Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation

This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the moderating role of the negotiators' social motive. Business students engaged in face‐to‐face negotiations, which were audio‐taped and transcribed. None, one, or both dyad members were provided with an exit option—the possibility to leave the current negotiation and start new negotiations with someone else. Dyads were also given instructions to maximize own outcomes (egoistic motive) or to consider both own and the other's outcomes (prosocial motive). Results showed that, as expected, dyads with a one‐sided exit option engaged in more distributive and less integrative behavior, and obtained lower joint outcomes than dyads having either two‐sided or no exit options. However, this effect occurred only under an egoistic rather than a prosocial motive. No differences were found for negotiations with two‐sided exit options compared to negotiations without exit options, suggesting one's own exit option is counterbalanced by the other's escape possibility. Our results indicate that negotiators who wish to maximize personal as well as joint outcomes should try to combine a power advantage in terms of exit options with a shared prosocial orientation. Copyright © 2000 John Wiley & Sons, Ltd.     

Interdependence,social motives,and outcome satisfaction in multiparty negotiation

What makes negotiators satisfied with their outcomes? In this study, we examined whether interpersonal interdependence, in the context of multi‐party multi‐issue negotiation, affected negotiators' satisfaction with their individual and group outcomes. We integrated principles from interdependence, social comparison, and social value theories to generate hypotheses about the social‐evaluative nature of satisfaction with negotiation outcomes. Controlling for differences in quality of individual outcomes, we found a positive association between satisfaction and individual outcome and a negative association between satisfaction and group outcome. Relative to those with prosocial social value orientation, negotiators with an individualistic social value orientation were less satisfied with the group outcome, regardless of induced motivational orientation. Neither motivational orientation nor an interaction between motivational orientation and social value orientation were related to satisfaction. We discuss the implications of our results for research on interdependence processes in negotiations and the role of social motives. Copyright © 2000 John Wiley & Sons, Ltd.     

Sex differences in cooperation: a meta-analytic review of social dilemmas

Although it is commonly believed that women are kinder and more cooperative than men, there is conflicting evidence for this assertion. Current theories of sex differences in social behavior suggest that it may be useful to examine in what situations men and women are likely to differ in cooperation. Here, we derive predictions from both sociocultural and evolutionary perspectives on context-specific sex differences in cooperation, and we conduct a unique meta-analytic study of 272 effect sizes-sampled across 50 years of research-on social dilemmas to examine several potential moderators. The overall average effect size is not statistically different from zero (d = -0.05), suggesting that men and women do not differ in their overall amounts of cooperation. However, the association between sex and cooperation is moderated by several key features of the social context: Male-male interactions are more cooperative than female-female interactions (d = 0.16), yet women cooperate more than men in mixed-sex interactions (d = -0.22). In repeated interactions, men are more cooperative than women. Women were more cooperative than men in larger groups and in more recent studies, but these differences disappeared after statistically controlling for several study characteristics. We discuss these results in the context of both sociocultural and evolutionary theories of sex differences, stress the need for an integrated biosocial approach, and outline directions for future research.     

Socialization tactics and newcomer adjustment: A meta-analytic review and test of a model

One of the most popular and often studied topics in the organizational socialization literature is Van Maanen and Schein’s [Van Maanen, J., & Schein, E. H. (1979). Toward a theory of organizational socialization. In B. M. Staw (Ed.), Research in organizational behavior (Vol. 1), pp. 209-264. Greenwich, CT: JAI Press.] theory of organizational socialization tactics. Over 30 studies on socialization tactics have been conducted in the past 20 years. In this meta-analysis, we examine the relationships between six socialization tactics and various indicators of newcomer adjustment as well as the moderating effects of study design (cross-sectional vs. longitudinal), measurement scale (use of complete vs. modified tactics scale), and type of newcomer (recent graduates vs. other newcomers). Our results indicate that institutionalized socialization tactics were negatively related to role ambiguity, role conflict, and intentions to quit, and positively related to fit perceptions, job satisfaction, organizational commitment, job performance, and a custodial role orientation. We also found that the social tactics (serial and investiture) were the strongest predictors of adjustment outcomes. The results also indicated that the relationships between the tactics and outcomes were stronger for recent graduates compared to other newcomers; cross-sectional designs compared to longitudinal designs; and when Jones’ [Jones, G. R. (1986). Socialization tactics, self-efficacy, and newcomers’ adjustments to organizations. Academy of Management Journal, 29, 262-279.] complete scales were used compared to modified versions. Support was also found for a mediation model of newcomer adjustment in which role conflict, role ambiguity, and fit perceptions partially mediate some of the relationships between the socialization tactics and distal outcomes of adjustment. The implications of these results for research and practice are discussed.     

Age-related differences in performance on the Wisconsin card sorting test: a meta-analytic review

Two meta-analyses investigating age-related differences in performance on a popular measure of executive function, the Wisconsin Card Sorting Test (WCST), are reported. The 1st meta-analysis examined age-related changes in performance for the number of categories achieved, and the 2nd meta-analysis examined performance for the number of perseverative errors committed. Results indicated that robust age differences were present on both measures. Further analysis of moderator variables revealed reliable effects of education and test version on both measures, whereas test modality led to marginally significant differences in effect sizes obtained only for the number of categories achieved. Findings are discussed along with current accounts of age differences in performance of the WCST.     

