What's good for the goose may not be as good for the gander: the benefits of self-monitoring for men and women in task groups and dyadic conflicts

The authors posit that women can rely on self-monitoring to overcome negative gender stereotypes in certain performance contexts. In a study of mixed-sex task groups, the authors found that female group members who were high self-monitors were considered more influential and more valuable contributors than women who were low self-monitors. Men benefited relatively less from self-monitoring behavior. In an experimental study of dyadic negotiations, the authors found that women who were high self-monitors performed better than women who were low self-monitors, particularly when they were negotiating over a fixed pool of resources, whereas men did not benefit as much from self-monitoring. Further analyses suggest that high self-monitoring women altered their behavior in these negotiations--when their partner behaved assertively, they increased their level of assertiveness, whereas men and low self-monitoring women did not alter their behavior.     

Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask

Four experiments show that gender differences in the propensity to initiate negotiations may be explained by differential treatment of men and women when they attempt to negotiate. In Experiments 1 and 2, participants evaluated written accounts of candidates who did or did not initiate negotiations for higher compensation. Evaluators penalized female candidates more than male candidates for initiating negotiations. In Experiment 3, participants evaluated videotapes of candidates who accepted compensation offers or initiated negotiations. Male evaluators penalized female candidates more than male candidates for initiating negotiations; female evaluators penalized all candidates for initiating negotiations. Perceptions of niceness and demandingness explained resistance to female negotiators. In Experiment 4, participants adopted the candidate’s perspective and assessed whether to initiate negotiations in same scenario used in Experiment 3. With male evaluators, women were less inclined than men to negotiate, and nervousness explained this effect. There was no gender difference when evaluator was female.     

Integrating social knowledge and physical cues when judging the attractiveness of potential mates

Although many women find masculine men physically attractive, the perception that such men are prone to infidelity may limit their appeal as romantic partners. To explore this issue, we first investigated the interplay between the effects of men's face shape (masculinity versus femininity) and social knowledge of men's behavior in previous romantic relationships (faithful versus unfaithful) on women's judgments of men's attractiveness. Analyses suggested that the extent to which women rated masculine men to be more attractive than feminine men was significantly greater when judging men labeled as faithful than when judging men labeled as unfaithful. In a second experiment, we obtained similar results when the women in our study were instructed to imagine they were on a date with each of the men and that, while on the date, they observed him either flirting or not flirting with another woman. These interactions suggest that social knowledge about men's behavior in romantic relationships can offset one of the costs that women associate with choosing a masculine mate, increasing the appeal of masculine men. More fundamentally, these findings suggest integration of social knowledge and information from facial cues in women's attractiveness judgments.     

Stereotype Threat in Men on a Test of Social Sensitivity

This study provides evidence of stereotype threat in men on a test of a feminine ability called social sensitivity, that is, the ability to decode nonverbal cues. Men who were told that the test assessed social sensitivity and produced better scores for women than men performed worse on the test than did men who were told that the test assessed information processing. Because social sensitivity can be an automatic skill and stereotype threat uses mental capacity, this effect was moderated by self-reported strategy usage. Mens performance worsened in the threat condition only when they reported more deliberative and less intuitive strategies for decoding nonverbal cues.     

能以貌取人吗? 面孔宽高比研究述评

面孔宽高比是左右颧骨点之间的距离除以上面高所得到的比值,被认为是人类面孔性别二态特征之一。男性面孔宽高比被认为是男性睾酮水平的可信外显指标,与攻击行为、欺诈等不道德行为存在显著关联,并受到社会经济地位的调节;面孔宽高比与上进心、对内群体成员的牺牲精神等男性化积极社会行为亦存在显著关联。睾酮水平被认为是面孔宽高比和社会行为两者背后的共变因素,并引起激烈争论:面孔宽高比的性别差异在多个研究中未获支持,男性面孔宽高比与睾酮水平存在关联的直接证据亦有待进一步夯实。     

Social cues modulate the representations underlying cross-situational learning

Because children hear language in environments that contain many things to talk about, learning the meaning of even the simplest word requires making inferences under uncertainty. A cross-situational statistical learner can aggregate across naming events to form stable word-referent mappings, but this approach neglects an important source of information that can reduce referential uncertainty: social cues from speakers (e.g., eye gaze). In four large-scale experiments with adults, we tested the effects of varying referential uncertainty in cross-situational word learning using social cues. Social cues shifted learners away from tracking multiple hypotheses and towards storing only a single hypothesis (Experiments 1 and 2). In addition, learners were sensitive to graded changes in the strength of a social cue, and when it became less reliable, they were more likely to store multiple hypotheses (Experiment 3). Finally, learners stored fewer word-referent mappings in the presence of a social cue even when given the opportunity to visually inspect the objects for the same amount of time (Experiment 4). Taken together, our data suggest that the representations underlying cross-situational word learning of concrete object labels are quite flexible: In conditions of greater uncertainty, learners store a broader range of information.     

