Avoiding Missed Opportunities in Managerial Life: Analogical Training More Powerful Than Individual Case Training

We examined the ability of Masters of Management students to transfer knowledge gained from case studies to face-to-face negotiation tasks. During a study phase, students either read two cases and gave advice to the protagonist in each case (“Advice” condition) or derived an overall principle by comparing two cases (“Comparison” condition). Management students in the Comparison condition were nearly three times more likely to transfer the principle in an actual, face-to-face bargaining situation than those in the Advice condition. Further, content analysis of students' open-ended responses revealed that the quality of the advice given in the Advice condition did not predict subsequent behavior, whereas the quality of the principles given in the Comparison condition did predict successful transfer to the negotiation situation. Perhaps most striking is the fact that not a single person in the Advice condition drew a parallel between the two cases, even though they were presented on the same page. We conclude that the value of examples is far greater if analogical comparisons among examples are encouraged. We propose that this simple and cost-effective method can substantially improve the benefits of professional training and education.     

Intuitive reasoning about abstract and familiar physics problems

Previous research has demonstrated that many people have misconceptions about basic properties of motion. In two experiments, we examined whether people are more likely to produce dynamically correct predictions about basic motion problems involving situations with which they are familiar, and whether solving such problems enhances performance on a subsequent abstract problem. In Experiment 1, college students were asked to predict the trajectories of objects exiting a curved tube. Subjects were more accurate on the familiar version of the problem, and there was no evidence of transfer to the abstract problem. In Experiment 2, two familiar problems were provided in an attempt to enhance subjects' tendency to extract the general structure of the problems. Once again, they gave more correct responses to the familiar problems but failed to generalize to the abstract problem. Formal physics training was associated with correct predictions for the abstract problem but was unrelated to performance on the familiar problems.     

The advantage of simple symbols for learning and transfer

A goal of successful learning is the transfer of learned knowledge to novel situations. However, spontaneous transfer is notoriously difficult to achieve. In this research, we argue that learning and transfer can be facilitated when knowledge is expressed in an abstract, generic form. In Experiments 1 and 2, undergraduate students learned two isomorphic domains, which were based on the same algebraic group, with one domain expressed in a more abstract, generic form and the other expressed in a more concrete form. In both experiments, transfer from more abstract to more concrete was greater than the reverse. In Experiment 3, undergraduate students learned the same algebraic group under varying degrees of concreteness. Our results demonstrate that the use of perceptually rich, concrete symbols may hinder learning. This research indicates that concreteness may have substantial learning and transfer costs, whereas abstractness may have benefits.     

Implementation intentions and the willful pursuit of prosocial goals in negotiations

Three studies examined whether the self-regulation strategy of forming implementation intentions (i.e., if-then plans) facilitates the attainment of prosocial goals when a limited resource is to be distributed between two parties who hold adverse cognitive orientations. In three experiments, pairs of negotiators were assigned prosocial goals that either had to be supplemented with plans (if-then plans, Gollwitzer, 1999) on how to act on these goals or not. Experiment 1 used a mixed-frames negotiation paradigm in which one negotiation partner operated on a gain-frame, the other on a loss-frame. When participants had the prosocial goal to find fair agreements and furnished it with a respective if-then plan, unfair agreements in favor of the loss-frame negotiator no longer occurred. Experiment 2 used a same-frame negotiation paradigm, where both negotiation partners had either a loss or a gain-frame. When loss-frame pairs had furnished their prosocial goals to cooperate with the negotiation partner with a respective if-then plan, reduced profits as compared to gain-frame pairs of negotiators were no longer observed. In addition, negotiators who had formed implementation intentions were more likely to use the integrative negotiation strategy of logrolling (i.e., making greater concessions on low rather than high priority issues). Experiment 3 used a computer-mediated negotiation task in order to analyze the effects of prosocial goals and respective implementation intentions on the course of the negotiation. Again, implementation intentions facilitated the pursuit of prosocial goals in the face of adversity (i.e., loss frames) by use of the integrative negotiation strategy of logrolling. The present research adds a self-regulation perspective to the research on negotiation by pointing out that the effects of negotiation goals can be enhanced by furnishing them with respective plans (i.e., implementation intentions).     

Do people turn to visible reminders of group identity under stress?

How do people cope with stress? Research suggests that people have a number of strategies, including turning to the groups to which they belong, increasing feelings of identification and affiliation. We examine a novel extension of this strategy: adopting visible reminders of one's group identity. In two experiments (Ns = 103 and 194), we explore whether students are more likely to use an artifact that displays their university identity in situations of high, compared to low, evaluative stress. In Experiment 1, students were more likely to choose a university‐branded pen (vs. an identical unbranded pen) to complete exam questions when their performance would be evaluated versus not. In Experiment 2, we found the tendency to use a university‐branded pen in the face of evaluative stress emerged only among people who found the evaluation personally relevant. In addition, we present converging results from two observational studies suggesting that students are more likely to wear clothing that signals their university identity on exam days compared to control days. These findings suggest that people may turn to visible reminders of group membership when facing evaluative stress. Although we found no consistent evidence for a psychological mechanism underlying this effect, we speculate about theoretically relevant possibilities.     

