Attacker's intent and awareness of outcome,impression management,and retaliation

Female Japanese students who were engaged in a calculation task were given electric shocks by a female opponent. The subjects were informed that the opponent had an intent to shock them either severely or mildly. In addition, the opponent's awareness of the outcome of attack was independently manipulated: (1) the subjects received shocks whose intensity corresponded to the opponent's intent, (2) the subjects received shocks whose intensity was inversely proportional to the intensity intended by the opponent and were informed that the opponent did not know about it, or (3) the subjects received reversed shocks as in condition (2), but were further informed that the opponent was well aware of it. An ANOVA of the measure of retaliation in terms of the intensity of shocks delivered to the opponent indicated that (1) the subjects showed more aggression of greater intensity against an opponent who apparently had an aggressive intent than the one who did not, regardless of the actual level of shock intensity; (2) when the severe attack failed, the subjects lowered aggression when the opponent was apparently aware of it as opposed to when she was not; and (3) when the subjects received severe shocks accidentally, they increased aggression when the opponent was apparently aware of it compared to when she was not. These results led us to interpret retaliation as being mediated both by the attribution of intent to the attacker and by self-presentation to the attacker and the experimenter.     

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.     

Competition and cooperation between groups and between individuals

Groups and individuals were compared in two experiments. In the first, two same-sex individuals or two same-sex dyads played 10 trials of a Prisoner's Dilemma matrix game (PDG) for money. Play between individuals was more cooperative and less competitive than play between groups. In the second experiment subjects played 10 trials of either PDG or mutual-fate-control (MFC) matrices. For the MFC matrix the competitive choice, which reduces the opponent's outcomes, but has no effect on own outcomes, reflects a desire to increase one's relative advantage over the opponent. Although cooperation was greater for MFC, for both PDG and MFC matrices groups were more competitive and less cooperative than individuals. A large component of the groups-individuals effect is attributed to the greater desire of groups to “win” or avoid “losing” to the opponent, regardless of their absolute outcomes.     

Effects of salience and time pressure on ratings of social causality

A model is proposed to account for the effects of a target person's salience on judgments of that target. It is argued that salience leads to more extreme inferences in the direction implied by prior knowledge that is relevant to the judgment. This knowledge may include both specific information about the target being rated and general information about the class of stimuli to which the target belongs. Two experiments supported these hypotheses. When subjects were under time pressure to make judgments of a target person's influence in a social situation, their judgments increased with the salience of the target when they had prior knowledge that the target was generally high in social influence. However, their judgments decreased with the target's salience when subjects had prior knowledge that the target was generally low in social influence. When subjects were given ample time to make their judgments, however, the effects of target salience were attenuated. Possible implications of these findings for prior research on salience effects are discussed.     

Aggression as a function of the intensity and pattern of attack

Forty Ss competed with an opponent in a reaction time task to avoid receiving shock. The opponent provided either consistently high intensity attack, increasing, decreasing, or consistently low attack. The S's shock settings for the opponent on each trial and ratings of the opponent after the task served as dependent measures. High intensity attack resulted in high intensity counterattack and negative ratings of the opponent. Low intensity attack resulted in low intensity counterattack and relatively positive ratings for the opponent. Decreasing attack resulted in decreasing counterattack and positive ratings of the opponent. Increasing attack resulted in increasing counterattack and comparatively high aggression ratings of the opponent.     

Causal attributions for behaviors consistent or inconsistent with an actor's personality traits: Differences between those offered by actors and observers

The present research was designed to investigate differences in the attributions offered from the actor's perspective and the observer's perspective. It was predicted that causal attributions for behaviors inconsistent with an actor's personality traits would be more situational when offered from the actor's perspective than when offered from the observer's perspective. In contrast, it was predicted that causal attributions for behaviors consistent with an actor's personality traits would be more dispositional when offered from the actor's perspective than when offered from the observer's perspective. Consistent with these hypotheses, extraverts explained introverted behaviors and introverts explained extraverted behaviors more situationally from the actor's perspective than from the observer's perspective. Furthermore, extraverts explained extraverted behaviors and introverts explained introverted behaviors more dispositionally from the actor's perspective than from the observer's perspective. These differences in the attributions offered by actors and observers were attenuated but not eliminated when attributors had access to useful situational information with which to apply the discounting principle.     

