Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation

Although the negotiations literature identifies a variety of approaches for improving one's power position, the relative benefits of these approaches remain largely unexplored. The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the relative benefit of an advantage in one's BATNA (i.e., having a better alternative than one's counterpart) versus contribution (i.e., contributing more to the relationship than one's counterpart) for negotiator performance. Results indicate that whereas BATNAs exerted a stronger effect on resource allocations than contributions when the bargaining zone was small, an advantage in contributions exerted a stronger effect on resource allocations than BATNAs when the bargaining zone was large. These findings provide needed insight and supporting evidence for how to alter one's power relationship in negotiation.     

The impact of enhanced incentives on vocational rehabilitation outcomes for dually diagnosed veterans

This study evaluated the efficacy of adding contingency management techniques to vocational rehabilitation (VR) to improve treatment outcome as measured by entry into competitive employment. Nineteen dually diagnosed veterans who entered VR in the Veterans' Administration's compensated work therapy (CWT) program were randomly assigned to CWT (n = 8) or to CWT with enhanced incentives (n = 11). Over the first 16 weeks of rehabilitation, those in the incentives condition could earn up to dollar 1,006 in cash for meeting two sets of clinical goals: (a) remaining abstinent from drugs and alcohol and (b) taking steps to obtain and maintain a competitive job. Results indicate that relative to participants in the CWT-only group, those in the incentives condition engaged in more job-search activities, were more likely to remain abstinent from drugs and alcohol, were more likely to obtain competitive employment, and earned an average of 68% more in wages. These results suggest that rehabilitation outcomes may be enhanced by restructuring traditional work-for-pay contingencies to include direct financial rewards for meeting clinical goals.     

The structure of goal contents across 15 cultures

The authors investigated the structure of goal contents in a group of 1,854 undergraduates from 15 cultures around the world. Results suggested that the 11 types of goals the authors assessed were consistently organized in a circumplex fashion across the 15 cultures. The circumplex was well described by positioning 2 primary dimensions underlying the goals: intrinsic (e.g., self-acceptance, affiliation) versus extrinsic (e.g., financial success, image) and self-transcendent (e.g., spirituality) versus physical (e.g., hedonism). The circumplex model of goal contents was also quite similar in both wealthier and poorer nations, although there were some slight cross-cultural variations. The relevance of these results for several theories of motivation and personality are discussed.     

Price sensitivity and innovativeness for fashion among Korean consumers

Price sensitivity is how consumers react to price levels and to price changes. Consumer innovativeness is a tendency to welcome and to adopt new products. Researchers (e.g., R. E. Goldsmith & S. J. Newell, 1997) consider innovative consumers relatively more price insensitive than other consumers, so there should be a negative correlation between measures of these constructs. The results of the present study supported the psychometric soundness of a self-report measure of price sensitivity among 860 Korean consumers and replicated earlier findings of the negative correlation between the 2 constructs.     

An illustration of multilevel factor analysis

The factor analysis of repeated measures psychiatric data presents interesting challenges for researchers in terms of identifying the latent structure of an assessment instrument. Specifically, repeated measures contain both within and between individual sources of variance. Although a number of techniques exist for separating out these 2 sources of variance, all are problematic. Recently, researchers have proposed that exploratory multilevel factor analysis (MFA) be used to appropriately analyze the latent structure of repeated measures data. The chief objective of this report is to provide a didactic step-by-step guide on how MFA may be applied to psychiatric data. In the discussion, we describe difficulties associated with MFA and consider challenges in factor analyzing life event appraisals in psychiatric samples.     

Comparing performance by parents and offspring on a rapid tapping task

The purpose of this study was to identify the relationships between 42 parents' and their offsprings' performance on a rapid tapping task. It was expected that genetic predispositions would gradually limit children's performance on a tapping task as they matured chronologically. Four different age groups of children and their parents performed the tapping task on different sizes of boards. Repeated-measures analysis of variance indicated that, while parents' mean performance was generally higher than that of their children (F = 32.89, p < .001), the difference was affected by the children's age, which hand was used, and the board size. Spearman rank correlation scores between parents' and children's overall performances gradually increased across age groups (p = -.29, -.10, .47, and .40, respectively, from younger to older age groups). This finding suggests that the potential of youngsters' future performance may be predicted with greater certainty by observing their parents' present performance. This may improve the predictive power of planned programs.     

Psychometric Modeling of response speed and accuracy with mixed and conditional regression

Human performance in cognitive testing and experimental psychology is expressed in terms of response speed and accuracy. Data analysis is often limited to either speed or accuracy, and/or to crude summary measures like mean response time (RT) or the percentage correct responses. This paper proposes the use of mixed regression for the psychometric modeling of response speed and accuracy in testing and experiments. Mixed logistic regression of response accuracy extends logistic item response theory modeling to multidimensional models with covariates and interactions. Mixed linear regression of response time extends mixed ANOVA to unbalanced designs with covariates and heterogeneity of variance. Related to mixed regression is conditional regression, which requires no normality assumption, but is limited to unidimensional models. Mixed and conditional methods are both applied to an experimental study of mental rotation. Univariate and bivariate analyzes show how within-subject correlation between response and RT can be distinguished from between-subject correlation, and how latent traits can be detected, given careful item design or content analysis. It is concluded that both response and RT must be recorded in cognitive testing, and that mixed regression is a versatile method for analyzing test data.I am grateful to Rogier Donders for putting his data at my disposal.     

The Real Puzzle From Radford

In this paper, I will argue that Radfords real question is not the conceptual one, as it is usually taken, but the causal one, and show that Waltons account, which treats Radfords puzzle as the conceptual question, is not a satisfactory solution to it. I will also argue that contrary to what Walton claims, the causal question is not only important, but also closely related to the conceptual and normative questions. What matters is not that Walton has not solved Radfords puzzle per se, but that he has not recognized the importance of this puzzle. While doing this, I will suggest a revision to the cognitive theory of emotion.