Are some negotiators better than others? Individual differences in bargaining outcomes

The authors address the long-standing mystery of stable individual differences in negotiation performance, on which intuition and conventional wisdom have clashed with inconsistent empirical findings. The present study used the Social Relations Model to examine individual differences directly via consistency in performance across multiple negotiations and to disentangle the roles of both parties within these inherently dyadic interactions. Individual differences explained a substantial 46% of objective performance and 19% of subjective performance in a mixed-motive bargaining exercise. Previous work may have understated the influence of individual differences because conventional research designs require specific traits to be identified and measured. Exploratory analyses of a battery of traits revealed few reliable associations with consistent individual differences in objective performance-except for positive beliefs about negotiation, positive affect, and concern for one's outcome, each of which predicted better performance. Findings suggest that the field has large untapped potential to explain substantial individual differences. Limitations, areas for future research, and practical implications are discussed.     

Attributing error without taking a stand

Philosophical Studies - Moral error theory is the doctrine that our first-order moral commitments are pervaded by systematic error. It has been objected that this makes the error theory itself a...     

Equivalence‐based instruction of academic skills: Application to adolescents with autism

This study evaluated the efficacy of three equivalence‐based instruction procedures on the acquisition of novel academic skills by 3 adolescents diagnosed with autism in a school setting. The skills targeted for instruction were related to topics in history, science, and mathematics, and were taught using different training structures from the PEAK‐E curriculum. All participants demonstrated mastery of the trained relations and the tested derived relations following all variants of equivalence‐based instruction.     

Exploring the Construct Validity of the Social Cognition and Object Relations Scale in a Clinical Sample

The resistance of the Personal Orientation Dimensions (POD) to deliberate attempts at creating a favorable impression was investigated. Two groups of college students were used: (a) 21 students completed the POD under standard instructions, then received information about actualization, and completed the POD again under instructions to Create a very good impression; (b) 21 students completed the POD under standard instructions, then received information not related to actualization, and completed the POD again under instructions to create a very good impression. An analyses indicated that providing students with information about actualization did not facilitate their ability to create a favorable impression on the POD. The POD profiles produced by both groups changed significantly, and in a similar direction from pretest to posttest. Evidence is presented suggesting the existence of a "lie profile" which distinguishes deliberate attempts to create a favorable impression on the POD. These findings provide support for the resistance of the POD to deliberate attempts at creating a favorable impression.     

Using robots at work during the COVID-19 crisis evokes passion decay: Evidence from field and experimental studies

The growing trend of introducing robots into employees' work lives has become increasingly salient during the global COVID-19 pandemic. In light of this pandemic, it is likely that organisational decision-makers are seeing value in coupling employees with robots for both efficiency- and health-related reasons. An unintended consequence of this coupling, however, may be an increased level of work routinisation and standardisation. We draw primarily from the model of passion decay from the relationship and clinical psychology literature to develop theory and test a model arguing that passion decays as employees increasingly interact with robots for their work activities. We demonstrate that this passion decay leads to an increase of withdrawal behaviour from both the domains of work and family. Drawing further from the model of passion decay, we reveal that employees higher in openness to experience are less likely to suffer from passion decay upon more frequent interactions with robots in the course of work. Across a multi-source, multi-wave field study conducted in Hong Kong (Study 1) and a simulation-based experiment conducted in the United States (Study 2), our hypotheses received support. Theoretical and practical implications are discussed.     

Hangover sensitivity after controlled alcohol administration as predictor of post-college drinking

Predicting continued problematic levels of drinking after the early 20's could help with early identification of persons at risk. This study investigated whether hangover insensitivity could predict postcollege drinking and problems beyond the variance due to drinking patterns. In a preliminary study, 134 college seniors from a laboratory study of hangover (Time 1) were contacted and assessed 1-4 years (M = 2.3) later (Time 2). Hangover severity was studied after controlled alcohol administration to a specific dose while controlling sleep and environmental influences. Hangover severity at Time 1 was used to predict Time 2 drinking volume and problems while controlling for relevant demographics and Time 1 drinking volume. Hangover insensitivity at Time 1 tended to predict a clinical level of alcohol problems with a large statistical effect size. Hangover sensitivity also correlated positively with sensitivity to alcohol intoxication. Hangover severity did not predict future drinking volume. Hangover insensitivity correlates with insensitivity to intoxication and might predict more serious alcohol problems in the future, suggesting that a future larger study is warranted. Hangover insensitivity could result from physiological factors underlying low sensitivity to alcohol or risk for alcoholism.     

When do luminance changes capture attention?

In two experiments, we examined the ability of task-irrelevant changes in luminance to capture attention in an irrelevant singleton search. By using uniform increment and decrement arrays, we were able to create changes of the same absolute magnitude, but resulting in a singleton with either higher or lower contrast magnitude, relative to other elements in the search array. A condition where a singleton changed contrast polarity without a concomitant change in the overall contrast magnitude was also included. It was found that only luminance changes resulting in a singleton having increased contrast (or saliency) were effective in capturing attention. In addition, no attentional capture was observed when the irrelevant singleton was characterized by the equivalent amount of static luminance differences, suggesting a unique attentional prioritization of luminance changes that increase singleton saliency.