ANALYZING NEGOTIATION TACTICS: DEVELOPMENT OF A NEGOTIATION INTERACT SYSTEM

This research has three main objectives: to formulate a set of negotiation tactics based on a qualitative examination of bargaining interaction and prior research, to develop an interact system to code negotiation interaction based on these tactics, and to test the extent to which relative tactical use could be used to determine winners and losers in the negotiation. Three types of tactics were developed: attacking, defending, and regressing. The tactics were further divided into those that cued or constrained the next utterance, and those that responded to the prior utterance. Thus, each utterance was coded twice—as a response and as a cue. The structure of relative tactical use significantly predicted the outcome of experimental negotiations. In addition, it was demonstrated that when the structure of relative tactical use was displayed visually, the researcher could gain a clear picture of the exchange process in the negotiation.     

A NATURALISTIC THEORY OF ARCHAIC MORAL ORDERS

Abstract. Cultural evolution, producing group-level adaptations, is more problematic than the cultural evolution of individually confirmable skills, but it probably has occurred. The "conformist transmission," described by Boyd and Richerson (1985), leads local social units to become homogeneous in anadaptive, as well as adaptive, beliefs. The resulting intragroup homogeneity and inter-group heterogeneity makes possible a cultural selection of adaptive group ideologies.
All archaic urban, division-of-labor social organizations had to overcome aspects of human nature produced by biological evolution, due to the predicament of genetic competition among the cooperators. The universal norms found in archaic moral systems are seen as curbs to this human nature, reinforced by beliefs in invisible sanction systems and rewarding and punishing afterlives (as in heaven or reincarnation). Perhaps the ubiquity of lavishly wasteful royal funerals is to be explained as contributing to this function.     

A METHOD FOR ESTABLISHING THE REPRESENTATIONAL VALIDITY OF INTERACTION CODING SYSTEMS: DO WE SEE WHAT THEY SEE?

This paper offers a new methodological approach to establishing the validity of interaction coding schemes, and it reports research which applies these procedures to three coding systems that have been used to study small group decision making: Bales' (1950) Interaction Process Analysis System, Fisher's (1970) Decision Proposal Coding System, and Mabry's (1975) Pattern Variable Coding System. The procedures offered here provide a method for determining whether the functions or constructs identified by a coding system are part of the common meanings ascribed to the participants in the interaction. Of the three coding systems evaluated in the study, the IPA System represented subjects' interpretations of decision-making interaction better than the Decision Proposal System, which, in turn, performed better than the Pattern Variable System.     

NATURALISTIC OBSERVATIONS OF BEER DRINKING AMONG COLLEGE STUDENTS

We observed the beer drinking behavior of 308 university students in several bar and party settings. The following relationships were found: (a) males drinking beer in bars consumed 0.92 oz per min; (b) females drank less beer than males, and stayed in a bar for a longer time period; (c) patrons drank significantly more beer when drinking in groups and when purchasing beer in pitchers versus cups or bottles; and (d) intervals between party arrival and first drink and between party departure and last drink varied inversely with blood alcohol concentration. We discuss these findings with regard to developing interventions to prevent alcohol-impaired driving.     

TEMPORAL AND CLIMATIC VARIABLES IN NATURALISTIC OBSERVATION1

Home-observation data on 5- to 7-yr-old boys collected over 2 yr were examined for systematic variations in rates of desirable and undesirable behaviors associated with several temporal and climatic variables. Significant effects associated with time of day, day of the week, precipitation, and temperature were found. No significant effects on the naturalistic observation data were found for environmental factors associated with lunar phase. It was noted that the correlational nature of the findings did not obviate the necessity for control of the influence of temporal and climatic variables. Several methodological strategies for such control were discussed.     

