Why it pays to get inside the head of your opponent: the differential effects of perspective taking and empathy in negotiations

The current research explored whether two related yet distinct social competencies -- perspective taking (the cognitive capacity to consider the world from another individual's viewpoint) and empathy (the ability to connect emotionally with another individual) -- have differential effects in negotiations. Across three studies, using both individual difference measures and experimental manipulations, we found that perspective taking increased individuals' ability to discover hidden agreements and to both create and claim resources at the bargaining table. However, empathy did not prove nearly as advantageous and at times was detrimental to discovering a possible deal and achieving individual profit. These results held regardless of whether the interaction was a negotiation in which a prima facie solution was not possible or a multiple-issue negotiation that required discovering mutually beneficial trade-offs. Although empathy is an essential tool in many aspects of social life, perspective taking appears to be a particularly critical ability in negotiations.     

Easy on the mind, easy on the wallet: The roles of familiarity and processing fluency in valuation judgments

Although people routinely estimate the value of items in their environment, from goods and services to natural resources and lost earnings following an accident, the processes that underlie human valuation estimates are not well understood. We show that people use familiarity and fluency-the ease with which they process information-to determine an item's value. In three experiments, participants believed that familiar forms of currency (e.g., a familiar $1 bill) had greater purchasing power than their unfamiliar counterparts (e.g., a rare and unfamiliar coin). Mechanistic analyses showed a positive correlation between participants' familiarity with the unfamiliar currency and their estimates of its value. We conclude by discussing the theoretical and practical implications of our findings for researchers, marketing experts, and policymakers alike.     

Directed forgetting and aging: the role of retrieval processes, processing speed, and proactive interference

The directed forgetting effect obtained with the item method is supposed to depend on both selective rehearsal of to-be-remembered (TBR) items and attentional inhibition of to-be-forgotten (TBF) items. In this study, we investigated the locus of the directed forgetting deficit in older adults by exploring the influence of recollection and familiarity-based retrieval processes on age-related differences in directed forgetting. Moreover, we explored the influence of processing speed, short-term memory capacity, thought suppression tendencies, and sensitivity to proactive interference on performance. The results indicated that older adults' directed forgetting difficulties are due to decreased recollection of TBR items, associated with increased automatic retrieval of TBF items. Moreover, processing speed and proactive interference appeared to be responsible for the decreased recall of TBR items.     

Color constancy: phenomenal or projective?

Naive observers viewed a sequence of colored Mondrian patterns, simulated on a color monitor. Each pattern was presented twice in succession, first under one daylight illuminant with a correlated color temperature of either 16,000 or 4000 K and then under the other, to test for color constancy. The observers compared the central square of the pattern across illuminants, either rating it for sameness of material appearance or sameness of hue and saturation or judging an objective property-that is, whether its change of color originated from a change in material or only from a change in illumination. Average color constancy indices were high for material appearance ratings and binary judgments of origin and low for hue-saturation ratings. Individuals' performance varied, but judgments of material and of hue and saturation remained demarcated. Observers seem able to separate phenomenal percepts from their ontological projections of mental appearance onto physical phenomena; thus, even when a chromatic change alters perceived hue and saturation, observers can reliably infer the cause, the constancy of the underlying surface spectral reflectance.     

Sex differences in working memory

In two separate studies, sex differences in modal-specific elements of working memory were investigated by utilizing words and pictures as stimuli. Groups of men and women performed a free-recall task of words or pictures in which 20 items were presented concurrently and the number of correct items recalled was measured. Following stimulus presentation, half of the participants were presented a verbal-based distraction task. On the verbal working-memory task, performance of men and women was not significantly different in the no-distraction condition. However, in the distraction condition, women's recall was significantly lower than their performance in the no-distraction condition and men's performance in the distraction condition. These findings are consistent with previous research and point to sex differences in cognitive ability putatively resulting from functional neuroanatomical dissimilarities. On the visual working-memory task, women showed significantly greater recall than men. These findings are inconsistent with previous research and underscore the need for further research.     

Examinations of identity invariance in facial expression adaptation

Faces provide a wealth of information essential to social interaction, including both static features, such as identity, and dynamic features, such as emotional state. Classic models of face perception propose separate neural-processing routes for identity and facial expression (Bruce & Young, 1986), but more recent models suggest that these routes are not independent of each other (Calder & Young, 2005). Using a perceptual adaptation paradigm in the present study, we attempted to further examine the nature of the relation between the neural representations of identity and emotional expression. In Experiment 1, adaptation to the basic emotions of anger, surprise, disgust, and fear resulted in significantly biased perception away from the adapting expression. A significantly decreased aftereffect was observed when the adapting and the test faces differed in identity. With a statistical model that separated surface texture and reflectance from underlying expression geometry, Experiment 2 showed a similar decrease in adaptation when the face stimuli had identical underlying prototypical geometry but differed in the static surface features supporting identity. These results provide evidence that expression adaptation depends on perceptual features important for identity processing and thus suggest at least partly overlapping neural processing of identity and facial expression.     

Water and Ice

(I) In Beyond Rigidity , Scott Soames argues that the term 'water' is ambiguous. On one disambiguation, it is an expansive predicate that is true of any quantity of H₂O whatsoever. On a second disambiguation, it is a restricted predicate, true only of liquid quantities of H₂O. Analytic philosophers are fond of claiming ambiguities where there are none. This, I shall argue, is the case with the claimed expansive-restricted ambiguity. The predicate-kind ambiguity I have no quibble with.     

An Impossibility Theorem on Beliefs in Games

A paradox of self-reference in beliefs in games is identified, which yields a game-theoretic impossibility theorem akin to Russell’s Paradox. An informal version of the paradox is that the following configuration of beliefs is impossible:Ann believes that Bob assumes thatAnn believes that Bob’s assumption is wrongThis is formalized to show that any belief model of a certain kind must have a ‘hole.’ An interpretation of the result is that if the analyst’s tools are available to the players in a game, then there are statements that the players can think about but cannot assume. Connections are made to some questions in the foundations of game theory.Special Issue Ways of Worlds II. On Possible Worlds and Related Notions Edited by Vincent F. Hendricks and Stig Andur Pedersen