The unexpected benefits of final deadlines in negotiation

Two experiments explored actual and predicted outcomes in competitive dyadic negotiations under time pressure. Participants predicted that final deadlines would hurt their negotiation outcomes. Actually, moderate deadlines improved outcomes for negotiators who were eager to get a deal quickly because the passage of time was costly to them. Participants’ erroneous predictions may be due to oversimplified and egocentric prediction processes that focus on the effects of situational constraints (deadlines) on the self and oversimplify or ignore their effects on others. The results clarify the psychological processes by which people predict the outcomes of negotiation and select negotiation strategies.     

Myopic prediction, self-destructive secrecy, and the unexpected benefits of revealing final deadlines in negotiation

Three studies explored the psychology of social prediction by examining negotiators’ predictions of the effects of time pressure and comparing those predictions with actual outcomes. The results show that revealing final deadlines in negotiation can lead to better outcomes for the negotiator with the deadline because revelation speeds concessions by the other side. However, both naïve and experienced negotiators consistently predicted the opposite. As a result, when given the choice of revealing their final deadlines to their negotiating opponents, negotiators chose not to. The reasons for these erroneous expectations can be explained by myopic processes of prediction in which people anticipate the effects of constraints like deadlines more on their own behavior than on the behavior of others.     

社会困境中合作行为的阶层差异：自我与他人的双重视角

为了探究个体自身与他人的社会阶层对个体在社会困境中合作行为的影响及其作用机制,本研究通过问卷和实验研究来考察自身阶层的行为效应、互动对象阶层的调节效应以及信任有中介的调节作用。研究发现：（1）低阶层者倾向于比高阶层者表现出更多的合作行为;（2）感知到的互动对象阶层对不同阶层个体的合作行为存在显著的调节效应;（3）个体对互动对象的信任水平（即对他人合作行为的预期）对此调节效应起到中介作用。     

决策中社会价值取向的理论与测评方法

传统经济学决策理论强调利己性假设, 认为个体是理性的并由个人利益所驱动的。但是, 个体在相依情境中的社会动机要比利己性假设更为复杂, 具有较大的个体差异。社会价值取向是指个体在相依情境中对自己收益和他人收益分配的特定偏好, 是一个用来描述个体对他人利益关注程度的个体差异的概念。本文回顾了测量社会价值取向的三优势测量、环形测验和滑块测验等方法, 强调了不同测评方法的优点与不足, 并简要总结了决策、社会认知、共情、亲社会行为等领域内相关的社会价值取向研究。未来的研究则需要探索社会价值取向与不同社会因素的交互作用, 以及不同社会价值取向个体的神经机制等方面的研究。     

Bad for me or bad for us? Interpersonal orientations and the impact of losses on unethical behavior

The present research examines the role of allocations of losses versus gains on the emergence of unethical behavior as a function of people's social value orientation. The authors demonstrate that (a) proselfs regard unethical behavior to prevent losses as more justified than prosocials (Study 1) and (b) proselfs engage in more unethical behavior to prevent losses than prosocials (Study 2). These differences are explained by prosocials' greater concern for harm to interdependent others in the domain of losses. A third study further substantiates these findings by revealing that unethical behavior to prevent losses increases among prosocials as harm to others is reduced. In sum, these results reveal that depending on whether people attend only to their self-interest or also consider the outcomes of others, losses either may increase or curtail unethical conduct. Considering social value orientations thus may reconcile conflicting theoretical perspectives on the impact of losses on social decisions.     

Abstract construals make the emotional rewards of prosocial behavior more salient

Although previous research has shown that helping others leads to higher happiness than helping oneself, people frequently predict that self-serving behavior will make them happier than prosocial behavior. Here, we explore whether abstract construal – thinking about an event from a higher level, distanced perspective – influences predictions about how rewarding prosocial actions will be for people’s own well-being. In Experiment 1, Hurricane Katrina volunteers who adopted an abstract construal predicted that their efforts would be more rewarding than did volunteers who adopted a concrete construal. Experiment 2 provided a conceptual replication with a hypothetical donation scenario; people who adopted an abstract rather than concrete construal predicted that giving more money would be more rewarding than giving less. These findings suggest that people are more likely to appreciate the emotional benefits of prosocial actions when they adopt high-level construals than when they adopt low-level construals.     

