Starting high and ending with nothing: The role of anchors and power in negotiations

Most research suggests that negotiators gain value by making first offers in negotiations. The current research examines the proposition that extreme first offers offend their recipients and cause them to walk away, resulting in an impasse. Results across two experiments support this proposition. As a result, extreme offers can be risky: even though they can anchor counteroffers and final outcomes, bringing benefit to the offerer, they only do so when impasses are avoided. In addition, we find support for the proposition that power moderates the relationship between extreme offers and impasses: although low- and high-power negotiators are equally offended by extreme offers, it is the low-power negotiators who walk away from the negotiation.     

Impaired reversal but intact acquisition: probabilistic response reversal deficits in adult individuals with psychopathy

The performance of adult psychopathic individuals on a novel response reversal task involving 2 reward-punishment contingencies (100-0 and 80-20) was investigated. In line with predictions, adults with psychopathy presented with impairment on the response reversal component but not on the acquisition component of this task. This selective impairment for response reversal was seen for both reward-punishment contingencies and was related to the tendency of individuals with psychopathy to be less likely to stay with a rewarded correct response to a stimulus on the subsequent presentation of that stimulus. Results are discussed with reference to current models of the development of psychopathy.     

SARA: a cognitive process model to simulate the anchoring effect and hindsight bias

The cognitive process model "SARA" aims to explain the anchoring effect and hindsight bias by making detailed assumptions about the representation and alteration of item-specific knowledge. The model assumes that all processes, namely generating an estimate, encoding new information (i.e., the "anchor"), and reconstructing a previously generated estimate, are based on a probabilistic sampling process. Sampling probes long-term memory in order to retrieve information into working memory. Retrieval depends on the associative strength between this information and the currently active retrieval cues. Encoding the anchor may alter this associative pattern ("selective activation") or the anchor may serve as a retrieval cue, thus directing memory search ("biased reconstruction"). Both processes lead to systematically changed retrieval probabilities, thus causing the anchoring effect or hindsight bias. The model is completely formalised and implemented as a computer program. A series of simulations demonstrates the power of SARA to reproduce empirical findings and to predict new ones.     

Be aware to care: Public self-awareness leads to a reversal of the bystander effect

The classic bystander effect stipulates that people help others more when they are alone than when other bystanders are present. We reason that, sometimes, the presence of bystanders can increase helping, notably in situations where public self-awareness is increased through the use of accountability cues (e.g., a camera). We conducted two experiments in which we tested this line of reasoning. In both experiments, participants read messages soliciting support in an online forum. We varied the number of people that were present in that forum to create a bystander and an alone condition. In Study 1, we introduced an accountability cue by making participants' screen-names more salient, and in Study 2, we used a webcam. Both studies indicate that, as expected, the bystander effect can be reversed by means of cues that raise public self-awareness in social settings.     

Context affects the interpretation of low but not high numerical probabilities: A hypothesis testing account of subjective probability

Low numerical probabilities tend to be directionally ambiguous, meaning they can be interpreted either positively, suggesting the occurrence of the target event, or negatively, suggesting its non-occurrence. High numerical probabilities, however, are typically interpreted positively. We argue that the greater directional ambiguity of low numerical probabilities may make them more susceptible than high probabilities to contextual influences. Results from five experiments supported this premise, with perceived base rate affecting the interpretation of an event’s numerical posterior probability more when it was low than high. The effect is consistent with a confirmatory hypothesis testing process, with the relevant perceived base rate suggesting the directional hypothesis which people then test in a confirmatory manner.     

A reversal of the Stroop interference effect,through scanning:

Interference on the Stroop test has been explained on the basis of a stronger habit (word reading) interfering with a weaker one (color naming) on an incongruous color-word (CW) card. Since scanning for words is slower (weaker) than scanning for colors, it was predicted that making the Stroop a scanning task would produce more interference with scanning for words rather than colors on the CW card. This prediction was confirmed. In addition, analyses of individual differences offered some support for differential habit-strength theories of Stroop interference. However, differences between the standard and scanning Stroop tests suggested that some kind of information-processing analysis would be more fruitful.     

