Sabotaging the deal: The way relational concerns undermine negotiators

We addressed the questions of how and to what end negotiators sacrifice their economic outcomes in exchange for hoped-for relationship gains with the other party. We predicted that negotiators' chronic belongingness needs–fundamental to human beings–would undercut the economic value of their deals. Moreover, we tested two mechanisms by which this occurs. Belongingness needs encouraged negotiators to reduce their economic ambitions ahead of time, and they interfered with negotiators' attention to the substantive issues on the table. Rather than finding that partners were able to exploit negotiators' belongingness needs for their own economic gains, we found that their partners were left worse off. If negotiators were making a calculation initially to trade economic gains for relationship gains, we did not find evidence that this paid off with a partner who especially wanted to work with the focal negotiator in the future. We conclude that belongingness needs lead negotiators to sabotage their economic outcomes without any clear benefits to the relationships these negotiators are keen to build.     

Misrepresenting consciousness

An important objection to the “higher-order” theory of consciousness turns on the possibility of higher-order misrepresentation. I argue that the objection fails because it illicitly assumes a characterization of consciousness explicitly rejected by HO theory. This in turn raises the question of what justifies an initial characterization of the data a theory of consciousness must explain. I distinguish between intrinsic and extrinsic characterizations of consciousness, and I propose several desiderata a successful characterization of consciousness must meet. I then defend the particular extrinsic characterization of the HO theory, the “transitivity principle,” against its intrinsic rivals, thereby showing that the misrepresentation objection conclusively falls short.     

It is irrelevant,but it matters: Using confluence theory to predict the influence of beliefs on evaluations,attitudes, and intentions

The present research is based on the notion of confluence—that associated mental elements have a tendency to become more consistent with each other over time, even if some of them are logically irrelevant to the issue at hand. This idea was applied to a voting paradigm where participants were exposed to varying numbers of valenced beliefs about a candidate. Two experiments tested the idea that although valenced beliefs influence attributions and voting intentions, there is an additional process whereby evaluations of irrelevant beliefs also are influenced. Not surprisingly, as more positive or negative beliefs were presented, voting intentions became more positive or more negative, respectively. More dramatically, however, positive or negative evaluations of irrelevant beliefs became more extreme in the direction of the presented items as more of them were presented. An additional experiment tested alternative mechanisms. Copyright © 2012 John Wiley & Sons, Ltd.     

Obsessive beliefs predict cognitive behavior therapy outcome for obsessive compulsive disorder

Cognitive accounts of obsessive compulsive disorder (OCD) assert that core beliefs are crucial to the development, maintenance, and treatment of the disorder. There are a number of obsessive beliefs that are considered fundamental to OCD, including personal responsibility, threat estimation, perfectionism, need for certainty, importance of thoughts, and thought control. The present study investigated if pretreatment severity of obsessive beliefs, as well as the change in obsessive beliefs following treatment, predicted intensive, residential cognitive behavioral therapy (CBT) treatment outcome. A series of hierarchical regression analyses were carried out to investigate the relations between obsessive beliefs and treatment outcome. Results indicated that inflated pretreatment responsibility/threat estimation beliefs were significantly related to less overall obsessive compulsive (OC) symptom reduction at discharge, explaining 2% of the overall variance. Changes in obsessive beliefs broadly, and importance/control of thoughts specifically, were positively related to overall OC symptom reduction at discharge, respectively explaining 18% and 3.6% variance. Results are modestly consistent with a number of theoretical models, which argue that inflated responsibility, threat estimation, and thought control are important to the maintenance and treatment of OCD.     

The Importance of Therapist/Client Ethnic/Racial Matching in Couples Treatment for Domestic Violence

Outcome research indicates a relative degree of variability regarding the effectiveness of client and therapist ethnic/racial matching (see Cabral and Smith 2011; Shin et al. in J Couns Psychol 52(1):45–56, 2005). Considering these findings, our study hopes to further understand the complexity behind ethnic/racial matching in treatment. In this study, we examined interviews with clients and therapists regarding ethnic/racial matching in couples treatment for domestic violence (e.g., McCollum and Stith in Violence Vict 23(2):187–201, 2008). Our findings indicated that ethnic/racial matching is a complex multi-faceted issue and connected ethnic/racial matching with issues of culture, human experience, and others. We recommend clinicians consider the complexity of ethnic/racial matching in practice.     

Effects of stimulus preexposure on omission responding and omission-produced dishabituation of the human electrodermal response

As a test of Wagner's (1981) theory of habituation, three experiments examined the effects of stimulus preexposure on electrodermal responding to the absence of a stimulus and on omission-produced dishabituation. The general procedure for all experiments consisted of a preexposure phase in which one stimulus (S1) was presented 20 times, followed by a pairing phase in which S1 was followed by a second event, S2. After a number of S1-S2 pairings, S2 was omitted for one trial and was then represented following S1 on the next trial. Electrodermal activity was measured in all experiments, and in Experiments 2 and 3, a measure of expectancy of S2 in the presence of S1 was also obtained to provide a putative index of S2 priming by S1. Experiments 1 (N=48) and 2 (N=72) employed 15 S1-S2 pairings prior to S2 omission. Significant omission responding and dishabituation to S2 were obtained in both experiments. However, omission effects were not influenced by preexposure presentations of S1. Experiment 3, on the other hand, demonstrated that omission responding and dishabituation were attenuated by 20 preexposures of S1 when only 4 S1-S2 pairings were employed. In addition, Experiments 2 and 3 revealed that although expectation of S2 developed as a function of S1-S2 pairings, it too was reduced by preexposure to S1. Only Experiment 3 provided preexposure effects that are consistent with Wagner's (1981) theory.