Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents

Substantial evidence exists that negotiators frequently fail to attain readily available and mutually beneficial outcomes. This paper provides a preliminary model of why these failures occur. We assume that negotiators are decision makers, and that their errors derive from cognitive processes ignored by utility-maximization theories. We focus on one part of the model: the systematic tendency to ignore the cognitions of opponent negotiators. Empirical evidence clarifying negotiators' cognitive processes is generated using verbal protocol techniques in a controlled negotiation task. The results show that subjects simplify the negotiation task, in part by ignoring contingencies introduced by the knowledge possessed by their opponents. The discussion focuses on how subjects simplify the task and how the decision-making perspective helps redirect the negotiation literature.     

The lntergenerational transmission of family violence: The long-term effects of aggressive behavior

This paper examines the contention that family violence is passed down from generation to generation. The sample was primarily nonclinical and was composed of 14 clients of community guidance clinics and 82 members of a randomly selected control group. The primary hypothesis that individuals who are exposed to a high degree of physical punishment as children are more likely to resort to family violence as adults was supported. Studies of the modeling of aggression were examined to suggest factors which may mediate the hypothesized relationship. It was found that respondents who had grown up in an environment characterized by either low family warmth or high stress in combination with exposure to a high degree of parental punishment were more likely to use physical punishment in their own families. Also, family violence was more likely to be transmitted in same-sex rather than cross-sex linkages.