Hostile Behavior and Profit in Virtual Negotiation: a Meta-Analysis

Virtual negotiations are expected to differ from face-to-face negotiations in terms of both negotiator behavior and outcomes. Nonetheless, competing theories and mixed results characterize this literature. This paper meta-analytically reviews studies that compared face-to-face negotiation with virtual negotiation (e.g., audio, email/text, video-conferencing). Competing predictions from psychological distance theory and the barrier effect perspective were tested. Overall, results supported the psychological distance theory in that face-to-face negotiations were less hostile and resulted in higher profit than virtual negotiations. Three moderators (negotiation mode, anonymity in virtual negotiation, and further interaction within the experiment) were hypothesized to impact virtual negotiation. While some moderators were significant, they did not completely account for findings across all studies. Results and discussion provide a note of caution for individuals embracing e-business and conducting Internet negotiations as well as suggestions for future research.An earlier version of this paper was presented at the 18th annual meeting of The Society for Industrial/Organizational Psychologists in Orlando, Fl 2003. We thank Kara Waugh for her coding assistance.     

Short-term recall of order information: Influence of encoding and generation processes on distinctiveness,isolation, and background effects

We examined the influence of encoding and generation processes on distinctiveness, isolation, and background effects in short-term recall of order information. Adults recalled the order of letters in one of two segments following a distractor task, knowing in advance the identity of the letters. A distinctive letter was one that was either in red or absent and replaced with a red dash, thereby requiring generation. On trials with a distinctive letter, the letter was primed in advance. A negative generation effect was found; in addition, there was a positive distinctiveness effect but a negative background effect on trials in which generation was required. These effects can be explained in terms of the extra processing given to distinctive items when they need to be generated.     

A blank look in reading: the effect of blank space on the identification of letters and words during reading

Two experiments investigated the effect of visual blank space on reading by varying the amount of interletter and interline blank space in prose passages. Increasing interletter blank spacing slowed the reading process overall, presumably because it disrupted the unitization of words and word identification, but it also improved the identification of the letters within words. By contrast, increasing interline blank spacing sped up the reading process overall, while also improving the identification of words and the letters within words, presumably because the extra spacing reduced the amount of visual information that was processed during reading. The latter finding supports the conclusion that information from surrounding lines of single-spaced text may interfere with reading.     

Effects of prolonged work on data entry speed and accuracy

In 2 experiments, participants used a keyboard to enter 4-digit numbers presented on a computer monitor under conditions promoting fatigue. In Experiment 1, accuracy of data entry declined but response times improved over time, reflecting an increasing speed-accuracy trade-off. In Experiment 2, the (largely cognitive) time to enter the initial digit decreased in the 1st half but increased in the 2nd half of the session. Accuracy and time to enter the remaining digits decreased across though not within session halves. The (largely motoric) time to press a concluding keystroke decreased over the session. Thus, through a combination of facilitation and inhibition, prolonged work affects the component cognitive and motoric processes of data entry differentially and at different points in practice.     

Naive optics: Predicting and perceiving reflections in mirrors

Undergraduate students predicted what would be made visible by a planar mirror. A paper-and-pencil task confirmed previous findings that when approaching a mirror from the side, participants expected to see their reflection in the mirror earlier than they actually would. This early response was found for all mirrors when the observer moved horizontally--even when the mirror was placed on the floor or the ceiling--but not when the observer moved vertically (in a lift). The data support the hypothesis that many people imagine the world in the mirror as rotated around the vertical axis. When participants had to judge manipulated mirror reflections according to their naturalness, a high degree of tolerance was found. In contrast to the prediction task, a rotation around the vertical axis was judged to be less natural than other distortions. The authors conclude that perceptual knowledge and predictive knowledge lead to different patterns of errors. ((c) 2003 APA, all rights reserved)     

Experimental tests of an attitudinal theory of the gender gap in voting

This research examined the hypothesis that gender gaps in voting stem from differences in the extent to which men and women agree with candidates' issue stances. Two initial experiments portraying candidates by their sex and attitudes and a third experiment that also included information about political party produced the predicted attitudinal gender-congeniality effect: Participants of each sex reported greater likelihood, compared with participants of the other sex, of voting for the candidate who endorsed positions typically favored more by their own sex than the other sex. In addition, this gender-congeniality effect was present among Republican and independent participants but absent among Democratic participants because Democratic men as well as women favored candidates who advocated the positions typically favored by women. Interpretation invoked the importance of group interest based on gender as an influence on women's voting.     

The Relations Among Maternal Depression,Maternal Criticism,and Adolescents’ Externalizing and Internalizing Symptoms

This study examined the relations between maternal criticism and externalizing and internalizing symptoms in adolescents who varied in their risk for psychopathology. Both maternal-effects and child-effects models were examined. The sample consisted of 194 adolescents (mean age = 11.8~years) and their mothers; 146 mothers had a history of depressive disorders and 48 did not. When adolescents were in 6th and 8th grade, maternal criticism was measured with the five-minute speech sample and adolescents symptoms were assessed with the Child Behavior Checklist. Maternal criticism was significantly associated with both adolescents externalizing and internalizing symptoms, beyond the contribution of the chronicity/severity of mothers depression history. Maternal criticism did not mediate the relation between maternal depression and adolescent symptoms. In contrast, adolescent externalizing behaviors mediated the relation between chronicity/severity of maternal depression history and maternal criticism in 6th grade. Prospective analyses showed that adolescents externalizing symptoms in 6th grade significantly predicted maternal criticism in 8th grade, controlling for maternal depression history and prior maternal criticism. Results are discussed in terms of the importance of examining child-effects models in studies of maternal criticism.     

Metaperceptions of bias in intimate relationships

Meta-awareness of bias in intimate partner judgments was investigated in 3 studies. In Study 1, participants rated fictional partners in happier relationships as more positively biased in their partner perceptions. In Study 2, participants thought their judgments of their own current partners were positively biased and that they were judged by their partners in a positively biased fashion. Using a sample of couples, Study 3 showed that metaperceptions of bias were anchored to actual levels of bias at the individual and relationship levels. In addition, positive bias was accentuated for traits that were more relevant to mate evaluation. These findings (as expected) suggest that positive bias in partner judgments can be a normative and consciously accessible feature of intimate relationships.     

Paradoxical experiential therapy: A description of the technique and rationale of a nonbehavioral therapy for an unselected patient population

Paradoxical Experiential Therapy, a new technique of psychotherapy, is a nonbehavioral, short-term, experiential form of individual psychotherapy which produces long-lasting changes in ego strength, anxiety, depression, guilt, anger, and other common psychiatric symptoms, in an unselected patient population, in approximately 40 to 60 hours of therapy. This is accomplished by the use of structured fantasies accompanied by feelings which are instantly paradoxical to the content and nature of the fantasies themselves, and by other structured fantasies with paradoxical input from the therapist.     

Cluttered communication in a deafened adult with autistic features

This is a case study of a 36-year-old man who was assessed by a psychiatric service for deaf people in London, England. Among the presenting symptoms of the client were poor eye contact, inconsistently hurried, poorly organized gross movement, apparent deficits in ability to establish rapport, grandiose content in the context of excellent writing skills, and, most relevant to this discussion, unintelligible speech marked by several types of disfluency. The client appeared to have little or no insight into his speech impairment. Formal and informal assessment procedures were used by the speech and language pathologist and clinical psychologist to distinguish the effects of childhood-onset deafness from those of autism, psychosis, depression, and/or a hitherto undiagnosed genetic or neurological disorder. Investigation included hematological and neurological tests.