The effects of verbal and behavioral noncompliance on third party instigation of aggression

Females, assigned to one of four conditions defined in terms of a confederate's behavior, suggested which shock intensity the confederate ought to set for an opponent during a reaction time competition, should the opponent lose the trial (had slower reaction time). Confederates either verbally complied or disagreed with suggestions to set high shock, while either actually setting the intensity suggested or setting a lower intensity. Over trials, the opponent became increasingly provocative. Results revealed the main effects and interaction of confederate's verbal and actual behaviors, as well as provocativeness of the opponent, significantly influenced the level of shock subjects suggested. Subjects with verbally and behaviorally compliant confederates suggested more intense shock than subjects who encountered any noncompliance.     

The importance of who you meet: Effects of self- versus other-concerns among negotiators in the United States, the People’s Republic of China, and Japan

This study examines intracultural negotiation within three different cultures—the United States (US), the People’s Republic of China (PRC), and Japan. Within these cultures, we focus on the interactive effects of the self-concerns (operationalized as aspiration level) and other-concerns (operationalized as egoistic vs. prosocial motives) of negotiators in a dyadic setting (De Dreu, Weingart, & Kwon, 2000; Pruitt & Rubin, 1986). After allowing negotiators to set their own aspiration levels, we predicted that the positive effect on final individual profit of having a higher aspiration than one’s opponent would be stronger among negotiators with an egoistic social motive orientation. We also hypothesized that egoistic negotiators with higher aspiration levels than their opponents would achieve greater profit in the PRC and Japan, relative to their counterparts in the US. We argue that this effect is due to “who you meet” as a negotiation opponent—there is a higher probability of encountering an egoistic negotiation opponent in the US, but a higher probability of encountering a prosocial negotiation opponent in the PRC and Japan. Our results supported these hypotheses. Implications for the literatures on negotiation and cross-cultural research are discussed.     

Third party instigated aggression as a function of attack pattern and a nonaggressive response option

In the present study, subjects suggested what shock intensity a confederate should set for her opponent in a reaction time competition. Opponents displayed one of three attack patterns: increasing, decreasing, or minimal provocation. Also, for half the subjects a “no shock” option was available. A control group who had the nonaggressive option and for whom the opponent was nonaggressive (always chose “no shock”) was included. Results revealed that subjects' responses were governed by the norm of reciprocity; also the option reduced instigative aggression for subjects encountering increasing and decreasing provocation, while elevating aggressive response when the opponent was minimally provocative. Results are discussed in terms of attribution and locus of control.     

The effects of information and aspiration level on bargaining behavior

This paper examines a crucial problem facing a bargainer in interpersonal negotiation; should he seek additional information about an opponent's reward structure. The “information is weakness” hypothesis and the “reality of aspiration” hypothesis give conflicting recommendations concerning this question. An “information-aspiration” model is presented as an explanation of why the findings which give support to both positions are not necessarily contradictory. This model is tested in a 2 × 2 factorial design where 80 buyers bargained having either complete or incomplete information and low or high aspiration levels, against 80 sellers with incomplete information. In general the model was supported in that bargainers with low aspirations tended to gain strength with additional information, while those with high aspirations tended to lose strength with additional information.     

The value of being imitated

Theories and research on the topics of attraction, conformity, and imitation support the view that the relational stimulus arising from being imitated serves a reinforcing function. To examine this possibility, 48 preschool children performed a task in which some neutral stimuli were repeatedly associated with an adult's matching the behavior of the subject, and other neutral stimuli were associated with the same adult's mismatching the behavior of the subject. Preference for the stimuli associated with being matched was greater at the end of training than earlier, and the overall preference for the matched stimuli exceeded chance. The results are considered in terms of the thesis that similarity arising from being imitated served a reinforcing function and the thesis that response strategies were adopted by the children.     

The effects of a model's success or failure on subsequent aggressive behavior

It was of interest in the present study to examine the influence of both aggressive and nonaggressive models who are successful or nonsuccessful in reducing aggression from an aggressive opponent. Male and female subjects viewed a same-sexed model interact with an aggressive opponent in a reaction time task. Half the subjects observed an aggressive model while the remaining subjects observed a nonaggressive model. For half the subjects the model was successful in reducing the aggressiveness of the opponent. Results indicated that both the model's behavior and the consequences to the model (success/nonsuccess) were important determinants of subsequent aggression by the subject. Results are discussed in terms of current research and theory in aggression control.     

The reduction of attack instigated aggression

Thirty subjects competed with an opponent in a reaction time task to avoid receiving shock. The opponent initially set only the highest possible intensity shock for the subjects. The opponent then adopted one of three strategies to reduce the intensity of shocks set by the subjects. In one condition the opponent set shock intensities which matched those set by the subject. In a second condition the opponent set shocks which were not contingent upon those set by the subject but which were identical to those set by the opponent who matched the subject's settings. The opponent in the third condition suddenly reduced the intensity of his settings and chose only the least intense possible shock for the subject. All three conditions resulted in reduced aggression. This decrement was greatest and most rapid among those subjects who were exposed to a precipitous decrease in the intensity of attack.     