Recollection is impaired by the modification of interpretation bias

The interpretation paradigm of cognitive-bias modification (CBM-I) was modified with instructions used in process-dissociation procedures for the purpose of investigating processes contributing to performance on the transfer task. In Experiment 1, nonanxious students were trained to interpret ambiguous situations in either a negative or benign way (or they read nonambiguous scenarios). They were then asked to respond to new ambiguous situations, in the same way as contextually similar analogues during training, or to respond differently. Benign training proactively impaired memory for negative outcomes. This effect was replicated by anxious students in Experiment 2 and discussed with respect to the assumptions underlying process-dissociation procedures and directions for future research.     

Attributional style and the generality of learned helplessness

According to the logic of the attribution reformulation of learned helplessness, the interaction of two factors influences whether helplessness experienced in one situation will transfer to a new situation. The model predicts that people who exhibit a style of attributing negative outcomes to global factors will show helplessness deficits in new situations that are either similar or dissimilar to the original situation in which they were helpless. In contrast, people who exhibit a style of attributing negative outcomes to only specific factors will show helplessness deficits in situations that are similar, but not dissimilar, to the original situation in which they were helpless. To test these predictions, we conducted two studies in which undergraduates with either a global or specific attributional style for negative outcomes were given one of three pretreatments in the typical helplessness triadic design: controllable bursts of noise, uncontrollable bursts of noise, or no noise. In Experiment 1, students were tested for helplessness deficits in a test situation similar to the pretreatment setting, whereas in Experiment 2, they were tested in a test situation dissimilar to the pretreatment setting. The findings were consistent with predictions of the reformulated helplessness theory.     

Asymmetric transfer of prototype information between vision and audition

Specific and nonspecific transfer of pattern class concept information between vision and audition was examined. In Experiment 1, subjects learned visually or auditorily to distinguish between two pattern classes that were either the same as or different from the test classes. All subjects were then tested on the auditory classification of 50 patterns. Specific intramodal and cross-modal transfer was noted; subjects trained visually and auditorily on the test classes were equivalent in performance and more accurate than untrained controls. In Experiment 2, the training of Experiment 1 was repeated, but subjects were tested visually. There was no evidence of auditory-to-visual transfer but some suggestion of nonspecific transfer within the visual modality. The asymmetry of transfer is discussed in terms of the modality into which patterns are most likely translated for the cross-modal tasks and in terms of the quality of prototype formation with visual versus a,ditory patterns.     

The three faces of Eve: Strategic displays of positive,negative, and neutral emotions in negotiations

In a series of laboratory experiments, we tested the influence of strategically displaying positive, negative, and neutral emotions on negotiation outcomes. In Experiment 1, a face-to-face dispute simulation, negotiators who displayed positive emotion, in contrast to negative or neutral emotions, were more likely to incorporate a future business relationship in the negotiated contract. In Experiment 2, an ultimatum setting, managers strategically displaying positive emotion were more likely to close a deal. This effect was mediated by negotiators’ willingness to pay more to a negotiator strategically displaying positive versus negative emotions. In Experiment 3, display of positive emotion was a more effective strategy for gaining concessions from the other party in a distributive setting. Negotiators made more extreme demands when facing a negotiator strategically displaying negative, rather than positive or neutral, emotions. Implications for strategic display of emotion in negotiations are discussed.     

Time management problems and discounted utility

The lens of behavioral decision theory offers a new perspective for research on time management. The basic idea of this approach is that people discount future consequences of their time management decisions, meaning that they work on tasks with smaller but sooner outcomes rather than on tasks with larger but later outcomes. The authors performed 2 experimental studies to test whether people are sensitive to differences in the discounted utility of time management decisions. In Experiment 1, they used vignettes of typical time management situations; Experiment 2 was a laboratory simulation (an in-basket task that was part of a training assessment). Participants in both studies were German students. As expected, manipulating the discounted utility of options resulted in different time management decisions. In Experiment 1, reactions to time management situations were judged as less likely if the reactions had lower discounted utilities. In Experiment 2, people spent less time on an interruption.     