HIERARCHIES: THE CORE ARGUMENT FOR A NATURALISTIC CHRISTIAN FAITH

This article takes on a perhaps impossible task: not only to reconstruct the core argument of Arthur Peacocke's program in science and religion but also to evaluate it in two major areas where it would seem to be vulnerable, namely, more recent developments in systems biology and the philosophy of mind. If his theory of hierarchies is to be successful, it must stand up to developments in these two areas and then be able to apply the results in a productive way to Christian theological reflection. Peacocke recognized that one's model of the mind‐body relation is crucial for one's position on the God‐world relation and divine action. Of the three models that he constructed, it turns out that only the third can serve as a viable model for theology if it is to be more than purely deistic or metaphorical.     

GENDER DIFFERENCES IN NEGOTIATION OUTCOME: A META-ANALYSIS

Studies reporting the objective settlements obtained by men and women in negotiations were reviewed. Differences in outcomes were expected due to differences in perceptions, behaviors, and contextual factors between men and women. In the sample of studies, men negotiated significantly better outcomes than women. Opponent sex, relative power of the negotiator, integrative potential of the task, mode of communication and year of the study were tested as moderators of the effect. Although the overall difference in outcomes between men and women was small, none of these hypothesized moderators or several exploratory moderators reversed or eliminated this effect. The organizational significance of the findings is discussed in terms of the glass ceiling, a gender-based earnings differential and women in negotiation positions. Directions for future research in the laboratory and the field are suggested.     

NEURONAL CODING OF SERIAL ORDER:

Abstract— How does the brain create rule-governed sequences of behavior? An answer to this question may come from a surprising source: the neostriatum (caudate nucleus and putamen), Traditionally, the neostriatum has been considered pun of the brain's motor system, but its contribution to the preparation or execution of movement is recognized generally to concern high-level motor functions. Recent work implicates the neostriatum in disorders of sequential action and thought, as in the repetition of thoughts or habits in human obsessive-compulsive disorder and movements or speech in Tourette's syndrome. Yet there is no direct evidence to support the idea that the neostriatum controls sequences of behavior. Using ethological and neurophysiological techniques to study neural activity in the rat neoslriatum during syntactic grooming sequences, we found that neuronal activity in the anterolateral neostriatum depended on the execution of syntactic sequences of grooming actions. The individual grooming movements themselves did not activate the neoslriatum; activation was determined by the syntactic sequence in which grooming movements were performed. These data provide the first direct evidence that the neoslriatum coordinates the control of rule-governed behavioral sequences.     

THE RETURN OF THE NATURALISTIC FALLACY: A DIALOGUE ON HUMAN FLOURISHING

In response to the proposal justifying the morality of homosexual acts offered by Todd A. Salzman and Michael G. Lawler, this paper seeks to make intelligible the reasoning used by the New Natural Law Theory and others that arrives at the opposite conclusion. This article proposes to explore the weaknesses in the arguments offered in justification. By proposing an expanded notion of human nature so as to include sexual orientation as one of the factors from which to draw moral norms, the authors have adopted the central proposition of the Old Natural Law Theory defended by Francisco Suarez and others, viz., that human nature as such was a fit source from which to draw moral norms. Thus the New Natural Law Theory, formulated by Germain Grisez to answer the charge of the naturalistic fallacy, has curiously found itself being refuted by a reformulation of the Old Natural Law Theory. This article seeks to show how the proportionalistic reasoning used by Salzman and Lawler leads inevitably to a revival of the naturalistic fallacy.     

NATURALISTIC METHODOLOGY IN AN EMERGING SCIENTIFIC PSYCHOLOGY: LOTZE AND FECHNER IN THE BALANCE

The development of a methodologically naturalistic approach to physiological and experimental psychology in the nineteenth century was not primarily driven by a naturalistic agenda. The work of R. Hermann Lotze and G. T. Fechner help to illustrate this claim. I examine a selected set of central commitments in each thinkers philosophical outlook, particularly regarding the human soul and the nature of God, that departed strongly from a reductionist materialism. Yet, each contributed significantly to the formation of experimental and physiological psychology. Their work was influenced substantively by their respective philosophical commitments. Nevertheless, the evaluation of the merits of their specific proposals, Fechner's psychophysics and Lotze's local sign hypothesis respectively, did not depend upon sharing their metaphysical views regarding the human soul or the nature of God. A moderate, but significant, distinction between the contexts of discovery and of justification aids in understanding this balancing act.     

