Negotiator confidence: The impact of self-efficacy on tactics and outcomes

In a series of four studies, we examined whether and how negotiators’ task-related self-efficacy affects their performance. In the first two studies, we identified two theoretically meaningful self-efficacy constructs—distributive self-efficacy (DSE) and integrative self-efficacy (ISE)—and provided evidence of construct validity. In the third study, task-congruent self-efficacy was positively associated with negotiators’ self-reports of tactical decision-making. In the fourth study, we measured negotiators’ tactics and found that ISE and DSE affected negotiators’ initial choice of tactics. We conclude that ISE and DSE predisposes negotiators to select certain tactics, which then guide the course of the negotiation, and, ultimately, affect the quality of deals.     

Lesbians With Physical Disabilities: A Qualitative Study of Their Experiences With Counseling

The authors interviewed 25 lesbians with physical disabilities about their counseling experiences. Using a phenomenological qualitative approach, the authors identified 9 themes. Five themes addressed participants' perceptions of their counselors: general satisfaction or dissatisfaction, counselors' general effectiveness, counselors' awareness and education regarding sexual orientation and/or disability, discrimination and bias, and counselor identity. Three themes related to the participants' attempts to negotiate the counseling process: coming out or self‐disclosure, self‐advocacy, and accessibility/accommodations. The final theme related to depression.     

Attribution Through the Layperson's Lens: Development and Preliminary Validation of an Inclusive,International Measure of Beliefs About the Causes of Mental Illness

Attributions, or beliefs about the causes of mental illness, have traditionally been dichotomized based on their locus, controllability, specificity, and stability. However, scholars have introduced an alternative lay beliefs model identifying attributions related to specific biological, social, and spiritual attributions. This research describes the potential benefits of this alternative model and outlines the validation of a comprehensive, international measure of lay beliefs, the Mental Illness Attribution Questionnaire (MIAQ). Validation included piloting, qualitative rating, confirmatory factor analysis, and evaluation of internal consistency, convergent validity, and test–retest reliability with a sample of 680 U.S.-based international students representing 94 nations. Scales measured attributions related to supernatural forces, social stress, lifestyle, health, substance use, heredity, and personal weakness. This structure was tested across 3 conditions—schizophrenia, depression, and alcoholism—demonstrating strong psychometric properties. The lay beliefs model appears to closely reflect the manner in which laypersons attribute cause for mental health problems, making it a natural fit for community-based research. Further, its validation with 2 international samples supports its utility in diverse populations. Together, the results support the MIAQ as a valid and reliable measure of mental illness attribution with potential for examining help-seeking and stigmatizing behavior across cultures.     

Spiking Phineas Gage: a neurocomputational theory of cognitive-affective integration in decision making

The authors present a neurological theory of how cognitive information and emotional information are integrated in the nucleus accumbens during effective decision making. They describe how the nucleus accumbens acts as a gateway to integrate cognitive information from the ventromedial prefrontal cortex and the hippocampus with emotional information from the amygdala. The authors have modeled this integration by a network of spiking artificial neurons organized into separate areas and used this computational model to simulate 2 kinds of cognitive-affective integration. The model simulates successful performance by people with normal cognitive-affective integration. The model also simulates the historical case of Phineas Gage as well as subsequent patients whose ability to make decisions became impeded by damage to the ventromedial prefrontal cortex.     

Creativity: Beyond the Mind; Behind the Curtain: A Behavioral Interpretation of Improvisational Comedy

The Psychological Record - Creativity is a beautiful, some believe unexplainable, phenomenon: from the song that makes us cry, to the movie that excites us, to the painting that makes us ponder,...     

A review of climate and culture research in selling and sales management

Despite the extensive literature on organizational climate and culture and their impact on an organization's sales activities, the diversity of theoretical perspectives makes it difficult for sales professionals and scholars to understand the effect of specific climate- and culture-related factors on the performance of salespeople and sales units in an organization. The objective of this article is to clarify the conceptual underpinnings of organizational climate and culture research within the sales context through an extensive review of extant literature. In doing so, we offer a critical review of research on organizational climate and culture, a conceptual frame for viewing the literature across different levels of analysis, and specific questions to guide future research. We also make a case for more research on industry-level climate and culture in the sales context.     

Cognitive Reappraisal and Depression in Children with a Parent History of Depression

Although decades of research have documented that children whose parents have a history of Major Depressive Disorder (MDD) are at a higher risk of developing depression themselves, not all of these children go on to develop depression themselves, thus highlighting the need to understand potential moderators of risk. The current study examined whether child emotion regulation, specifically, the use of cognitive reappraisal and suppression, moderated the link between parent and child depression. We recruited 458 parents and their children between the ages of 7–11 from the community. The majority of children were Caucasian (74.2%) and approximately half were girls (46.1%). Among children with a parent history of MDD, those who reported using cognitive reappraisal more frequently were less likely to have a history of depressive diagnoses themselves and had higher current levels of positive affect. Although children’s use of suppression was not associated with their levels of depressive symptoms among children with a parent history of MDD, higher levels of suppression were related to higher levels of depressive symptoms among children with no parent history of MDD. These findings suggest that, among children with a history of parent depression, children’s use of cognitive reappraisal may influence their own risk for developing depression and highlights the potential utility of early interventions that focus on improving the use of emotion regulation strategies like cognitive reappraisal among children of depressed parents.