Sex differences in the effects of visual contact and eye contact in negotiations

Previous research has proposed that the ability to see others would benefit negotiations. We argue that this view is too narrow and that the impact of visual contact on negotiated agreements depends on the meaning individuals ascribe to either its presence or absence. Based on previous research showing that females are more likely to understand others in the presence of visual contact while males understand others better in the absence of visual contact, we explore how visual contact, eye contact, and sex affect the quality of negotiated agreements in a meta-analysis (Study 1) and a laboratory experiment (Study 2). The two studies combined show that because direct communication via the face facilitates a shared understanding for two unacquainted females, their agreements are of higher quality when they have visual contact compared to when they do not (Study 1), and if they have visual contact, their agreements are better when they have eye contact than when they do not (Study 2). Because communication via the face increases discomfort between two unacquainted males, their agreements are of higher quality when they do not have visual contact (Study 1), and if they do have visual contact, their agreements are better when they have no eye contact than when they do (Study 2).     

Taking the reins: the effects of new leader status and leadership style on team performance

New leaders face a challenging task when they take charge of their teams. They have to determine how best to guide the work process, and they must understand how their behaviors will affect the members of their team. This research examines how a newly assigned team leader's status moderates subordinates' reactions to different leadership styles to affect assessments of the leader's self-confidence and effectiveness, and how this impacts team performance. Across 2 experimental studies, results demonstrate that low-status leaders are rated as more effective when they use a directive style, whereas high-status leaders are viewed as more effective when they use a participative style, and this relationship is mediated by perceptions of self-confidence. In addition, teams whose leaders are viewed more favorably perform better on a complex group task. These findings imply that low-status individuals are able to enhance their level of personal power by drawing on whatever positional power they hold, whereas high-status individuals are better off relying solely on their personal power to influence others. This research also provides a clear demonstration that assessments of new leaders' behaviors are subject to an appraisal that is clouded by observers' status perceptions and attributions.     

How do counsellors make client assessments?

This paper reports on a consultation exercise undertaken with 18 experienced counsellors on how they make client assessments. These practitioners expressed a high degree of consensus on the purposes of assessment making (to reach a shared understanding with the client about their willingness and ability to undertake a shared therapeutic journey) but the way in which they approached the task varied according to the theoretical orientation they acquired during training. Although most had developed their counselling skills and techniques considerably since initial training, not all had integrated the assessment implications of later experience into their formulation making. The implications of combining single model assessment with eclectic practice are discussed, particularly in relation to making a decision to continue working with a client or to refer a client to a colleague. The authors call for further debate on how counsellors find meaning in what their clients say, why they ask the questions they do at the assessment stage, and how they achieve coherence in relation to ideas and skills accrued through ongoing training and practice. The implications of such a debate for training and supervision are discussed.     

Unskilled but aware: reinterpreting overconfidence in low-performing students

People are generally overconfident in their self-assessments and this overconfidence effect is greatest for people of poorer abilities. For example, poor students predict that they will perform much better on exams than they do. One explanation for this result is that poor performers in general are doubly cursed: They lack knowledge of the material, and they lack awareness of the knowledge that they do and do not possess. The current studies examined whether poor performers in the classroom are truly unaware of their deficits by examining the relationship between students' exam predictions and their confidence in these predictions. Relative to high-performing students, the poorer students showed a greater overconfidence effect (i.e., their predictions were greater than their performance), but they also reported lower confidence in these predictions. Together, these results suggest that poor students are indeed unskilled but that they may have some awareness of their lack of metacognitive knowledge.     

领导与微观管理的效果

领导的功能就在于实现组织的目标。但是他们却很少考虑以什么样的方式来指导其下属 ,以及他们的领导行为的后果。企业中员工及基层管理人员的最大抱怨就是针对他们上级的微观管理。微观管理或许是企业中值得探讨的最大问题之一。     

Mighty Fortresses: Explaining the Spatial Distribution of American Megachurches

One of the most significant phenomena in organized religion over the past two decades is the development and growth of the "megachurch." While these dramatically large campuses and congregations represent a relatively new aspect of religious life in the United States, they are already having a profound effect on the way in which Americans worship through their size and often their wealth. Given their size and increasing numbers, where they are located takes on a special significance. We assess their location within the context of a range of demographic and economic factors in those states in which they are most prevalent.     

