such as the operations that support people's ability to categorize (i.e., assign persons to...
Recent research has shown that nonpredictive gaze cues trigger reflexive shifts in attention toward the looked-at location. But just how generalizable is this spatial cuing effect? In particular, are people especially tuned to gaze cues provided by conspecifics, or can comparable shifts in visual attention be triggered by other cue providers and di...
The current research considered the effects of gaze direction on a fundamental aspect of social cogition: person memory. It was anticipated that a person's direction of gaze (i.e., direct or averted) would impact his or her subsequent memorability, such that recognition would be enhanced for targets previously displaying direct gaze. In Experiment...
Previous research has highlighted the pivotal role played by gaze detection and interpretation in the development of social cognition. Extending work of this kind, the present research investigated the effects of eye gaze on basic aspects of the person-perception process, namely, person construal and the extraction of category-related knowledge fro...