Sources of social support and burnout: a meta-analytic test of the conservation of resources model

The Conservation of Resources (COR) model of burnout (Hobfoll & Freedy, 1993) suggests that resources are differentially related to burnout dimensions. In this paper, I provide a meta-analysis of the social support and burnout literature, finding that social support, as a resource, did not yield different relationships across the 3 burnout dimensions (emotional exhaustion, depersonalization, and personal accomplishment), challenging the COR model. However, when considering the source of the social support (work vs. nonwork) as a moderator, I found that work-related sources of social support, because of their more direct relationship to work demands, were more closely associated with exhaustion than depersonalization or personal accomplishment; the opposite pattern was found with nonwork sources of support. I discuss the implications of this finding in relation to the COR model and suggest future research directions to clarify the relationship between resources and burnout dimensions.     

The effects of social motives on behavior in social dilemmas in two cultures

Subjects in Santa Barbara, California, and Groningen, The Netherlands, participated in a seven-person social dilemma game, presented in terms of a conservation of resources problem. Prior to their decision making in the social dilemma game, subject's social motive (altruistic, cooperative, individualistic, competitive) was assessed by means of two different classification procedures. On the basis of previous research findings American subjects were expected to display relatively more competitive social motives, and Dutch subjects relatively more cooperative ones. However, no indications of crosscultural differences were found neither with regard to the distribution of social motives nor with regard to the amount of resources taken for self in the social dilemma game. In both locations, competitive subjects took most resources for self, individualistic subjects took next most, cooperative subjects took less than individualists, and altruistic subjects took the least. In addition to predictive validity, indices of the convergent validity of two social motive assessment procedures were described.     

The relationship between self-reported received and perceived social support: A meta-analytic review

Social support is broad term encompassing a variety of constructs, including support perceptions (perceived support) and receipt of supportive behaviors (received support). Of these constructs, only perceived support has been regarded as consistently linked to health, and researchers have offered differing assessments of the strength of the received-perceived support relationship. An overall estimate of the received-perceived support relationship would clearly further the dialogue on the relationship between received and perceived support and thus assist in the theoretical development of the field. This study evaluated all available studies using the Inventory of Socially Supportive Behaviors (ISSB; Barrera, Sandler, & Ramsey, 1981, American Journal of Community Psychology, 9, 435–447) and any measure of perceived social support. Using effect sizes from 23 studies, we found an average correlation of r = .35, p < .001. Implications of this estimate for further development of models of social support as well as interventions to enhance social support are discussed.     

The relationship between social support and maternal behaviors and attitudes: A meta-analytic review

Used meta-analysis to analyze 66 studies that evaluated the relationship between social support available to the mother and maternal behaviors and attitudes. Investigators sampled relatively homogeneous populations of white, middle-class, married mothers of young children without physical or mental disabilities. A variety of instruments were used to assess key study variables. Significant correlations existed between both emotional and material support and maternal behaviors. Implications of these findings for funding of family support programs and for professionals working with mothers are discussed.     

Leadership,creativity and innovation: a meta-analytic review

ABSTRACT

This paper reports the most comprehensive meta-analytic examination of the relationship between leadership and both followers’ creative and innovative performance. Specifically, we examined 13 leadership variables (transformational, transactional, ethical, humble, leader-member exchange, benevolent, authoritarian, entrepreneurial, authentic, servant, empowering, supportive, and destructive) using data from 266 studies. In addition to providing robustly estimated correlations, we explore two theoretically and pragmatically important issues: the relative importance of the different leadership constructs and moderators of the relationship between leadership and employee creativity and innovation. Regrading creative performance, authentic, empowering, and entrepreneurial leadership demonstrated the strongest relationships. For innovative performance, both transactional (contingent reward) and supportive leadership appear particularly relevant. The current study synthesizes an important, burgeoning, diverse body of research, and in doing so, generates nuanced evidence that can be used to guide theoretical advancements, improved research designs, and up-to-date policy recommendations regarding leading for creativity, and innovation.     

Religious involvement and mortality: a meta-analytic review.

A meta-analysis of data from 42 independent samples examining the association of a measure of religious involvement and all-cause mortality is reported. Religious involvement was significantly associated with lower mortality (odds ratio = 1.29; 95% confidence interval: 1.20-1.39), indicating that people high in religious involvement were more likely to be alive at follow-up than people lower in religious involvement. Although the strength of the religious involvement-mortality association varied as a function of several moderator variables, the association of religious involvement and mortality was robust and on the order of magnitude that has come to be expected for psychosocial factors. Conclusions did not appear to be due to publication bias.     

