A Choice of Alternative Strategies in Oligopoly Bargaining

Research in bilateral bargaining has shown reciprocal and tough strategies to be superior to soft strategies in producing favorable bargaining outcomes. However, previous research has not examined the effectiveness of opponent strategies in oligopoly bargaining. It was hypothesized that in oligopoly bargaining a soft reciprocal strategy would produce better outcomes than either tough reciprocal or tough strategies. Female students from introductory psychology classes bargained utilizing three programmed strategies. Subjects were afforded the opportunity to bargain with the strategy of their choice and to change opponents (strategies) as they wished. Results indicated that subjects (1) bargained more often with the soft reciprocity strategy than with either the tough reciprocity or tough strategy, (2) made more concessions to the soft reciprocity strategy, (3) reached more agreements with the soft reciprocity strategy. Furthermore, although the soft reciprocity strategy earned the lowest profit per agreement, it also earned the largest total profit by virtue of the greater number of agreements.     

Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others

An implicit but unnecessary assumption of the traditional logrolling approach to integrative negotiations is that disputants have linear subjective utility functions. The analysis of bargaining concessions described in this paper uses linear subjective utilities as a point of departure and explores the implications of non-linear subjective utilities for the process of valuing concessions and trade-offs in negotiation exchanges. Several apparent paradoxes are revealed and discussed. The analysis concludes by examining the implications of preference function mutability in light of non-linear subjective utility functions. Implications for negotiation theory and practice are discussed, including the possibility of a "concession evaluation heuristic" by which disputants confuse the relative importance of specific concessions with the relative importance of the issues on which those concessions are given and taken.     

Oligopoly Bargaining: Effects of Agreement Pressure and Opponent Strategies

Previous research on oligopoly bargaining has shown soft strategies to be superior to tough strategies and has suggested that this effect may be moderated by agreement pressure. However, previous research is difficult to interpret because the effects of strategy changes and subsequent strategies have not been adequately tested. Female students from introductory psychology classes were assigned the role of buyers and bargained with initially soft or tough and subsequently soft or tough programmed (seller) strategies under low or high agreement pressure. Subjects had the opportunity to bargain with the strategy (seller) of their choice and to change sellers at any time. As hypothesized, soft seller strategies were found to be superior to tough strategies. In addition, the superiority of soft seller strategies was increased by low agreement pressure.     

Negotiation versus influence

The bargaining and minority influence literatures offer contradictory theories for the efficacy of compromise for influence. Assuming that the relative merits of these two classes of theories lie in their concentration on the public versus the private aspect of influence, we predicted that consistency (without compromise) would be more effective for attitude change but that compromise would be more effective for public concessions. We further predicted that the timing or context of the compromise could change the meaning and the consequences of that strategy. In particular, compromise ‘at the last minute’ was assumed to be a negotiating tactic that fostered both public concessions and private attitude change. The predictions were generally confirmed.     

The motivational basis of concessions and compromise: archival and laboratory studies

A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were peacefully resolved. In the archival documents, concession making was positively associated with affiliation motivation and negatively associated with power motivation. A 2nd, laboratory experimental study confirmed these relationships and demonstrated priming effects of motive imagery and concession making, in a received diplomatic letter, on participants' responses. Finally, the motive imagery and concessions scores in participants' responses were related in predicted ways to their policy choices.     

Unilateral concessions from the other party: concession behavior, attributions, and negotiation judgments

This article examines the effects of the other party's concession behavior on a negotiator's satisfaction and judgments. The timing of the concessions (immediate, gradual, delayed) and the justifications provided by the other party (negotiator skill vs. external constraints) were manipulated using a scenario method (Study 1) and a role-playing experiment (Study 2). Study 1 showed that concession timing influenced valuation of the object and satisfaction with the partner and the outcome. Justifications about why the concession was made interacted with concession timing to influence participants' attributions. Participants' attributions for why the concession was actually made, in turn, had a main effect on satisfaction and judgments of the negotiation. Study 2 replicated some, but not all, of these findings.     

The nature and success of influence attempts in a four-party bargaining relationship

The functioning of a complex four-party bargaining system was subjected to experimental analysis. Two of the bargaining parties, A and B, were defined as having equal power, this power being greater than that of A and B's respective “allies”, X and Y—who also had equal power. The bargaining system was further structured so as to make it desirable for A and B to interact indirectly with each other, via X and Y as intermediaries. Within this paradigm, A and B's relationship with each other (cooperative vs competitive) and X and Y's counterpower vis-à-vis A and B (high vs low) were manipulated in a 2 × 2 factorial design. It was found, as predicted, that the system functioned most effectively (in terms of outcome levels and degree of positive affect among the four parties) when A and B were cooperatively oriented, and X and Y had low counter-power. The system functioned least effectively when A and B were competitive and their “allies'” counterpower was high. On the other hand, a number of unexpected findings emerged with respect to the kinds of influence attempts directed by A and B at X and Y. Among the more provocative of these was the fact that cooperative A and B's, in contrast with those receiving a competitive induction, made the most frequent use not only of promises but threats as well.     

