Openness Among Chinese in Conflict: Effects of Direct Discussion and Warmth on Integrative Decision Making1

Although not socially valued, open discussion may still be useful for integrating positions and people in conflict in China, especially when complemented with the nonverbal expression of interpersonal warmth. In an experiment with 80 participants in South China, open discussion compared to avoiding was found to develop a cooperative relationship and open‐minded understanding of the opposing view. The communication of warmth, compared to coldness, developed a cooperative, mutually beneficial relationship; exploration of the opposing view; integration of opposing ideas into one's reasoning and decision making; and confidence in future joint work. These results challenge traditional theorizing that open discussion of conflict disrupts relationships and conflict management in China.     

Effects of Relationship Values and Goal Interdependence on Guanxi Between Foreign Managers and Chinese Employees1

Foreign managers are advised to develop effective relationships with Chinese employees who as collectivists are thought to value relationships, particularly guanxi, with their leaders. However, foreign managers typically do not have the background and prior experiences typically used to develop guanxi in China. In an experiment with 120 participants in South China, Chinese employees with foreign managers who communicated that they wanted a relationship (compared to no relationship) with them concluded that they interacted better and had little relational and task conflict. Chinese employees who discussed their views within a cooperative (compared to competitive) context helped their leader, productively integrated their diverse views into the decision, and concluded that they had little relational and task conflict.     

Managing Conflict in Dutch Organizations: A Test of the Relevance of Deutsch's Cooperation Theory1

Deutsch's theory of cooperative and competitive conflict may be usefully extended to Dutch people. Results of LISREL analyses on data collected from interviews of Dutch employees in 2 companies indicate that competitive goals interfered with the open, constructive discussion of opposing views. However, cooperative goals were not found to contribute to constructive controversy. Dutch who discussed their opposing views openly made progress on the task, worked efficiently, and strengthened their work relationship and their confidence in future collaboration. These results do not argue that Dutch and North Americans handle conflict similarly, for how these groups operationalize the theory may differ significantly. Goal interdependence may have the potential to be a framework for promoting conflict management between Dutch and North Americans.     

Inside the opponent's head: perceived losses in group position predict accuracy in metaperceptions between groups

Members of groups in conflict typically perceive the same reality in opposing ways. We investigated individuals' ability to accurately perceive out-group members' views of the conflict. Drawing on research on power and metaperceptions, we hypothesized that perceiving losses to in-group position would increase accuracy in predicting out-group members' views. Study 1 was conducted immediately following the Gaza flotilla incident. Israelis, who perceived the event as causing political losses to their group, were more accurate in predicting out-group members' views of the incident than were Palestinians, who perceived the event as causing political gains for their group. Moreover, Israelis' accuracy increased with their perception of political losses for Israel, whereas Palestinians' accuracy decreased with their perception of political gains for Palestinians. These effects were particularly pronounced among those participants who were highly identified with their group. Study 2 replicated the relationship between perceived losses and accuracy, and demonstrated that it could not be accounted for by factors such as education, political orientation, or empathy.     

Making sides and taking sides: an analysis of salient images and category constructions for pro- and anti-Gulf War respondents

This paper reports supportive evidence for a modified self-categorisation model of mass social influence, whereby category definitions are determined rhetorically and the character of collective action is shaped through category arguments. The study was conducted shortly after the Gulf War and was concerned with the respective constructions of pro- and anti-war respondents. Respondents were first asked to recall the images of the war which had most impact on them. They were then shown 29 images of the war and asked to rate the impact of each one as well as explain why they had given such impact ratings. Finally, they were asked to select the five images which had most impact on them. The results indicated that different subjects indicated very different views of the categories opposing each other despite the fact that they were characterising the same event. Moreover, the constructions of pro- and anti-war subjects matched those previously having been shown to characterise the rhetoric of pro- and anti-war leaders. Thus pro-war subjects recalled and rated highly those images that were consistent with a construction of the war as opposing the civilised world (ingroup) to Saddam Hussein (outgroup). Anti-war subjects recalled and rated highly those images that were consistent with a construction of the war as opposing ordinary people (ingroup) to business and political leaders prosecuting the war (outgroup). Copyright © 1998 John Wiley & Sons, Ltd.     