Gender Differences in Virtual Negotiation: Theory and Research

Social roles create conflicting behavioral expectations for female negotiators; however, virtual negotiations reduce social pressures. This paper reviews theoretical explanations on why men and women might differ in negotiations that occur through email, telephone, or video. Forty-three negotiation studies comparing face-to-face and virtual negotiations were examined for gender differences. All studies were reported in English but not limited to US participants. While many reports omitted gender information, meta-analytic findings supported the prediction that women would be more hostile in virtual compared to face-to-face negotiations, as well as finding no hostility difference for men between virtual and face-to-face negotiations. While negotiators overall were more successful face-to-face than virtually, results separated by gender did not find this effect.     

Social behavior and off-target verbosity in elderly people

This study investigated social behavior in older adults with varying levels of off-target verbosity (OTV). After screening 455 adults in Phase 1, 198 individuals were selected to participate in both a get-acquainted conversation and an experimental cues situation and to complete social and cognitive measures. Higher OTV participants had lower cognitive inhibitory scores, talked more, were less interested in their partners, and focused more on themselves. Their conversational partners were less satisfied. Age and cognitive functioning were not related to OTV scores or conversational style for low- and mid-range participants. Although high-OTV individuals talked less when exposed to social cues signalling boredom, they spoke more relative to other participants. Self-reported social behavior had little relation with OTV and conversational style, but higher OTV individuals were less accurate in judging videotaped social interactions. Gender differences in conversational behavior are also discussed.     

Gender and Negotiator Competitiveness: A Meta-analysis

Although there have been numerous investigations into the relationship between gender and bargaining competitiveness over the past several decades, few conclusions have been reached. The results of 62 research reports on the relationship between gender and competitive behavior in dyadic bargaining interactions were examined by meta-analytic review. The average weighted effect size indicated that women appear to behave more cooperatively in negotiations than men, but this difference is slight. Results suggest that constraints on negotiators (imposed by abstract bargaining paradigms and restrictions on communication) lessen gender differences in negotiation behavior. Women were significantly more competitive than men when competing against an opponent who pursued a “tit-for-tat” bargaining strategy.     

Smoking behavior as a function of social cues and sex: A naturalistic study

The purpose of the study was to investigate the hypotheses that the smoking behavior of both females and males is affected by social cues and that the smoking behavior of females is more affected by social cues than is the smoking behavior of males. The smoking behaviors of 313 females and 487 males walking on public streets and of 154 females and 146 males waiting in public waiting rooms were recorded. Both sexes smoked more often in the waiting room situation than in the street situation; females' smoking was influenced to a greater degree by the same social context. The presence of a nearby smoker, particularly a male, increased the rate of smoking in female, but not male, subjects. The findings have implications for programs designed to modify the smoking behavior of women and men.The research was partially supported by the University Research Council of Fordham University. The authors wish to express their gratitude to Gerard Donohue for his assistance with data collection.     

The effects of overhearing peers discuss an authority's fairness reputation on reactions to subsequent treatment

Fairness heuristic theory was used to examine how information from one's peers affects an individual's interpretation of, and reactions to, an authority's subsequent behavior. Participants (N=105) overheard their peers discuss an experimenter's reputation (fair, unfair, or absent) before interacting with the experimenter who behaved more versus less fairly. Results showed that the social cues biased participants' subsequent information processing: controlling for the experimenter's behavior, interactional justice mediated the effect of social cues on retaliation. Social cues and the authority's behavior also interacted to predict retaliation. Participants who were treated less fairly retaliated more after being led to expect fair treatment than did participants who heard no prior information about the experimenter.     

Prosocial consequences of imitation

Research has shown that helping behavior can be primed easily. However, helping decreases significantly in the presence of inhibition cues, signaling high costs for the executor. On the other hand, multiple studies demonstrated that helping behavior increases after being mimicked. The present study investigated whether imitation still increases helping when more substantial costs are involved. Helping behavior was operationalized as the willingness to accompany the confederate on a 15-20 minute walk to the train station. Results show that even in the face of these high costs, participants who were mimicked agreed more often to help the confederate than participants who were anti-mimicked. These findings suggest that mimicry not only makes people more helpful when it comes to small favors, but also allows them to ignore the substantial costs possibly involved in helping others.     

Gender-Based Navigation Stereotype Improves Men’s Search for a Hidden Goal

While a general stereotype exists that men are better at navigating than women, experimental evidence indicates that men and women differ in their use of spatial strategies, and this preference determines gender-differences. When both environmental geometry and landmark cues are available, men appear to learn to navigate using both types of cues, while women show a preference for using landmarks. Using a computer-generated task, 80 undergraduate students from North-East England learned to navigate to a hidden goal. Activating the general navigation stereotype improved the performance of men, compared to the control condition, both when only geometric cues and only landmark cues were present (stereotype lift), suggesting that activating a general stereotype can affect tasks both with (geometry) and without (landmark) established gender-differences in preference. In addition, in the test trial (hidden goal removed) women who learned to navigate using only landmarks spent longer in the correct location of the hidden goal than those who learned to navigate using only geometry. In contrast, the opposite result was found for men, suggesting that when only one cue-type is available, gender-differences still occur, with women better able to navigate using landmarks than geometry, while men seemed to learn more about the location of the goal with reference to geometric than landmark cues.     