The relationship between depression and smoking in adolescents

The literature suggests that smokers are more likely to be depressed, while people who are depressed are more likely to smoke. The purpose of the present study was to determine the strength of the relationship between smoking, depression, intention to smoke, and several psychosocial and environmental factors. The participants (98 high school and college students aged 16 to 19 years) completed a paper-and-pencil questionnaire consisting of the Multiscore Depression Inventory (MDI) and items regarding smoking behavior as well as psychosocial and environmental factors. Correlation, stepwise regression, and discriminant analyses were then conducted. It was found that participants were more likely to smoke if their parents smoked, if their scores on the MDI indicated instrumental helplessness and social isolation/withdrawal, or if they were older. Participants were more likely to state intention to smoke in the future if they had MDI scores indicating instrumental helplessness, if they were older, if their parents smoked, if their MDI scores indicated social intro-version, or if they resided with a guardian. Participants were also more likely to have smoked for more years if their parents smoked or if their scores on the MDI indicated instrumental helplessness. Further, participants were more likely to have scores on the MDI indicative of higher depression levels if they had low grades or if their parents smoked.     

不同年龄儿童对权威认知水平的研究

文章采用两难故事法对儿童(7～17岁)在与权威(父母、教师与社会上的成人)发生矛盾冲突时所处的认知水平进行了研究,结果发现儿童对有关权威的规则与命令并不是一种盲目的服从与不服从,而是依据自己对权威的一种认知而行动的,儿童对权威的认知处于一种发展过程中,不同年龄儿童对权威的认知水平不同且存在显著的年龄差异和对象差异。     

The relationship between children's drawings and preferences for alternative depictions of a familiar object

Little attention has been paid to children's evaluations of their own drawings and those of others. This study aimed to determine whether young children are satisfied with their own method of portraying a familiar object, or whether they would ideally like to draw in a more advanced way, but are hampered by production deficiencies from achieving this aim. Children aged 4 to 9 years produced drawings of a house and expressed preferences concerning an experimental series of house drawings, in which features typically found in drawings by children of different ages were systematically varied. It was found that children of all ages preferred those drawings which had most features in common with their own productions, suggesting that they are satisfied with their own drawings and may actually choose to draw in the way that they do. The conclusions of other studies using this paradigm are questioned on the grounds that they contain methodological weaknesses, particularly with respect to design of their preference stimuli.     

People are more likely to be insincere when they are more likely to accidentally tell the truth

Although people lie often, and mostly for self-serving reasons, they do not lie as much as they could. The “fudge factor” hypothesis suggests that one reason for people not to lie is that they do not wish to self-identify as liars. Accordingly, self-serving lies should be more likely when they are less obvious to the liars themselves. Here we show that the likelihood of self-serving lies increases with the probability of accidentally telling the truth. Players in our game could transmit sincere or insincere recommendations to their competitors. In line with the fudge factor hypothesis, players lied when their beliefs were based on flimsy evidence and did not lie when their beliefs were based on solid evidence. This is the first demonstration of a new moral hypocrisy paradox: People are more likely to be insincere when they are more likely to accidentally tell the truth.     

Loneliness and peer relations in childhood

Although loneliness is a normative experience, there is reason to be concerned about children who are chronically lonely in school. Research indicates that children have a fundamental understanding of what it means to be lonely, and that loneliness can be reliably measured in children. Most of the research on loneliness in children has focused on the contributions of children's peer relations to their feelings of well-being at school. Loneliness in children is influenced by how well accepted they are by peers, whether they are overtly victimized, whether they have friends, and the durability and quality of their best friendships. Findings from this emerging area of research provide a differentiated picture of how children's peer experiences come to influence their emotional well-being.     

Computer simulations as experiments

Whereas computer simulations involve no direct physical interaction between the machine they are run on and the physical systems they are used to investigate, they are often used as experiments and yield data about these systems. It is commonly argued that they do so because they are implemented on physical machines. We claim that physicality is not necessary for their representational and predictive capacities and that the explanation of why computer simulations generate desired information about their target system is only to be found in the detailed analysis of their semantic levels. We provide such an analysis and we determine the actual consequences of physical implementation for simulations. A. Barberousse, S. Franceschelli and C. Imbert have contributed equally to this work.     

THE PSYCHOLOGICAL SIGNIFICANCE OF "HOME" TO OLDER WIDOWS

Elderly widows are increasingly choosing to remain alone in their homes following the deaths of their husbands. For a number of reasons they are a more vulnerable group than married older women, and thus were expected to have less positive attitudes toward being homeowners. In the present study widows (N = 70) who live alone were compared to married women (N = 74) who who lived with only their husbands. Both groups lived in single-family dwellings. Subjects responded to an empirically derived Likert-type scale which measures four factors relating to "attachment to hom". Results indicated that widows had significantly higher scores on the Traditional Family Orientation factor and on the Competence in a Familiar Environment factor. One explanation of these findings is that the home may take on new meanings for widows as they reflect on earlier family experiences or as they discover that they can competently manage an independent lifestyle for themselves.     