Gender and Aggression in Marital Relationships: A Life-Span Perspective

This study examines the relationship between age, gender, and marital aggression by comparing conflict resolution strategies, physical aggression, and injury across 6,185 married young, middle and older aged men and women. We found a consistent age effect such that younger participants used more maladaptive conflict resolution strategies, engaged in more physical arguments, and sustained more injuries than older participants. In terms of gender differences, women compared to men used calm discussions less (the least reported by women who were young) and heated arguments more. Analyses on the relation among age, gender, and injuries showed that more young and middle-aged women than men reported that they had sustained injuries at the hands of their spouse and more young men than women reported inflicting injury on their spouse. The results are discussed in relation to research on gender differences in intimate violence and the association of age and intimate aggression in general.     

Tradeoffs and theory: the double-mediation model

Most theories of decision making suggest that, when options imply tradeoffs between their attributes, conflict increases as tradeoff size increases, because greater sacrifices are to be incurred in choosing one option instead of another. An alternative view is that conflict decreases as tradeoff size increases, because stronger arguments can be made for any decision. The authors propose a unified model, the double-mediation model, which combines the mediating effects of sacrifice and argumentation. Our model generally predicts an inverse U-shaped relation between tradeoff size and conflict. Results support this prediction. Also, when the decision situation increases the mediating effect of sacrifice relative to that of argumentation, the relation between tradeoff size and conflict changes in an upward direction; conversely, when the decision situation increases the mediating effect of argumentation relative to that of sacrifice, the relation changes in a downward direction. Results support these predictions as well. Commonalities and differences between our model and other formulations are discussed.     

The argumentative nature of holding strong views: A case study

Recently a number of critics of traditional approaches to the study of attitudes have stressed the need to study the ways in which people express views in natural discourse. The present study examines the rhetorical aspects of holding strong views by providing a detailed case study. It focuses on the discourse of a family discussing the British Royal Family, where one member of the family is recognized to hold strong views. A number of rhetorical complexities of the discourse are highlighted and particular attention is placed on the argumentative dimensions of holding strong views. It is suggested that strong views are held in relation to opposing views and in arguing about the issue of monarchy participants are also reflexively arguing about arguments. Examples are given to show that the holder of strong views, as opposed to the holder of weak views, does not necessarily have a greater opposition to the assumption of multisubjectivity, for the discourse of views is paradoxically marked by both assumptions of multisubjectivity and intersubjectivity. It is also shown that the holder of strong views may produce a variable discourse. The rhetorical nature of such variability is discussed and implications are drawn for the study of beliefs and for analysing the relations between thinking and arguing.     

Priming Effects on Cooperative Behavior in Social Dilemmas: Considering the Prime and the Person

We test whether people with a relatively more intrinsic vs. extrinsic value orientation (RIEVO) are particularly likely to enact cooperative behavior in resource dilemmas when they are primed with relatedness goals. In Study 1, high RIEVO participants primed with relatedness exhibited more restrained fishing behavior in a resource dilemma than their unprimed counterparts or participants low in RIEVO. Study 2 replicated this effect and further showed that the prime must signal the possibility of satisfying a valued goal (relatedness satisfaction) in order to elicit the value-consistent behavior. We discuss these results in the context of recent process models of goal priming, and also discuss how these findings contribute to our understanding of cooperative behavior and the predictive power of value constructs more broadly.     

Two Sides of Any Issue

Seneca in his Moral Epistles to Lucilium ridicules Protagoras’ claim that both sides of any position can be equally well argued. Cicero, on the contrary, in the surviving fragments of his dialogue, the Republic, maintains in the person of Laelius that the thorough exploration of the strengths and weaknesses of any position pro and con is the best and often the only dialectical avenue to the discovery of difficult truths. There are therefore at least two sides to the issue of whether philosophers ought to address their arguments to the two sides of any issue. This paper examines the epistemic advantages and disadvantages of the same reasoning agent playing both roles of advocate and critic, as opposed to encouraging only distinct independently minded reasoning agents each to consider any of the opposing sides of an issue in dispute. The question in argumentation theory posed by this inquiry in simplest terms is whether a single thinker considering both sides of an issue is more able to arrive at truth, or whether, as the popular adage has it, two minds are inherently dialectically better than one. The answer proposed here is that it does not matter provided that the conflict of opposing views are in some manner resolved with the sincere intention of arriving at the truth.     