Selecting analogous problems: Similarity versus inclusiveness

Students were asked to select one of two analogous problems in order to solve algebra word problems. In Experiment 1, one problem was less inclusive and the other was more inclusive than a test problem. The students judged the complexity and similarity of problems, selected analogous problems, and used the solutions to solve test problems. They performed significantly better on the test problems when given the more inclusive solutions, but used perceived similarity rather than inclusiveness to select analogous problems. The same pattern of results occurred in Experiment 2, in which isomorphic problems replaced the more inclusive problems. The results show that students are deficient in selecting good analogies, both from the same category (Experiment 1) and from a different category (Experiment 2). Students who saw the analogous solutions (Experiment 3) or were majoring in mathematics (Experiment 4) were more likely to select an isomorphic problem over a less inclusive problem, but were not more likely to select a more inclusive over a less inclusive problem.     

Power, propensity to negotiate, and moving first in competitive interactions

Five experiments investigated how the possession and experience of power affects the initiation of competitive interaction. In Experiments 1a and 1b, high-power individuals displayed a greater propensity to initiate a negotiation than did low-power individuals. Three additional experiments showed that power increased the likelihood of making the first move in a variety of competitive interactions. In Experiment 2, participants who were semantically primed with power were nearly 4 times as likely as participants in a control condition to choose to make the opening arguments in a debate competition scenario. In Experiment 3, negotiators with strong alternatives to a negotiation were more than 3 times as likely to spontaneously express an intention to make the first offer compared to participants who lacked any alternatives. Experiment 4 showed that high-power negotiators were more likely than low-power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage.     

Establishing equivalence–equivalence analogical relations via tact and listener training

We investigated the role of verbal behavior on the emergence of analogy-type responding as measured via equivalence–equivalence relations. In Experiment 1, 8 college students learned to label arbitrary stimuli as, “vek,” “zog,” and “paf”, and in Experiment 2, 8 additional participants learned to select these stimuli when hearing their names in an auditory–visual matching-to-sample (MTS) task. Experimenters tested for the emergence of relational tacts (i.e., “same” and “different”) and equivalence–equivalence relations (analogy tests) via visual–visual MTS. Half of the participants were exposed to a think-aloud procedure. Even though they all passed analogy tests while tacting stimuli relationally, only participants exposed to tact training (Experiment 1) did so without the need for remediation. The results of these experiments confirm that individual discriminative and relational control of stimuli established through verbal behavior training is sufficient to produce equivalence–equivalence analogical responding, advancing the analysis of complex cognitive (problem-solving) phenomena.     

Promoting higher‐order learning benefits by building lower‐order mnemonic connections

Two experiments were conducted in an effort to combine a mnemonic strategy for remembering individual items with a mnemonic procedure for remembering, and reasoning about, inter‐item relationships. In Experiment 1, students using the combined mnemonic approach were able to identify more individual items (fish names from their pictures) and were subsequently able to remember more components of six studied hierarchies (order, family, and species names of the fish) than did students in an ‘own best method’ control condition. Additionally, and importantly, mnemonic students outperformed control students on an analogy task requiring inferences about superordinate, subordinate, and coordinate relationships. In Experiment 2, the initial number of to‐be‐learned fish was reduced so that the performance of both mnemonic and control students was comparable with respect to fish identification. Despite such item‐level comparability, an advantage for mnemonically instructed students was observed on both immediate and two‐day‐delayed hierarchy tests. We suggest that by cementing lower‐order connections, mnemonic strategies facilitate students' learning of higher‐order information. Copyright © 2003 John Wiley & Sons, Ltd.     

Effects of conflict resolution training integrated into a high school social studies curriculum

The authors examined the effectiveness of conflict resolution and peer mediation training among California high school students. The authors randomly assigned 2 of 4 classes to receive 5 weeks of conflict resolution and peer mediation training integrated into the required social studies curriculum. The remaining 2 classes studied the same social studies curriculum for an identical amount of time (105 min every other day) without conflict resolution and peer mediation training. The authors investigated 2 issues. The 1st was the effectiveness of the conflict resolution and peer mediation training. The trained students, compared with the untrained students, learned the integrative negotiation and peer mediation procedures better, applied the procedures more completely, chose an integrative over a distributive approach to negotiation, and developed more positive attitudes toward conflict. The 2nd issue was the impact of the training program on academic achievement. Integrating conflict resolution and peer mediation training into an academic course promoted higher achievement, greater long-term retention of the academic learning, and greater transfer of academic learning in social studies to language arts.     

Contextual memory and skill transfer in category search

In three experiments, we examined transfer and contextual memory in a category search task. Each experiment included two phases (training and test), during which participants searched through category and exemplar menus for targets. In Experiment 1, the targets were from one of two domains during training (grocery store or department store); the domain was either the same or changed at test. Also, the categories were organized in one of two ways (alphabetically or semantically); the organization either remained the same or changed at test. In Experiments 2 and 3, domain and organization were held constant; however, categories or exemplars were the same, partially replaced, or entirely replaced across phases in order to simulate the dynamic nature of category search in everyday situations. Transfer occurred at test when the category organization or domain was maintained and when the categories or exemplars matched (partially or entirely) those at training. These results demonstrate that transfer is facilitated by overlap in training and testing contexts.     

