The influence of power on the information search, impression formation, and demands in negotiation

Based on work by Fiske (1992), we argue that power differences influence information search strategies during negotiation. Experiment 1 showed that negotiators with less power ask more diagnostic than leading questions, and more belief-congruent than incongruent questions, when facing a competitive rather than cooperative partner. Experiment 2 suggested that this result was caused by stronger accuracy and impression motivation among less powerful negotiators. Experiment 3 showed that belief-congruent rather than incongruent questions produce more positive impressions during negotiation. And when less powerful negotiators are asked leading questions about their willingness to cooperate (compete), they responded with lower (higher) demands. The results are discussed in terms of a motivated information-processing model of negotiation.     

Harming high performers: a social comparison perspective on interpersonal harming in work teams

This study developed a multilevel model of the interpersonal harming behavior associated with social comparison processes in work teams. We tested this model using temporally lagged data from a sample of student teams (Study 1) and cross-sectional data from a sample of work teams in a telecommunication services company (Study 2). In both studies, social relations analyses revealed that in teams with less cooperative goals, comparison to a higher performing team member was positively associated with interpersonal harming behavior, but only when expectations of future performance similarity to that member were low. The interactive relationship of social comparison and expected future performance similarity with interpersonal harming was buffered, however, in teams with more cooperative goals.     

Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict?

In representative negotiations, interests of the representative and the represented constituency are not always aligned. We investigated how interest (mis)alignment and representative’s social value orientation influence representative negotiations. Past theory and research on the principal–agent problem, social value orientation, and cooperation in social dilemmas offer different perspectives, which we examined in two experiments. Experiment 1 revealed that both representatives with a pro-social and a pro-self value orientation were reluctant to accommodate the negotiation adversary at a cost to themselves and their constituency, while pro-social representatives were more willing to sacrifice self-interest to benefit constituency and adversary combined. Experiment 2 replicated this finding, and clarified that pro-social representatives were more willing to self-sacrifice when this served their constituency only than when it indirectly served the adversary too. Such parochial altruism demonstrates the discriminatory nature of pro-socials’ cooperation and reveals the potential dark side of a pro-social orientation in constructive intergroup negotiations.     

The Emerging View of Emotion as Social Information

Emotions play an important role in coordinating social life. In the last decade, traditional research on the intrapersonal effects of emotions has been complemented by a growing focus on interpersonal effects. I propose that a primary function of emotion at this interpersonal level is to disambiguate social interaction by providing information about the expresser’s feelings, goals, motives, and intentions. Building on this idea, I introduce the emotions as social information (EASI) model. The model posits that emotional expressions influence observers by eliciting affective reactions in them and/or by triggering inferential processes, depending on the observer’s information processing motivation and ability and on social-contextual factors. I discuss implications of this view for theorizing about the social functions of emotions; the evolution of emotion; the influence of emotional expressivity, emotion recognition, and emotion regulation; and the role of culture.     

Does maternal prenatal stress adversely affect the child's learning and memory at age six?

Prenatal maternal stress has been shown to affect postnatal development in animals and humans. In animals, the morphology and function of the offspring's hippocampus is negatively affected by prenatal maternal stress. The present study prospectively investigated the influence of prenatal maternal stress on learning and memory of 112 children (50 boys, 62 girls, Age: M=6.7 years, SD=8.4 months), with the Test of Memory and Learning (TOMAL). Maternal stress levels were determined three times during pregnancy by self-report questionnaires. Furthermore, maternal saliva cortisol samples were used as a measure of hypothalamus-pituitary-adrenal axis functioning. Results of hierarchical multivariate regression analyses showed that maternal life events measured during the first part of pregnancy were negatively associated with the child's attention/concentration index, while controlling for overall IQ, gender, and postnatal stress. No associations were found between prenatal maternal cortisol and the offspring's learning and memory.     

Robustness of the cognitive gains in 7-month-old bilingual infants: A close multi-center replication of Kovács and Mehler (2009)

We present an exact replication of Experiment 2 from Kovács and Mehler's 2009 study, which showed that 7-month-old infants who are raised bilingually exhibit a cognitive advantage. In the experiment, a sound cue, following an AAB or ABB pattern, predicted the appearance of a visual stimulus on the screen. The stimulus appeared on one side of the screen for nine trials and then switched to the other side. In the original experiment, both mono- and bilingual infants anticipated where the visual stimulus would appear during pre-switch trials. However, during post-switch trials, only bilingual children anticipated that the stimulus would appear on the other side of the screen. The authors took this as evidence of a cognitive advantage. Using the exact same materials in combination with novel analysis techniques (Bayesian analyses, mixed effects modeling and cluster based permutation analyses), we assessed the robustness of these findings in four babylabs (N = 98). Our results did not replicate the original findings: although anticipatory looks increased slightly during post-switch trials for both groups, bilingual infants were not better switchers than monolingual infants. After the original experiment, we presented additional trials to examine whether infants associated sound patterns with cued locations, for which we did not find any evidence either. The results highlight the importance of multicenter replications and more fine-grained statistical analyses to better understand child development.

Highlights

• We carried out an exact replication across four baby labs of the high-impact study by Kovács and Mehler (2009).
• We did not replicate the findings of the original study, calling into question the robustness of the claim that bilingual infants have enhanced cognitive abilities.
• After the original experiment, we presented additional trials to examine whether infants correctly associated sound patterns with cued locations, for which we did not find any evidence.
• The use of novel analysis techniques (Bayesian analyses, mixed effects modeling and cluster based permutation analyses) allowed us to draw better-informed conclusions.

     

On the dominance of whole-word knowledge in reading aloud

The localist dual-route model of visual word recognition assumes a routine thataddresses the pronunciation of all words known to the reader (the lexical-semantic pathway) and another routine, operating in parallel, thatassembles pronunciations on the basis of sublexical spelling-sound correspondences. The present experiment exploits theexception effect (in which words that are atypical in terms of their spelling-sound correspondences are named more slowly than typical ones) because it is considered a marker of the joint operation of these two routines. Participants named high- and lowfrequency regular and exception words that were repeated across two blocks of trials. The widely reported interaction between regularity and word frequency is present in Block 1 but is reduced in magnitude in Block 2. DRC, an implemented dual-route model, simulates the data. Taken in conjunction with other reports, the results provide further evidence for a double dissociation between addressed and assembled routines and are consistent with the view that skill in recognizing printed words known to the reader reflects the dominance of orthographic over phonological processing.     

Does Maternal Prenatal Stress Adversely Affect the Child’s Learning and Memory at Age Six?

Prenatal maternal stress has been shown to affect postnatal development in animals and humans. In animals, the morphology and function of the offspring’s hippocampus is negatively affected by prenatal maternal stress. The present study prospectively investigated the influence of prenatal maternal stress on learning and memory of 112 children (50 boys, 62 girls, Age: M=6.7 years, SD=8.4 months), with the Test of Memory and Learning (TOMAL). Maternal stress levels were determined three times during pregnancy by self-report questionnaires. Furthermore, maternal saliva cortisol samples were used as a measure of hypothalamus-pituitary-adrenal axis functioning. Results of hierarchical multivariate regression analyses showed that maternal life events measured during the first part of pregnancy were negatively associated with the child’s attention/concentration index, while controlling for overall IQ, gender, and postnatal stress. No associations were found between prenatal maternal cortisol and the offspring’s learning and memory.