Preference‐expectation reversal in the ratings of independent and interdependent individuals: A USA–Japan comparison

We predicted and supported the prediction that a ‘preference‐expectation reversal’ would occur among Japanese but not among Americans. American and Japanese participants evaluated ideal‐typical independent and interdependent persons on the negative–positive dimension, and estimated how others would evaluate these persons. They also indicated their preference for acting like each of the target persons; that is, which of the two target persons they would prefer to act like. Both the American and Japanese participants wanted to act like the typical independent person rather than the typical interdependent person. However, the Japanese participants expected that others would evaluate the interdependent person more positively than the independent person. This preference‐expectation reversal was not observed among the American participants. Further analysis demonstrated that the American participants' personal evaluations of the two targets were consistent with their preferences. The Japanese participants' personal evaluation represented a compromise between their preferences and the expected responses of others. These results suggest that the culturally shared belief in Japan that interdependent persons would receive more positive evaluations than independent persons created an incentive for them to behave interdependently despite their preferences.     

Perceptions of morality and competence in (non)interdependent games

Individuals’ actions and their stated beliefs affect how others perceive them. In a prisoner’s dilemma, a defector who expects others to cooperate is perceived as less moral than a defector who expects others to defect; a cooperator who expects others to defect is perceived as less competent than a cooperator who expects others to cooperate (Experiment 1). This pattern suggests that in a context of interdependence, a stated expectation that the behavior of others will resemble one’s own may protect one’s social reputation. When outcomes are not interdependent, expectations do not moderate the effects of behavior on reputation (Experiment 2). In such a context, inductive reasoning is sufficient to explain social projection. Both types of results are replicated in a modified N-person social dilemma (Experiment 3), further validating the inductive-reasoning hypothesis.     

Does power boost happiness? The relative importance of personal versus social power in two cultures

Researchers have revealed that power has both independent and interdependent aspects, and how the two dimensions are activated depends on contextual goals and values. In the present study, we tested the differential effects of power on happiness in two cultures that differ in their relative emphasis of social relations. We hypothesized that in an interdependent culture (South Korea), power based on interpersonal connectedness (i.e., social power) would enhance happiness more than would power that stems from independence from others (i.e., personal power). In contrast, in an independent culture (America), we examined whether personal power would bring more happiness than would social power. Findings showed that social power increased life satisfaction but personal power decreased affective well‐being among Korean participants. In contrast, American participants' personal power enhanced their subjective well‐being, but their well‐being did not differ by levels of social power. Implications of these findings for types of power, happiness, and culture are discussed.     

A mile in moccasins: how situational experience diminishes dispositionism in social inference

In four studies, this article investigates the impact of situational experience on social inference. Participants without firsthand experience of a situation made more extreme and erroneous inferences about the personalities of people behaving in that situation than did participants with firsthand experience. Firsthand experience, thus, appears to diminish dispositionism in social inference because it informs people about the situational constraints that guide behavior. Across all studies, participants also displayed holier-than-thou biases, overpredicting how generously they would act relative to predictions about their peers and also relative to how they actually acted when the situation came.     

Car Versus Public Transportation? The Role of Social Value Orientations in a Real-Life Social Dilemma1

This research evaluates the role of social value orientations (i.e., preferences for distribution of outcomes for the self and others) in decisions as how to commute. It was proposed that the commuting situation could be viewed either as an environmental issue, reflecting the decision structure of an N-person Prisoner's Dilemma, or as an accessibility problem, reflecting the decision structure of an N-person Chicken Dilemma. On the basis of interdependence theory (Kelley & Thibaut, 1978) it was predicted that people who are primarily concerned with the collective welfare—prosocial individuals—would prefer commuting by public transportation when other commuters were expected to go by public transportation. On the other hand, it was hypothesized that people who are primarily concerned with their own well-being—proself individuals—would prefer commuting by public transportation when others were expected to go by car. The obtained findings were consistent with these expectations. Practical and theoretical implications regarding the link between social value orientations and environmentally relevant behavior will be discussed.     

When values matter: Expressing values in behavioral intentions for the near vs. distant future

It was predicted that because of their abstract nature, values will have greater impact on how individuals plan their distant future than their near future. Experiments 1 and 2 found that values better predict behavioral intentions for distant future situations than near future situations. Experiment 3 found that whereas high-level values predict behavioral intentions for more distant future situations, low-level feasibility considerations predict behavioral intentions for more proximate situation. Finally, Experiment 4 found that the temporal changes in the relationship between values and behavioral intentions depended on how the behavior was construed. Higher correspondence is found when behaviors are construed on a higher level and when behavior is planned for the more distant future than when the same behavior is construed on a lower level or is planned for the more proximal future. The implications of these findings for self-consistency and value conflicts are discussed.     