The effect of training procedures on the overlearning reversal effect in young children

The performance of 80 preschool children on a reversal problem was studied as a function of amount of training and type of training procedure used during acquisition and reversal. In the extinction phase of reversal learning, subjects given a correction procedure during the reversal problem made fewer perseverative errors than subjects given noncorrection. In the reversal midplateau phase of reversal learning, overtraining facilitated reversal learning for subjects receiving noncorrection during the acquistion problem, but not for subjects receiving correction. A shift in training procedure between acquisition and reversal increased the number of subjects who reached criterion immediately after perseveration. Since these results are difficult to explain in terms of traditional learning theories, an alternative response-switching strategy explanation was proposed.     

Hemispheric differences are found in the identification,but not the detection,of low versus high spatial frequencies

The processing of sine-wave gratings presented to the left and right visual fields was examined in four experiments. Subjects were required either to detect the presence of a grating (Experiments 1 and 2) or to identify the spatial frequency of a grating (Experiments 3 and 4). Orthogonally to this, the stimuli were presented either at threshold levels of contrast (Experiments 1 and 3) or at suprathreshold levels (Experiments 2 and 4). Visual field and spatial frequency interacted when the task required identification of spatial frequency, but not when it required only stimulus detection. Regardless of contrast level (threshold, suprathreshold), high-frequency gratings were identified more readily in the right visual field (left hemisphere), whereas low-frequency gratings showed no visual field difference (Experiment 3) or were identified more readily in the left visual field (right hemisphere) (Experiment 4). Thus, hemispheric asymmetries in the processing of spatial frequencies depend on the task. These results support Sergent’s (1982) spatial frequency hypothesis, but only when the computational demands of the task exceed those required for the simple detection of the stimuli.     

The contributions of anchoring and past-test performance to the underconfidence-with-practice effect

In the underconfidence-with-practice effect, people's judgments of learning (JOLs) typically underestimate memory performance across multiple study-test phases. Whereas the past-test hypothesis suggests that this underconfidence stems from participants' reliance on earlier test performance to make subsequent JOLs (despite new learning), the anchoring hypothesis suggests that the underconfidence stems from participants' reliance on a fixed psychological anchor point low on the JOL scale to make their JOLs. To contrast the predictions of these hypotheses, we had college students study, make JOLs, and test over several dozen paired-associate items across two study-test phases. We parametrically manipulated the presence or absence of testing and judging within participants during Phase 1. Contrary to the past-test hypothesis, items tested during Phase 1 demonstrated less underconfidence during Phase 2 than did nontested items. Furthermore, participants did not increase JOLs from Phase 1 to Phase 2 for items that they had not recalled or for items that had not been tested at all, suggesting that the underconfidence stemmed largely from participants' overreliance on a psychological anchor point to make their JOLs. Past test performance, however, seems to be a major cue that participants use to adjust their JOLs away from the anchor, reducing underconfidence. This was most evident when we used a between-participants manipulation (Exp. 2) to cause our participants to anchor their JOLs either high or low on the JOL scale, producing differential underconfidence independent of any adjustment. Taken together, these results support the anchoring hypothesis over the past-test hypothesis for explaining underconfidence with practice.     

Lack of pervasiveness of the underconfidence-with-practice effect: boundary conditions and an explanation via anchoring

The authors investigated whether underconfidence in judgments of learning (JOLs) is pervasive across multiple study-test trials as suggested by A. Koriat, L. Sheffer, and H. Ma'ayan (2002) or whether underconfidence with practice (UWP) might be a kind of anchoring-and-adjustment effect, such that the occurrence or nonoccurrence of the UWP effect depends on whether recall is above a psychological anchor. Participants studied normatively difficult items or normatively easy items and made immediate JOLs or delayed JOLs. The UWP effect occurred for easy items, but for difficult items an overconfidence-with-practice (OWP) effect occurred for delayed JOLs and no bias occurred for immediate JOLs. The systematic occurrence of all 3 outcomes establishes boundary conditions for the UWP effect and confirms the hypothesis that underconfidence (or the lack thereof) may arise at least in part from an anchoring-and-adjustment mechanism.     