人际控制感对合作行为的影响:一项囚徒困境的ERPs研究

社会困境中的合作行为是通过抑制个体利益最大化的诱惑从而满足集体利益最大化的过程。研究采用囚徒困境游戏范式考察个体的合作行为,通过设置决策顺序操控人际控制感的高低,利用ERPs技术探讨了人际控制感影响合作行为的神经机制。行为结果发现:高人际控制感条件下个体做出合作行为的频率显著高于低人际控制感。ERPs结果发现:个体在高人际控制感条件下博弈时顶枕区所诱发的P2波幅更小,且右侧额区所诱发的N2波幅也更小。这表明被试在高人际控制感条件下感知到的不确定性更小,冲突控制水平更高,从而更能抑制利己诱惑,表现出更多的合作行为。     

Not as Different as We Want to Be: Attitudinally Consistent Trait Desirability Leads to Exaggerated Associations Between Personality and Sociopolitical Attitudes

Research connecting sociopolitical attitudes to personality typically relies exclusively on self‐report measures of personality. A recently discovered mechanism of bias in self‐reports highlights a particular challenge for this approach. Specifically, individuals tend to report exaggerated levels of a trait to the extent that they view that trait as desirable. In a community sample of 443 participants, differences in sociopolitical attitudes were associated with differences in the extent to which individuals provided biased self‐reports for a given trait (relative to trait levels indicated by peer‐report or an objective measure) as well as differences in views of the desirability of that trait. Further, the tendency to misrepresent traits in a manner consistent with one's sociopolitical attitudes was mediated by differences in views of trait desirability. Thus, although meaningful personality differences exist among those with differing sociopolitical attitudes, those differences may not be as large as people with opposing sociopolitical attitudes might like them to be.     

Value From Adversity: How We Deal With Adversity Matters

Participants in our study worked on an anagram task to win a prize while aversive noise played in the background. They were instructed to deal with the noise either by "opposing" it as an interference or by "coping" with the unpleasant feelings it created. The strength of attention to the opposing or coping response to adversity was measured by poorer recognition of the content of the background noise. For the "opposing" participants, it was predicted that the more they attended to opposing the interference, they stronger they would engage in solving the anagrams to win the prize, which would increase the prize's value. For the "coping" participants, it was predicted that the more they attended to coping with their unpleasant feelings, the weaker they would engage in solving the anagrams to win the prize, which would decrease the prize's value. The results supported both predictions.     

New Manager Socialization and Conflict Management in China: Effects of Relationship and Open Conflict Values1

How newcomers interact with experienced employees has been thought to affect their socialization and performance. This study complements previous newcomer research by examining the role of organizational values on this interaction. Middle managers newly recruited into a large telecom company in China were randomly assigned to discuss a conflict with an existing employee where the organization either valued relationships or not, and either valued open discussion of diverse ideas or not. As expected, valuing relationship and open discussion, compared to not valuing relationship and avoiding discussion, facilitated new managers' socialization and helped them develop cooperative goals and quality leader–member exchange. Results were interpreted that by embracing values of relationships and open discussion, organizations can more effectively socialize newcomers.     

Affirmation of the High-Power Person and His Position: Ingratiation in Conflict

Eighty college students were induced to be bargainers who had high power in that they controlled more valued resources than the other bargainer. The low-power bargainer (a confederate) expressed different types of affirmations (positive evaluations) of the participants. The low-power bargainer either strongly or mildly affirmed the personal effectiveness of the participants and either strongly or mildly affirmed their negotiating position. Participants whose personal effectiveness was strongly, compared to mildly, affirmed increased their self-evaluation and were attracted to the low-power person. They did not, however, agree to the low-power person's demand. Participants whose position was strongly, as opposed to mildly, affirmed did not increase their self-evaluation nor were they more positive toward the low-power person. They did reject the low-power person's demand. Results were interpreted as suggesting that strong affirmations of personal effectiveness and of position may be ineffective ingratiation strategies in conflict.     