文化差异与性的自我表露

性的自我表露(sexual self-disclosure)是自我表露中最亲密的形式。它是一个亲密的二人关系中一方把他(她)的性事表露给伴侣的程度。出乎意料的是, 和对于大量关于其他方面的自我表露相比, 学界对这方面的研究很少。在这些为数不多的研究中, 一些研究发现：性的自我表露和人们的性满意度是相关的。因此研究性的自我表露或许有助于了解或增益人们的性生活。过去的研究从未调查过文化是否影响人们对性的自我表露。在不同的文化中, 人们性的自我表露的程度和内容都应该会有所差异。现有的关于人们自我表露中的文化差异的理论研究对未来研究性的自我表露受文化差异的影响提供了方向。     

Studying the vocational counseling process: A preliminary examination

In this study, we examined the effects of counselor empathic and coping/mastery self-disclosure statements on clients' impressions of an initial vocational counseling interview. A primary purpose of our study was to reconsider one aspect of the investigation of Watkins et al(1990), in which the counselor responses of self-disclosure, self-involvement, empathy and open question were found to have no differential effects on clients' impressions of vocational counseling. Even though we attempted to provide a more specific test of empathy versus self-disclosure responses, we for the most part also obtained a general lack of significance on the dependent variables. In conjunction with Watkins et al.'s findings, we provide some discussion of our results, and their potential meanings for vocational counseling and future vocational counseling research.     

The effects of commitment to threats and promises upon bargaining behaviour and outcomes

The course of bargaining is determined in part by interdependent individuals exchanging messages so as to influence other's behaviour, and thereby to increase the likelihood of achieving outcomes consistent with their own goals. The communication of threats and promises are two major message strategies that are employed to influence the behaviour of others in a bargaining relationship. The present study examines the effects of players' level of commitment to these forms of message strategies upon behaviour in a duopoly bargaining task. Past research has oprationalized commitment in terms of the consistency with which an individual has followed through on threats or promises in the past. In the present research, Becker's (1960) concept of a side-bet is employed to provide an alternative means for defining and manipulating commitment. A side-bet obtains when either a threatener or a promiser posts a valued resource, say a bond, which they forfeit if they do not follow through on their stated threat or promise. The main expectations of the present study were that increased commitment to threat meassages would lead to more competitive behaviour and outcomes within a duopoly bargaining task, whereas increased commitment to promise messages would produce more cooperative behaviour and outcomes. Partial support for these major expectations, as well as confirmation of a number of secondary expectations, was obtained.     

Operantly conditioning a negotiator's concession making

This study investigated the effects of a bargaining strategy that rewards the opponent's concessions. The first of four experiments revealed that a negotiator's utilization of this reward strategy resulted in large concessions by and quick agreement with the opponent. The second experiment demonstrated that the large concessions continue after the rewards cease and the third, that two previously rewarded negotiatiors subsequently make large concessions to each other and reach quick agreements. Finally, the fourth experiment added strength to a reinforcement explanation of the results by eliminating an interpretation based upon a reciprocity effect.     

Group vs Individual Performance in Mixed-Motive Situations: Exploring an Inconsistency

Previous research has shown that groups, as compared to individuals, perform better on integrative bargaining tasks (Thompson, Peterson, & Brodt, 1996), but worse on dilemma tasks (i.e., the “discontinuity effect”; Schopler & Insko, 1992). After reaching agreement on either a cooperative or a competitive integrative bargaining task in one of three formats (three-person group vs three-person group, three-person group vs a single individual, and individual vs individual), participants were given the opportunity to either keep the agreement or defect within a prisoner's dilemma payoff structure. Groups earned more points than individuals in the bargaining task, but continued to show the discontinuity effect even in the cooperative condition. Results are interpreted in terms of shared motives for group defection, which differed depending on whether the opponent was an individual or a group.     

Look Who's Talking: Measuring Self-Disclosure in MFT

While self-disclosure plays a prominent role in the development and maintenance of the therapeutic relationship, most marriage and family therapy clinical research fails to include measures of self-disclosure. A factor analysis of Chelune's (1976) Self Disclosure Situations Survey (SDSS) reduces the number of items in this measure from 20 to six. Researchers are encouraged to consider conducting clinical research with specific attention to the construct of self-disclosure. The revised SDSS could easily be added as part of the self-report information collected in clinical studies.     

Social value orientations and negotiator outcomes

Social value orientations (SVOs) are known to influence individual behaviour in outcome interdependent settings. By extending these findings to negotiation, this research investigates the relationship between own and partners' SVOs, negotiator strategies and outcomes. Results showed that cooperators, competitors and individualists could be distinguished in terms of initial demands and concessions. Competitors made higher initial demands and larger concessions than individualists or cooperators, suggesting that their ability to maximize outcome differences rests on whether structural features are congruent with this goal. The principal finding of this research was the demonstration that own and partners' SVO interact to determine outcomes. Results showed that the three SVO groups differed in terms of context sensitivity: competitor outcomes were invariant across partners; individualists achieved poor outcomes in negotiations with cooperators and, reciprocally, cooperators attained high outcomes in negotiations with individualists. Additionally, individualist outcomes worsened in their last negotiation, while those of cooperators differed as a function of role and partner's SVO. These results suggest that although the information used by individualists and cooperators differs, for both groups the cognitive representation of negotiations is a further factor influencing their outcomes.     

