Getting to Best: Efficiency versus Optimality in Negotiation

Negotiation between two individuals is a common task that typically involves two goals: maximize individual outcomes and obtain an agreement. However, research on the simplest negotiation tasks demonstrates that although naive subjects can be induced to improve their performance, they are often no more likely to achieve fully optimal solutions. The present study tested the prediction that a decrease in a particular type of argumentative behavior, substantiation, would result in an increase in optimal agreements. As substantiation behaviors depend primarily on supplied content of the negotiation task, it was also predicted that substantiation behavior would be reduced by curtailing the content. A 2 × 2 experimental design was employed, where both negotiation tactics (list of tactics present versus absent) and negotiation task content (high versus low) were varied to determine the processes leading beyond solution improvement to solution optimality. Sixty‐one dyads engaged in a two‐party, four‐issue negotiation task. All negotiations were videotaped and analyzed. Although the list of negotiation tactics resulted in improved performance, only the content manipulation resulted in a significant increase in dyads achieving optimal solutions. Analyses of the coded protocols indicated that the key difference in achieving optimality was a reduction in persistent substantiation‐related operators (substantiation, along with single‐issue preferences and procedures) and an increase in a complex macro‐operator, multi‐issue offers that reduced the problem space, facilitating the search for optimality.     

Mood-congruent free recall bias in anxiety

The present study evaluated the status of mood-congruent free recall bias in anxious individuals following incidental encoding of target words. In the first experiment, high trait anxiety individuals showed increased recall of threat-related information after an orienting task promoting lexical processing of target words. In a second experiment, both lexical and semantic orienting tasks were performed at study. In this experiment, anxious individuals displayed a mood-congruent recall bias only for target information processed at a lexical level. Theoretical and practical implications of these findings are discussed.     

The effect of power on susceptibility to emotional contagion

Abstract

This study explored two questions: Do people tend to display and experience other people's emotions? If so, what impact does power have on people's susceptibility to emotional contagion? We speculated that the powerless should pay more attention to their superiors (than their superiors pay to them) and should thus be especially likely to “catch” their superion' emotions as well. College students, given the role of “teacher” (powerful person) or “learner” (powerless person), observed videotapes of another (fictitious) subject relating an emotional experience. They were asked what emotions they felt as they watched their partner describe the happiest and saddest event in his life. In addition, they were videotaped as they watched the tape. As predicted, clear evidence of emotional contagion was obtained in this controlled laboratory setting. However, a direct (rather than inverse) relation between power and emotional contagion was found. Powerful subjects were more likely to display their subordinate's feelings than subordinates were to display those of the powerful other. Several possible explanations for these unexpected results were proposed.     

Measuring Parents’ Elaborative Reminiscing: Differential Links of Parents’ Elaboration to children’s Autobiographical Memory and Socioemotional Skills

ABSTRACT

Parents’ elaboration plays an important role in autobiographical memory and socioemotional development. Two types of coding approaches have been used to assess parents’ elaboration: a frequency-based coding (absolute frequencies of different types of elaborative utterances) and a scale-based coding (a 5-point scale based on relative frequencies of types of questions). We examined whether these two coding approaches were related and whether they were differentially associated with child autobiographical memory and socioemotional skills. Sixty-eight preschoolers (M = 50.32) reminisced about positive and negative past events, with their parents and with a researcher. Parents’ elaboration was assessed using the frequency- and scale-based coding approaches. Child autobiographical memory and emotion references were assessed in shared recall (parent–child conversations). Child autobiographical memory was also assessed in independent recall (researcher-child conversations). Child emotion regulation was assessed using the Challenging Situation task. The two coding approaches were moderately related. Parents’ elaboration was related to child autobiographical memory and emotion references in shared recall, regardless of the coding approach. Whereas the frequency-based coding was uniquely related to child memory in the independent recall, the scale-based coding was uniquely related to child emotion regulation. Implications of using diverse coding approaches to understand the role of parents in child development are discussed.