Negotiators' bargaining histories and their effects on future negotiation performance

In 2 studies the authors show that the quality of deals negotiators reach are significantly influenced by their previous bargaining experiences. As predicted, negotiators who reached an impasse on a prior negotiation were more likely either to impasse in their next negotiation or to reach deals of low joint value compared to those who had reached an initial agreement. Notably, the impact of past performance on subsequent deals was just as strong for negotiators who changed partners on the 2nd occasion. Results highlight the role of bargaining histories as significant predictors of negotiation behavior. Moreover, they suggest that, at least in some cases, negotiations should be conceptualized as interrelated exchanges rather than separable incidents.     

The cultural grounding of personal relationship: enemyship in North American and West African worlds

Three studies investigated the implicit constructions of reality associated with cultural differences in enemyship (personal relationship of hatred, malice, and sabotage). Results of interview (Study 1; N = 98) and questionnaire (Study 2; N = 166) research indicated that enemyship was more prominent among Ghanaian participants than among U.S. participants. Additional evidence located a potential source of these differences in different constructions of relationship. Responses linked the prominence of enemyship to constructions of relationship as inherent, enduring connection (interdependent models). Responses linked the sense of freedom from enemyship to constructions of relationship as the discretionary product of atomistic selves (independent models). An experiment among Ghanaian participants (Study 3; N = 48) provided evidence that increasing experience of inherent connection can be sufficient to increase accessibility of enemyship. Results help to illuminate the cultural grounding of personal relationship and other phenomena that are typically invisible in mainstream theory and research.     

Working Memory and Spoken Language Comprehension in Young Children

This study has two theoretical dimensions: (a) to explore which components of Baddeley's (1986) working memory model are associated with children's spoken language comprehension, and (b) to compare the extent to which measures of the components of this fractionated model and an index of a unitary model (listening span) are able to predict individual differences in spoken language comprehension. Correlational analyses revealed that within a group of 66 4– and 5-year-old children both listening span and phonological memory, but not visuospatial memory, were associated with vocabulary knowledge and spoken language comprehension. However, of the proposed measures of central executive function—dual task coordination, sustained attention, verbal fluency—only the latter was related to children's ability to understand spoken language. Hierarchical regression analyses indicated that variance in vocabulary knowledge was best explained by phonological memory skills, whereas individual differences in spoken language comprehension exhibited unique and independent associations with verbal fluency.     

Neurobehavioral deficit and computed tomographic abnormalities in three samples of schizophrenic patients

Recent reports have suggested that schizophrenics show brain abnormalities as reflected on computed tomography (CT Scan). We present data on three groups of schizophrenic patients which replicate our original report of this phenomenon with associated neuropsychological test results. The over-all evidence for an increased rate of neuropsychological abnormalities and related CT structural anomalies in groups of schizophrenics in several studies is robust. The biological dynamics, cause-effect relationships, and clinical applicability of this phenomenon in the individual case, however, are far from clear. Diagnostic agreements between behavioral and structural abnormalities should simultaneously sound a note of clinical caution and stimulate further study.     

Imitation and social responsiveness in autistic children

Fifteen autistic children, ages 4–6 years, participated in the present study. Imitation and object permanence skills were assessed. Language and social behaviors were observed during free play. Children were also exposed to three interactive procedures that differed in developmental sophistication. The experimenter either (1) simultaneously imitated the child's actions, (2) modeled a familiar action, or (3) modeled a novel action. It was found that the autistic children who had a low level of imitative ability (Piaget's Stages 2–3) were more socially responsive, showed more eye contact, and played with toys in a less perseverative manner when the experimenter imitated their behavior than when the experimenter modeled either a familiar or a novel action. When the experimenter modeled a familiar as opposed to a novel action, these children were more likely to spontaneously imitate the experimenter. The autistic children with more highly developed imitation skills, however, responded similarly to all conditions. They also were generally more socially and verbally responsive. These results suggest that developmental status is an important variable in designing intervention programs for severely impaired children.We would like to express our appreciation to the autistic children who participated in the study, and to their parents, and to the staff of the T.E.A.C.C.H. Division, University of North Carolina for their help and cooperation. We would also like to thank Karen Cotten, Pete Giordano, Vickie Hall, Lee Hendrix, Shari Jernigan, Kevin Lumley, Cindy Seagroves, Sheryl Solomon, Kathy Stetson, and Jeannie Teasley for their assistance in data collection and coding, and Mary Lynn Eckert and Anne Stanford for their secretarial assistance. Cathy Dent provided helpful suggestions on earlier drafts of the paper. Support was provided by UNC Research Council.     

Representing approximate ordering and equivalence relations

The central question considered is: given appropriate precisations of the ideas of an empirical system's approximately satisfying laws of measurement with error at most ? (for some ? ≥ 0), and of a real-valued function over its domain providing an approximate representation of its basic operations and relations with error at most δ, can it be shown that satisfaction of the laws with ‘sufficiently small’ error insures numerical representability with arbitrarily small error? Positive answers are given in the cases of ordinal and nominal measurement, together with some indications of the sizes of the errors involved. Problems of extending the theory to more complex types of measurement are discussed, some open problems and conjectures are formulated, and a relation between the ‘approximate representation’ and ‘stochastic choice model’ approaches to measurement with fallible data is established.     

Logical competence and transitive inference in young children

Five-year-old children were trained on the length relationships between the adjacent members of a five-term series of sticks. They were then tested on their abilities (1) to judge the length relationships between nonadjacent pairs of the series, and (2) to incorporate an unseen novel stick into the series through inference. Children who were trained with sticks of markedly different lengths succeeded on the first test but not the second; they apparently relied on memory for the absolute lengths of the sticks. Children in the other groups succeeded on both tests. The critical factor in inducing the use of seriation and transitivity seemed to be the elimination of alternative solutions.     

Analyzing stereotypes of women in the work force

The effects of three role stereotypes on three socialization factors are investigated in a pilot study of over 1,700 women entering male-dominated skilled labor fields. Canonical correlation is used to analyze the data as an example of an appropriate technique for investigating such two-component multivariate relationships.