Weakness as Strength: The Use and Misuse of a "My Hands Are Tied" Ploy in Bargaining

This study was designed to evaluate empirically the notion that in bargaining weakness can be turned into strength. Subjects participated in simulated labor-management negotiations. The results indicate that a "my hands are tied" ploy is effective in eliciting concessions when used to induce an adversary to accept a settlement which is included in the bargaining range. In contrast, the use of the ploy in an effort to settle negotiations outside the bargaining range enhanced the adversary's intransigence. The implications of the differential effects of a "my hands are tied" ploy for the process of negotiations are discussed.     

Parenting and adolescent problem behavior: an integrated model with adolescent self-disclosure and perceived parental knowledge as intervening variables

Parental monitoring, assessed as (perceived) parental knowledge of the child's behavior, has been established as a consistent predictor of problem behavior. However, recent research indicates that parental knowledge has more to do with adolescents' self-disclosure than with parents' active monitoring. Although these findings may suggest that parents exert little influence on adolescents' problem behavior, the authors argue that this conclusion is premature, because self-disclosure may in itself be influenced by parents' rearing style. This study (a) examined relations between parenting dimensions and self-disclosure and (b) compared 3 models describing the relations among parenting, self-disclosure, perceived parental knowledge, and problem behavior. Results in a sample of 10th- to 12th-grade students, their parents, and their peers demonstrated that high responsiveness, high behavioral control, and low psychological control are independent predictors of self-disclosure. In addition, structural equation modeling analyses demonstrated that parenting is both indirectly (through self-disclosure) and directly associated with perceived parental knowledge but is not directly related to problem behavior or affiliation with peers engaging in problem behavior.     

Shaping cooperation behavior: The role of accessibility experiences and uncertainty

The present research investigates the influence on cooperative behavior of accessibility experiences associated with the retrieval of fairness‐relevant information from memory. We argue that the decision whether to cooperate in negotiations depends not only on information about the appropriateness of the negotiation procedure, but also on the experience of how difficult or easy it is to come up with this information. Supporting this hypothesis, it is shown that in the context of a bargaining experiment, participants' experiences of ease or difficulty in retrieving unfair aspects of the respective negotiation procedure strongly influence their cooperation behavior. In addition, we hypothesize and empirically substantiate that the influence of accessibility experiences on cooperation behavior occurs particularly in situations of certainty salience. Implications for future research on cooperation and on accessibility experiences are discussed. Copyright © 2009 John Wiley & Sons, Ltd.     

Judging the implications of a concession: Conversational distance and belief bias effects

An arguer's position at a given point in an argument can be characterized as a set of commitments. The present study considers the perceptions of ordinary language users about the implications of making a concession for the contents of the conceder's commitment set. In particular, we examine two sources of influence on such lay perceptions—conversational distance (i.e., the number of turns separating the concession from commitments incurred earlier in the argument) and an individual's prior beliefs regarding the content of the argument. Across two studies, college students were administered an argument task assessing the extent to which a concession by the protagonist of an argument on the last move indicated changes to other commitments incurred earlier in the argument. Results indicated that participants were more likely to judge a concession as indicating a change in prior commitments if (a) the commitment was incurred later in the argument than earlier, and (b) the participant disagreed with the protagonists’ thesis in the argument. In addition, performance on deductive reasoning tasks predicted individual differences in the conversational distance effect, but not the belief bias effect.     

大学生自我表露的调查研究

了解大学生的自我表露状况。应用自我表露问卷对大一至硕士研究生424名学生进行团体施测。结果表明,大学生对不同目标人、在不同表露问题上,自我表露的程度存在性别、年级差异:(1)女生比男生的表露程度高;(2)女生对女性的表露最高,男生对男性的表露中等,异性间的表露最低;(3)高年级的表露多于低年级的表露;(4)研究生对男女朋友的表露多于对父母的表露;(5)在学习、兴趣、观点等方面的表露程度高于在个性、身体和金钱等方面的表露。     

The Impact of Hybrid Dispute‐Resolution Procedures on Constituent Fairness Judgments1

The authors investigated the effects of hybrid third‐party procedures on constituents' procedural and distributive fairness judgments. In Experiment 1, three independent variables were manipulated: third‐party procedure (Med–Arb vs. Arb–Med), concession making during mediation (concessions vs. no concessions), and role (labor vs. management). Participants viewed Med–Arb as fairer than Arb–Med. In Experiment 2, three factors were again manipulated: third‐party procedure (Med–Arb vs. Arb–Med), whether confidential information was revealed during mediation (confidential information revealed vs. not revealed), and arbitration outcomes (winning vs. losing). Results suggest that when no confidential information was revealed, Med–Arb was significantly fairer than Arb–Med, but if confidential information was revealed, then both procedures were equally fair. Results are discussed in terms of procedural design.