The overtraining reversal effect in rats: A function of task difficulty

Two experiments were conducted with rats. The first study showed that in the T-maze a brightness discrimination learning problem was more difficult than a spatial learning problem, but in a Ross-maze a brightness problem was less difficult than a spatial task. T-maze brightness and Ross-maze spatial tasks were found to be of equal difficulty.

In the second experiment rats were trained either on a brightness or spatial discrimination reversal problem in the Ross-maze. It was found that overtraining facilitated reversal performance in the spatial task but not in the brightness problem. The theoretical implications of these results were discussed.     

Negotiating time: the significance of timing in ending inpatient work

This paper discusses work with young people during their stay on an NHS psychiatric inpatient unit, especially focusing on the end of treatment and the appropriate timing of discharge into the community. When approaching the end of an admission, various factors are considered that seem particularly relevant to the decision of when a young person may be ready to leave and cope with the transition back to life outside the unit. Indications of medical stability, in patients where this has been an issue, is a factor of prime importance. Other important factors include family functioning; the availability of adequate ongoing local CAMHS support for the child and family; suitable school provision; and the identity of the child within a peer group. The reality of NHS resources and the demand for inpatient beds is another pressing consideration. The young person's own motivation emerges as crucial at this stage – towards the end of treatment – not only in terms of what is said, and therefore evident verbally, but also through signs of internal shifts in the child that indicate a capacity to re-engage with life outside in a lasting way. Decisions about when to stop are taken with all this in mind and when the decision does not seem straightforward, it can provoke considerable anxiety in the multi-disciplinary team. Clinical material from psychotherapy with a young adolescent boy with anorexia nervosa is used to illustrate some of the dilemmas.     

Hemispheric asymmetry in the processing of high and low spatial frequencies: a facial recognition task

The research investigated the relationship between spatial frequency and visual field in a facial recognition task. Faces of neutral affect (Ekman, 1979) were tachistoscopically presented to the right or left visual field. The faces were presented alone, or masked with square wave gratings of 1, 24, or 48 cycles/degree, for a duration of 10 msec. Accuracy in recognizing each target face from a group of five served as the dependent measure. Subjects were 15 males and 15 females. ANOVA results included a frequency x visual field interaction effect (p less than .001). As was hypothesized, LVF errors were highest in the absence of low spatial frequencies, while RVF errors were highest when a higher range of spatial frequencies was removed. These results confirm that the hemispheres show a differential efficiency in processing high and low spatial frequency information in faces. They also offer empirical evidence to support the clinical findings that both hemispheres contribute to facial recognition.     

Apparent reversal frequencies in squares and trapezia: the effect of invariant and variant information

Three studies of apparent reversals (ARs) in rotating rectangular and trapezoid arrays are reported, together with a mathematical analysis. Study 1 explores the effect of different degrees of outline suppression on the frequency and distribution of ARs in squares and trapezia. Study 2 examines how modifications in both types of array reduce AR frequency, demonstrates a manipulation whereby ARs in rotating squares are eliminated, and suggests that ARs in squares and trapezia are of different origins. In the mathematical analysis, an invariant characteristic of the transformations of rotating rectangles is reported, and from this a numerical index is developed that expresses the extent to which a rotating trapezium may appear to pause just before each point of oscillation. In study 3 it is shown that this measure is a better predictor of AR frequencies than the heuristic proposed by Braunstein.     

My face through the looking-glass: the effect of mirror reversal on reflection size estimation

People tend to grossly overestimate the size of their mirror-reflected face. Although this overestimation bias is robust, not much is known about its relationships to self-face perception. In two experiments, we investigated the overestimation bias as a function of the presentation of the own face (left–right reversed – as in a mirror – or nonreversed – as in a photograph), the identity of the seen face, and prior exposure to a real mirror. For this we developed a computerized task requiring size estimations of displayed faces. We replicated the observation that people overestimate the size of their mirror-reflected face and showed that the overestimation can be reduced following a brief mirror exposure. We also found that left–right reversal modulates the overestimation bias, depending on the perceived face’s identity. These data underline the enhanced familiarity of left–right reversed self-faces and the importance of size perception for understanding mirror reflection processing.