The alcohol-aggression link: children's aggression expectancies in marital arguments as a function of the sobriety or intoxication of the arguing couple

Children's expectancies of man-woman and woman-man aggression during arguments between individuals who were either intoxicated or sober were examined. The role of child and familial characteristics in influencing these expectancies was assessed. We examined children's expectations of interadult verbal/psychological and physical aggression during simulated arguments presented to children on videotapes. A community sample (N = 156) of children and young adolescents (6-14-year olds) participated. Children expected higher levels of aggression during conflict when they thought that one or both participants in conflict were intoxicated versus sober. Further, higher levels of verbal versus physical interadult conflict were expected during the disputes. These findings build on the literature by demonstrating that elementary school age children and young adolescents exhibit expectancies that link the consumption of alcohol with increased verbal and physical aggression in marital arguments. These alcohol-aggression expectancies were robust and were evident in relation to either the man's or woman's perpetration of aggression against the spouse. Elucidation of factors that can influence associations between aggression and alcohol consumption are of importance and have broad implications for family functioning.     

Value conflict and post-decision consolidation

The primary goal of the present study was to investigate how the mental representations of value conflicts are restructured after a decision. A value conflict exists if a chosen alternative is less attractive than a non-chosen alternative on one important attribute when a decision is made. In order to follow up earlier field studies with no experimental control over value conflicts, the present study induced value conflicts in the laboratory. This was done through associating the more attractive of two alternatives with a smaller probability of success. The first hypothesis was that consolidation of value conflict attributes should follow the same pattern when the conflict is controlled experimentally as in earlier studies of real-life decisions. The second hypothesis was that consolidation should be weaker in a non-consequential laboratory study than in the earlier real-life studies. The third hypothesis was that stronger value conflicts (that is, value conflict on more important attributes) lead to greater consolidation effects than weaker value conflicts. The results showed that participants consolidated the value conflicts in the same way as in real-life decisions with the difference that also less important attributes were consolidated in the present study. However, the consolidation effects were not so strong that they caused advantage reversals on a conflict attribute, as in the earlier field studies with real outcomes and consequences. There was no relationship between strength of conflict and consolidation. The fact that no advantage reversals were registered leads to questions about the ecological validity of laboratory studies of non-consequential decision making.     

Learning from Conflicting Texts: The Role of Intertextual Conflict Resolution in Between-Text Integration

The present study examined the effect of intertextual conflict resolution on learning from conflicting texts. In two experiments, participants read sets of two texts under the condition of being encouraged either to resolve a conflict between the texts' arguments (the resolution condition) or to comprehend the arguments (the comprehension condition). Experiment 1 found that participants in the resolution condition surpassed participants in the comprehension condition at the understanding of the controversial subjects and succeeded in the understanding of the intertextual relationships. Experiment 2 found that participants in the resolution condition recalled compatible and incompatible information from the texts more than did participants in the comprehension condition. The recalled information from one text was also positively correlated with that from the opposite text. These results suggest that intertextual conflict resolution facilitates successful integration of conflicting arguments in texts in terms of the documents model framework (e.g., Britt & Rouet, 2012).     

Cognitive Skills as Predictor of Attitudes Toward Political Conflict: A Study of Polish Politicians

The relationship between cognitive development and attitudes toward a current political conflict was examined in a sample of 46 Polish politicians. This relationship was examined in a control group in a neutral condition and in an experimental group after participants were presented with a hostile attack on their position on the conflict. Politicians with less advanced cognitive skills tended to use competitive attitudes in both conditions. In contrast, those who possessed more advanced skills tended to use cooperative attitudes in the neutral situation; after the emotional attack, they tended to avoid further involvement in the conflict and sought to exit it. The key difference in participants' cognitive functioning was their ability to differentiate perspectives and to transcend their own point of view in the conflict.     

逻辑－信念冲突与推理难度对逻辑和信念判断的影响

双加工理论框架下的平行竞争模型和默认干涉模型对推理过程中启发式和分析式加工的启动次序和相互作用的性质提出了不同假设。本研究通过考察被试在信念判断和逻辑判断两种指导语下解决不同难度和不同类型推理问题的正确率和反应时,对两个模型的预测进行了检验。实验结果表明,解决简单问题时,问题类型对信念判断有显著影响,对逻辑判断无显著影响;解决复杂问题时,问题类型对逻辑判断的影响显著大于对信念判断的影响。实验结果支持平行竞争模型的假设,即两类加工在推理过程中同时启动,共同竞争最终的推理反应。