The Suffocation of Marriage: Climbing Mount Maslow Without Enough Oxygen

This article distills insights from historical, sociological, and psychological perspectives on marriage to develop the suffocation model of marriage in America. According to this model, contemporary Americans are asking their marriage to help them fulfill different sets of goals than in the past. Whereas they ask their marriage to help them fulfill their physiological and safety needs much less than in the past, they ask it to help them fulfill their esteem and self-actualization needs much more than in the past. Asking the marriage to help them fulfill the latter, higher level needs typically requires sufficient investment of time and psychological resources to ensure that the two spouses develop a deep bond and profound insight into each other's essential qualities. Although some spouses are investing sufficient resources—and reaping the marital and psychological benefits of doing so—most are not. Indeed, they are, on average, investing less than in the past. As a result, mean levels of marital quality and personal well-being are declining over time. According to the suffocation model, spouses who are struggling with an imbalance between what they are asking from their marriage and what they are investing in it have several promising options for corrective action: intervening to optimize their available resources, increasing their investment of resources in the marriage, and asking less of the marriage in terms of facilitating the fulfillment of spouses’ higher needs. Discussion explores the implications of the suffocation model for understanding dating and courtship, sociodemographic variation, and marriage beyond American's borders.     

Minimalism on quotation? Critical review of Cappelen and Lepore’s language turned on itself

Research on quotation has mostly focussed in the past years on ??mixed?? or ??open?? quotation. In a recent book-length discussion of the topic, Cappelen and Lepore have abandon their previous Davidsonian allegiances, proposing a new view that they describe as minimalist, to a good extend on the basis of facts concerning mixed quotation. In this paper I critically review Cappelen and Lepore??s new minimalist proposals, briefly outlining my preferred Davidsonian view as a useful foil. I explore first their allegedly non-Davidsonian, anti-contextualist views about pure quotation, and then their new views on mixed quotation. I have complained in the first place that their proposals are not presented as perspicuously as they should be; and in the second place that, when we have a clearer picture of what appears to be the favoured account, the differences with their previous proposals and others already in the literature are not as great as they claim.     

Clients talk about their experience of seeking counselling

The purpose of this study was to explore the help-seeking behaviour of a sample of counselling clients using a questionnaire and follow-up, semi-structured interviews with 20 counselling clients who were seen at a walk-in, affordable counselling agency located in a mid-sized city in New Zealand. Specifically, clients were asked if they had received counselling previously, what efforts they had made to solve their problems before seeking counselling and with what success, why they chose this particular agency, their initial impression of their relationship with their counsellor, and their reactions to participating in the research. The data were analysed to ascertain themes associated with their decision-making and choices. Findings were discussed in relation to the literature on seeking counselling, how clients determine their need for counselling and the process they go through in deciding when and where to get it. Implications for counsellors are discussed.     

Are they bothered? How the opportunity to damage a partner's reputation influences giving behavior in a trust game

Studies of reputation use in social interactions have indicated that when individuals can acquire a positive or negative reputation, they are motivated to act in a cooperative fashion. However, few researchers have examined how the opportunity to confer this reputation on a partner may influence an individual's behavior in a mixed-motive situation. In the present study, an experiment using a trust-game paradigm indicated that participants felt that they had more control over their partner's reputation when they could leave feedback regarding the outcome of their interaction with their partner. However, the participants would only donate a substantial portion of their initial endowment (i.e., over 50%) when they could leave feedback for a partner and when they felt that their partner was concerned about his or her own reputation. The author discusses these findings in regard to how they might apply to real-world reputation use and how possible future studies may further expand knowledge in this area.     

What you think is what you get: comparative evaluations of close relationships

Three studies tested the hypothesis that focus of comparison moderates the influence of comparison standards on relationship satisfaction. Participants were asked to evaluate either their current relationships or their alternative relationships relative to an external comparison standard: a romantic stereotype (Study 1) or others' relationships (Studies 2 and 3). Consistent with the focusing hypothesis, the results show that people are more satisfied when they assimilate their relationship outcomes to a high standard or when they contrast them away from a low standard. Satisfaction, however, also increases when alternative relationships are contrasted away from a high standard or when they are assimilated to a low standard of comparison. Perceived quality of alternatives partially mediated the impact of focus of comparison on satisfaction. This finding is consistent with interdependence theory's distinction between a comparison level and a comparison level for alternative relationships, which are not completely independent from each other.