Dependency and fault as determinants of helping

In a natural setting, helping was investigated as a function of a female requestor's dependency on the subject for help and whether or not she was at fault for her plight. Based on previous research and the hypothesized operation of two norms, it was predicted that the negligent requestor would be more likely to receive help than the victim of circumstance when her dependency was high, but would be less likely to receive help when her dependency was low. Randomly selected telephone subscribers received a “wrong number” telephone call from a stranded women motorist. The woman asked the subject to make a phone call for her; the dependent variable was whether the subject helped by making the call. Results were consistent with predictions. When dependency is high, the victim's negligence appears to operate as an indication of greater need, whereas when dependency is low, it seems to operate as a sign that the victim is less deserving of help. Results were discussed in relation to different social norms that may be activated as a function of the dependency of the requestor.     

Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation

This paper focuses on the hidden costs of expressing anger in negotiations. Two experimental studies show that an opponent’s expression of anger can elicit both concessionary and retaliatory responses by focal negotiators. In the first study, equal-power negotiators exhibited overt concessionary behaviors when their opponents expressed anger, but also sabotaged their opponents covertly. Feelings of mistreatment mediated the relationship between opponents’ anger expression and focal negotiators’ covert retaliation. In the second study, low-power negotiators made larger concessions when high-power opponents expressed anger, but they retaliated covertly against high-power negotiators. High-power negotiators were overtly demanding (and not concessionary) regardless of whether or not the opponent expressed anger, but also retaliated covertly against low-power opponents who expressed anger. The two studies suggest that the value-claiming advantages of expressed anger need to be weighed against the costs of eliciting (covert) retaliation. We discuss implications of the findings and provide recommendations for future research.     

Self-assessment and task performance

The present study tested the idea that the amount of effort expended in task performance is a function of the amount of uncertainty in one's ability level the resulting outcomes are expected to reduce. Two determinants of expected uncertainty reduction were manipulated: prior uncertainty about one's ability level and the diagnosticity of the task. Subjects first performed an initial task and then received fictitious feedback to manipulate their prior uncertainty. To induce low uncertainty, the feedback implied that the subjects are highly likely to have either low, intermediate, or a high level of ability. To induce high uncertainty, the feedback implied that the various ability levels were equally probable. Subjects then performed a task whose perceived diagnosticity regarding the ability under consideration was varied. As expected, subjects who were highly uncertain about their ability level performed better than subjects who were relatively certain they possessed either low, intermediate, or a high level of ability. Performance also improved with task diagnosticity, and the effect of task diagnosticity on performance was more pronounced when prior uncertainty was high than when it was low. Past research on the relationship between prior feedback and subsequent performance was discussed in light of the present results and a self-assessment model of achievement behavior.     

Invasions of personal space and helping: Mediating effects of invader's apparent need

A field experiment was conducted to examine the influence of invasions of personal space and invader's apparent need upon subsequent helping. On the basis of previous research, it was predicted that helping would be inhibited by invasions of personal space when the invader's apparent need for assistance was low, but would actually be facilitated by such intrusions when his/her apparent need for assistance was high. Results offered support for both of these predictions. Additional findings suggested that these differential effects of invasions of personal space may have stemmed, at least in part, from the induction of contrasting affective reactions among subjects under conditions of low and high apparent need.     

Dual-task interference as a function of cognitive processing load

Sixteen subjects from the Naval Submarine Medical Research Laboratory participated in a dual-task study designed to measure processing requirements of a choice reaction time (RT) task. Two levels of choice RT stimulus-response (S-R)compatibility were tested with each of two tracking tasks to provide different levels of dual-task loading. In one tracking task, the target's temporal-spatial pattern was fixed; in the other, the target's path was a function of the subject's performance. In the choice RT task, compatibility was treated as a between-subjects factor, while the number of alternatives (set size) within a sequence was a within-subjects variable. Choice RT results indicated that compatibility and set size interacted; the increase in response latency as a function of set size was much greater when compatibility was low. An increase in choice RT response latency occurred when the secondary tracking task was added. Within a given compatibility level, this dual-task decrement was constant for all levels of set size; however, the magnitude of the dual-task decrement varied as a function of S-R compatibility, being greater when compatibility was low than when it was high. For these data, a model like Sternberg's (1969) stages model is seen to have more explanatory value than a pooled processing capacity model (e.g., Norman and Bobrow 1975).