Self‐Control of Smoking: When Does Narrowed Attention Help?1

Two studies examined the capacity of cognitive load to enhance or disrupt the self‐control of smoking in the presence of situational pressures that either promote or discourage the behavior. In Study 1, participants who were exposed to cues encouraging smoking smoked more under high cognitive load than under low cognitive load. In Study 2, participants who were exposed to cues discouraging smoking smoked less under high load than under low load. Cognitive load appears to narrow attention, resulting in a state of attentional myopia, which leads to disinhibited smoking behavior when pressures to smoke are disproportionately salient and enhanced control of smoking when pressures not to smoke are disproportionately salient. Implications for smoking cessation are discussed.     

Children use nonverbal cues from an adult to evaluate peers

What factors contribute to children’s tendency to view individuals as having different traits and abilities? The present research tested whether young children are influenced by adults’ nonverbal behaviors when making inferences about peers. In Study 1, participants (aged 5–6 years) viewed multiple videos of interactions between a “teacher” and two “students”; all individuals were unfamiliar to participants. In each clip, the students behaved similarly, but the teacher did not: She either smiled, nodded, touched, or shook her head at one student, and she looked at the other student with a neutral expression. In Study 1, children tended to infer that students who received more positive behaviors from the teacher were smarter, nicer, and stronger. Study 2 pitted differences in the teacher’s behavior against differences in the students’ performance. When asked who was smarter, children selected lower-performing students who received more positive nonverbal cues from the teacher rather than higher-performing students who received less positive cues. These findings indicate that an authority figure’s nonverbal behaviors can influence children’s inferences about others and shed light on one mechanism guiding young children’s evaluations of people in their social world.     

“Whow—when I was going to pretend drinking it tasted coke for real!” Second-language learners' out-of-frame talk in peer pretend play: A developmental study from preschool to first grade

Much research has pointed to the importance of out-of-frame negotiations in peer pretend play for preschool children's social, cognitive and literacy development. However, few studies have investigated the longitudinal relations between out-of-frame talk in preschool and children's oral-language skills when entering school, or the pragmatic language competencies second-language learning children have to draw upon to be involved in this planning and negotiating phase of play. In this study, a group of children, who had Turkish as their first language and Norwegian as their second language, was followed for two years, from preschool to first grade, and videotaped in play with peers (N = 15 at age 4, and N = 23 at ages 5 and 6). In the first part of the analysis, relations between out-of-frame talk in preschool and vocabulary skills and story comprehension in first grade were investigated. The second part of the analysis focused on how children developed in regulating their peers through addressing and opposing others in out-of-frame negotiations. The main findings indicate that out-of-frame talk in the preschool years explained variance in oral-language skills in first grade, and that these second-language learners developed to increasingly address and oppose their peers over this two-year period.     

Perceptual mechanisms that characterize gender differences in decoding women's sexual intent

Men and women often disagree about the meaning of women's nonverbal cues, particularly those conveying dating-relevant information. Men perceive more sexual intent in women's behavior than women perceive or report intending to convey. Although this finding has been attributed to gender differences in the threshold for labeling ambiguous cues as sexual in nature, little research has been conducted to determine etiology. Using a model that differentiates perceptual sensitivity from decisional bias, we found no evidence that men have lenient thresholds for perceiving women's nonverbal behavior as indicating sexual interest. Rather, gender differences were captured by a relative perceptual insensitivity among men. Just as in previous studies, men were more likely than women to misperceive friendliness as sexual interest, but they also were quite likely to misperceive sexual interest as friendliness. The results point to the promise of computational models of perception in increasing the understanding of clinically relevant social processes.     

Remembering Friends as Not So Friendly in Competitive and Bargaining Social Interactions

From children's schoolyard play to executives' boardroom negotiations, competitive and bargaining interactions are common to everyday life. Sometimes, the interacting parties are socially close and sometimes not. In this research, we examine how friendship influences memory for actions in such interactions. Dyads consisting of either friends or strangers played a competitive card game (Study 1) or the ultimatum game (Studies 2 and 4) and then recalled the interaction. We find that participants remembered friends' play as more competitive (Study 1) and less generous (Studies 2 and 4) than strangers' play, even when friends' actual play was more generous than that of strangers (Studies 2 and 4). Friendship did not affect recall for one's own play. In a workplace setting, Study 3 reveals people expect more of work colleagues who are friends than of work colleagues who are acquaintances. Study 4 tests our complete model and shows that people expect more of friends than of strangers and that this difference in expectations explains the less favorable memory for friend's actions. Our findings are consistent with a negative disconfirmation account whereby people expect their friends to be less competitive and more generous, and when these expectations are violated, people remember friends' actions more negatively than they actually were. Much research shows positive effects of friendship norms on actual behavior. We demonstrate a negative effect on people's memory of friends' behavior in competitive and bargaining social interactions. Copyright © 2017 John Wiley & Sons, Ltd.