Attributional style in depression: a meta-analytic review

In this article we report meta-analyses of the relation of attributional styles to depression. In 104 studies involving nearly 15,000 subjects, several attributional patterns had reliable associations with depression scores. For negative events, attributions to internal, stable, and global causes had a reliable and significant association with depression. Studies in which the attribution factors of ability and luck were measured also showed a reliable association with depression. For positive events, attributions to external, unstable, and specific causes were associated with depression. Ability and luck attribution factors for positive events were also associated with depression. The relations for positive events, however, were weaker than the corresponding ones for negative events. In general, these patterns of relations were independent of a number of potential mediators suggested by authors in this literature, including the type of subject studied (psychiatric vs. college student), the type of event about which the attribution is made (real vs. simulated), the depression measure used, or the publication status of the research report. These conclusions are compared with those of other reviews. Implications for attributional models of depression are discussed.     

Body-image evaluation and body-image investment among adolescents: a test of sociocultural and social comparison theories

Sociocultural theory and social comparison theory were used to account for variations in body-image evaluation and body-image investment among male and female adolescents (N = 1,543). Exposure to magazines and television programs containing idealistic body imagery as well as frequency of self-comparison to universalistic targets (e.g., fashion models) were measured. Results provided minimal support for sociocultural theory, but fairly strong support for social comparison theory. Specifically, the extent to which males engaged in universalistic social comparison predicted appearance self-esteem, number of diets to gain weight, use of pathogenic weight control practices, and use of steroids to increase muscle mass. For females, universalistic social comparison predicted appearance self-esteem, body dissatisfaction, number of diets to lose weight, and use of pathogenic weight control practices. The possibility that the null effects for sociocultural theory were an artifact of dummy coding for missing data or theoretical interdependence were explored, but did not appear to be valid. Limitations of the present study and directions for future research are outlined.     

Eating disorder prevention programs: a meta-analytic review

This meta-analysis of eating disorder prevention programs found that intervention effects ranged from an absence of any effects to reductions in current and future eating pathology. Certain effects persisted as long as 2 years and were superior to minimal-intervention control conditions. Larger effects occurred for selected (vs. universal), interactive (vs. didactic), and multisession (vs. single session) programs; for programs offered solely to females and to participants over age 15; for programs without psychoeducational content; and for trials that used validated measures. The results identify promising prevention programs and delineate sample, format, and design features that are associated with larger effects, but they suggest the need for improved methodological rigor and statistical modeling of trials and enhanced theoretical rationale for interventions.     

Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation

Negotiators tend to believe that own and other's outcomes are diametrically opposed. When such fixed-pie perceptions (FPPs) are not revised during negotiation, integrative agreements are unlikely. It was predicted that accuracy motivation helps negotiators to release their FPPs. In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated. Experiment 1 showed that accountability reduced FPPs during face-to-face negotiation and produced more integrative agreements. Experiment 2 corroborated these results: Accountable negotiators revised their FPPs even when information exchange was experimentally held constant. Experiment 2 also showed that accountability is effective during the encoding of outcome information. Negotiators appear flexible in their reliance on FPPs. which is consistent with a motivated information-processing model of negotiation.     

Being imitated, conformity, and social influence: An integrative review

The recently developed literature on the effects of being imitated and the social influence function of imitation are reviewed, as is related literature on conformity from social psychology. Then, this research is considered within a number of theoretical contexts, but especially within the conceptual framework of Byrne's elaboration of effectance motivation. Finally, questions are raised which need to be addressed in future research.     

Underreporting of psychopathology on the MMPI-2: a meta-analytic review

Meta-analytic techniques were applied to studies of the MMPI-2 in which participants given standard instructions were compared with participants instructed or believed to have been underreporting. Traditional and supplementary indices of underreporting yielded a mean effect size of 1.25, suggesting that underreporting respondents differ from those responding honestly by a little more than 1 standard deviation, on the average, on these scales. Analyses of classification accuracy suggested that several scales are moderately effective in detecting underreporting, although accuracy decreases if participants have been coached about validity scales. Base rates of defensive responding in relevant populations are reviewed, and methodological issues, including research designs, coaching, and incremental validity of supplementary underreporting scales, are discussed.     

The brain basis of emotion: a meta-analytic review

Researchers have wondered how the brain creates emotions since the early days of psychological science. With a surge of studies in affective neuroscience in recent decades, scientists are poised to answer this question. In this target article, we present a meta-analytic summary of the neuroimaging literature on human emotion. We compare the locationist approach (i.e., the hypothesis that discrete emotion categories consistently and specifically correspond to distinct brain regions) with the psychological constructionist approach (i.e., the hypothesis that discrete emotion categories are constructed of more general brain networks not specific to those categories) to better understand the brain basis of emotion. We review both locationist and psychological constructionist hypotheses of brain-emotion correspondence and report meta-analytic findings bearing on these hypotheses. Overall, we found little evidence that discrete emotion categories can be consistently and specifically localized to distinct brain regions. Instead, we found evidence that is consistent with a psychological constructionist approach to the mind: A set of interacting brain regions commonly involved in basic psychological operations of both an emotional and non-emotional nature are active during emotion experience and perception across a range of discrete emotion categories.