閃光信号的語义干扰

問題 經济編碼和減少噪音是提高信息传递效率和保証通信准确性的重要手段。信息論关于編碼問題的研究,为充分利用信道容量和抗干扰提供了理論依据,对于通信技术的发展作出了重大貢献。但是,信息諭的編碼理論仅考虑信源的統計特点,而不考虑信号的意义。这样的編碼虽然适用于机器之間的信息传递和加工,可是如果信息的接收者和加工     

回报谨慎对谈判过程和谈判结果的影响

回报谨慎是人们害怕在人际关系中被他人利用的一种信念。研究考察了回报谨慎对谈判者的动机倾向、谈判行为及谈判结果的影响。184人组成92个两人小组参加了一项模拟商业谈判,谈判前研究者成功地进行了回报谨慎的操纵,谈判结束后,参加谈判的人完成谈判协议和谈判后问卷。研究者假设,低回报谨慎的谈判者比高回报谨慎的谈判者在谈判中更可能持有合作倾向、更多地与谈判对手分享信息,研究者还预测回报谨慎与谈判双方的联合收益以及谈判后对谈判对手的看法都有关系。研究结果支持了上述假设。研究对从事商业谈判的人具有实际意义。     

NATURALISTIC OBSERVATIONS OF INSTITUTIONALIZED RETARDED PERSONS: A COMPARISON OF LICENSURE DECISIONS AND BEHAVIORAL OBSERVATIONS

In the last several years, various organizations have produced strikingly similar documents by which institutions for retarded persons are judged for licensure. The purpose of the present study was to determine whether residential units that were licensed differed from residential units that were not licensed in terms of the active programming behaviors of their staff and residents. Data were collected through a time-sampling procedure that yielded about 160,000 observations on eight staff and six resident behaviors. Results showed that the licensed units were just as derelict as unlicensed units in providing habilitative programming for their retarded residents. Maladaptive responding by residents occurred at least as much as task-related behaviors: residents spent as much time self-stimulating as they did in programming; they also engaged in self-abusive behavior about as much time as they engaged in on-task responding. Results were discussed in terms of the failure of governmental regulations that are not based on observation to adequately assess habilitative programming.     

FUTURE ORIENTATION: A MEDIATOR IN TEMPORAL CODING

Influence of future orientation on temporal coding was investigated in two experimental studies. A three by two paradigm involving three conditions of list discrimination and two groups of subjects of high and low future orientation, was used. Story writing technique and list discrimination tasks were employed to assess future orientation and efficiency in using temporal codes, respectively. Results show that in experiment 1, when subjects had been forewarned about an impending memory test and hence there was a competition between these future demands and present demands of an orienting task, performance of high as compared to low future oriented subjects was better on list discrimination tasks; they utilized temporal codes more efficiently. This difference in performance between high and low future oriented groups of subjects was not evident in experiment 2 when there was no forewarning about an impending memory test. Temporal coding was better for different concept rather than same concept lists. It is argued that type of material, as well as perception of future utility of material, influence the amount of temporal coding for both groups of subjects, but dispositional future orientation also mediates the perception of the utility of a material in the future to affect its temporal coding.     

THE APPLICATION OF NATURALISTIC CONVERSATION TRAINING TO SPEECH PRODUCTION IN CHILDREN WITH SPEECH DISABILITIES

The purpose of this experiment was to test the effectiveness of including speech production into naturalistic conversation training for 2 children with speech production disabilities. A multiple baseline design across behaviors (target phonemes) and across subjects (for the same phoneme) indicated that naturalistic conversation training resulted in improved spontaneous speech production. The implications of these findings are discussed relative to existing models of speech production training and other aspects of communication disorders.