Structural predictors of problematic friendship in later life

The purpose of this study was to examine the constraining and facilitating effects of social structural position (age, sex, race, class, financial sufficiency, and number of friends) on opportunities for friendship. We hypothesized that the greater the number of people who share a given social structural location and the more access they have to situations where it is possible to meet new people, the less likely they are to have problematic friendships. The sample comprised 53 male and female community residents aged 55 to 84 years who enjoyed fairly good health. Logistic and multiple regression procedures revealed outcomes opposite to our predictions: those who were supposedly more social structurally advantaged actually reported greater numbers of problematic friendships. Potential interpretations include the possibility that these people are more critical than others of their friend relationships or more willing to acknowledge problems, that the norms regarding commitment to friends are weaker among these individuals, or that they learn to acquire friends but not to avoid and solve problems in their relationships. Apparently, people with more friends are not more likely than others to terminate problematic friendships or to redefine them as mere associations.     

Inducing an interpretation bias changes self-imagery: a preliminary investigation

Prior work suggests that variations in self-imagery can influence the emotional interpretations people make about social situations. The current experiment investigated the converse possibility: that inducing an inferential bias can change the content of self-related images. The effects of repeated practice in accessing either negative or positive social outcomes was tested by having participants report on self-images generated during subsequent experience with ambiguous social situations. Participants and independent judges rated the content of participants’ self-images as being more negative after prior practice in accessing negative rather than positive social outcomes. Furthermore, participants who practiced accessing negative outcomes rated their anticipated anxiety in an imagined stressful social situation as being greater, and their expected social performance as poorer than participants in the positive outcome group. Groups did not differ in state anxiety levels when making their ratings, so it is unlikely that any observed differences between groups can be attributed to mood effects. We suggest that this finding is consistent with the hypothesis that inferential biases and content of self-images can interact with each other and may together serve to maintain social anxiety.     

Exploring how people respond to conflicts between self‐interest and fairness: Influence of threats to the self on affective reactions to advantageous inequity

Two studies examined how people deal with conflicts between their self‐interest concerns and their striving for fairness. Specifically, the affective reactions to outcome arrangements in which people receive better outcomes than comparable other persons, were studied. These arrangements of advantageous inequity constitute situations in which fairness and self‐interest concerns are in conflict. Building on the social psychology of the self, it was predicted, and found, in both field and lab experiments that when people experience a self‐threat, they react more positively to arrangements of advantageous inequity than when not experiencing this threat. This supports the view that people's need for positive information about their selves is an important factor in the underlying psychological processes of the way that people deal with conflicts between their fairness and self‐interest concerns.     

Influence of self-construals on the perception of different self-presentation styles in Korea

The present study investigated how perceivers' self-construals influence the perception of others who use self-enhancement or self-effacement in communication. It was predicated that independent self and interdependent self would differently affect the evaluation of self-enhancing presentation and self-effacing presentation. Two hundred and forty-six Korean college students read a scenario depicting a person using bragging, and positive and negative self-presentations for his/her accomplishment, and then evaluated the presenter in the scenario on intention of future interaction, satisfaction with conversation and likeability. Results showed that people with independent self evaluated the positive presentation more favorably than people with interdependent self, whereas people with interdependent self evaluated the negative presentation more favorably than people with independent self. No significant difference was found in the evaluation of bragging presentation. The results imply that although the purpose of self-presentation is to give positive self to others, it is differently expressed through self-enhancement in North American culture and through self-effacement in East Asian culture. The results also supported previous cross-cultural studies on self-enhancement and self-effacement by providing an examination from individual level analysis.     

Choosing to Enter or Avoid Diagnostic Social Situations

ABSTRACT— Three studies suggest that people control the nature of their relationships, in part, by choosing to enter (or avoid) situations providing feedback about other people's social interest. In Study 1 , chronically avoidant individuals (but not others) preferred social options that would provide no information about other people's evaluations of them over social options that would, but did not prefer nondiagnostic situations more generally. In Study 2 , chronically avoidant students (but not others) in a methods class preferred to have their teacher assign them to working groups (a nondiagnostic situation) over forming their own groups (a diagnostic situation). In Study 3 , individuals experimentally primed to feel avoidant were less likely than those primed to feel secure to choose to receive feedback about how another person felt about them. Overall, the research suggests that choices of socially diagnostic versus socially nondiagnostic situations play an important role in guiding people's social relationships.     

特质线索对儿童情绪、行为判断与归因的影响

本研究探讨在不同的道德冲突情境中,线索及其与行为的匹配性对儿童行为预测、情绪推断及其归因的影响。结果表明：（1）7、8岁儿童在一定程度上具备了根据他人特质推测情绪的能力,但是他们还难以做出准确的解释;（2）儿童对亲社会情境和犯过情境存在不同的情绪判断与归因模式;（3）在他人特质与行为匹配的时间,儿童更容易根据他人的特质来推测其情绪反应;（4）在他人特质不良的情况下,儿童更容易根据特质来预测其行为;（5）儿童预测他人行为的能力优于对他人情绪的判断。