Discovery Learning and Transfer of Problem-Solving Skills

A framework for understanding the effects of discovery learning on the transfer of problem-solving skill is presented. A distinction is drawn between applying a learned strategy on a transfer problem versus having to generate a novel strategy to solve a transfer problem. The main premise of the framework is that requiring discovery of a strategy while in training encourages the activation or refinement of procedures that are useful for generating a novel strategy. In general, then, the primary benefit of discovery is that it should facilitate transfer to tasks requiring a novel strategy. Learning by discovery, however, may provide little benefit for tasks that can be completed only by applying the learned strategy. Two experiments provided support and further refinement of this hypothesis. Experiment 1 used a transfer problem that could be solved with the general strategy learned in training but required new move sequences to instantiate the strategy. The results indicated that, when transfer required new move sequences to implement a general strategy learned previously, discovery did not enhance transfer of that strategy. In experiment 2, some transfer problems required using a strategy other than that learned in training. As predicted, in this transfer situation, having to discover a strategy while in training produced better transfer than being provided with a strategy in training. Thus, discovering a strategy provided benefits when a new strategy had to be generated to solve a transfer problem but not when the learned strategy could be applied, albeit with new moves, to the transfer problem. Educational implications are discussed.     

Effects of Conflict Resolution Training Integrated Into a High School Social Studies Curriculum

Abstract

The authors examined the effectiveness of conflict resolution and peer mediation training among California high school students. The authors randomly assigned 2 of 4 classes to receive 5 weeks of conflict resolution and peer mediation training integrated into the required social studies curriculum. The remaining 2 classes studied the same social studies curriculum for an identical amount of time (105 min every other day) without conflict resolution and peer mediation training. The authors investigated 2 issues. The 1st was the effectiveness of the conflict resolution and peer mediation training. The trained students, compared with the untrained students, learned the integrative negotiation and peer mediation procedures better, applied the procedures more completely, chose an integrative over a distributive approach to negotiation, and developed more positive attitudes toward conflict. The 2nd issue was the impact of the training program on academic achievement. Integrating conflict resolution and peer mediation training into an academic course promoted higher achievement, greater long-term retention of the academic learning, and greater transfer of academic learning in social studies to language arts.     

The effects of listener training on the development of analogical reasoning

We evaluated the effects of listener training on the emergence of analogical reasoning, as measured via equivalence‐equivalence and explored the role of verbal behavior when solving analogy‐type tasks. We taught 18 college students to select component stimuli from 2 classes, labeled “vek” and “zog,” and evaluated tacts and relational responding in the presence of baseline (AB and BC), symmetry (BA and CB), and transitivity (AC and CA) compounds. In Experiment 1, 5 out of 6 participants passed analogy tests, but none of them engaged in the relational tacts “same” and “different” during tact tests, possibly due to lack of instructional control. A change in instructions during Experiment 2 produced relational tacts in 4 of 6 participants, and 5 participants passed analogy tests. In Experiment 3, we implemented a talk‐aloud procedure to determine if the participants were emitting relational tacts during analogy tests. All 6 participants tacted stimuli relationally and engaged in problem‐solving statements to solve analogy tests. Results from these studies suggest that listener and speaker behavior in the form of relational tacts and other problem‐solving statements influenced the participants' equivalence–equivalence performance.     

Reducing structural-element salience on a source problem produces later success in analogical transfer: What role does source difficulty play?

Two experiments in reasoning by analogy were conducted to study the role of inducing source difficulty by reducing the salience of the source's structural elements. Three nonexclusive hypotheses were tested. According to the first, a difficult source problem improves analogical transfer because it increases the probability that the subject will notice the similarity between the source and the target. For example, errors made on both the source and the target can enhance the subject's awareness of the similarity between the two problems. According to the second hypothesis, a source that is difficult to solve is memorized better than an easier source. According to the third, source-problem difficulty affects the degree of abstractness in the representation of the solution elaborated by subjects. Experiment 1 showed that the higher frequency of spontaneous transfer between the source and the target when the source problem was difficult (Gick & McGarry, 1992) could be replicated in a cued-transfer situation. Experiment 2 showed that subjects given a difficult source, one in which the important element was not very salient, were better at categorizing isomorphic problems on the basis of structural features than were subjects given an easy source. The discussion deals with the implications of these results for the hypotheses tested and, more generally, for reasoning by analogy and education in general.