Perspective taking as a means to overcome motivational barriers in negotiations: when putting oneself into the opponent's shoes helps to walk toward agreements

Previous negotiation research predominantly focused on psychological factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators' egoistic motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to demonstrate that perspective taking serves as a powerful tool to avoid impasses and to overcome egoistic impediments. Specifically, it was predicted that within an integrative context perspective-takers succeed to exchange concessions on low- versus high-preference issues (i.e., logroll), thereby increasing their individual profits without inflicting hurtful losses upon their counterparts. Three studies were conducted to test these predictions. Study 1 reveals that whereas negotiators' egoistic motivation increases the risk of partial impasses, perspective taking alleviates this risk. Study 2 demonstrates that this beneficial effect of a perspective-taking mindset is limited to integrative negotiations and does not emerge in a distributive context, in which negotiators are constrained to achieve selfish goals by inflicting hurtful losses on their counterparts. Study 3 confirms the assumption that in an integrative context egoistic perspective-takers overcome the risk of impasses by means of logrolling. The findings of the present studies are discussed with respect to their contribution to research on negotiations, social motivation, and perspective taking.     

Following the standard form: Effects of equation format on algebraic modeling

When people construct algebraic equations to represent quantitative relations, they often reverse the roles of the variables (6S = P instead of 6P = S). Results from three experiments show that a major reason for such reversal errors is people’s adherence to, and interpretation of, the Standard Form of algebraic models. College students constructed, selected, and interpreted algebraic models that either had the standard multiplication format (MF: ax = y), or the mathematically equivalent division format (DF: y/a = x). A large minority of participants constructed reversed MF models, whereas most participants who were instructed to use DF equations constructed correct models (Experiment 1). Most participants understood that MF and DF models of the same relation should be mathematically equivalent (Experiment 2), but they drew a conceptual distinction between these models (Experiment 3). The authors discuss the impact of notational conventions on people’s interpretation and use of representational tools.     

Familienplanung junger onkologischer Patienten

Cancer patients in young adulthood are affected by the cancer diagnosis in a period of life where future parenthood or fulfilling of a potential wish to have children plays an important role. To perform fertility preserving treatment, patients should be fully informed before any treatment is carried out. The following review broaches the issue of whether and how fertility concerns are discussed in the medical consultation. Therefore, relevant papers were identified by a database search between the years 2000 and 2010. A total of 21 studies were included which focussed on physician-patient communication from the point of view of the patients or healthcare professionals. Oncologists do not routinely speak to patients about fertility issues. Both oncologists and patients expressed communication difficulties. An improvement of the medical interview concerning family planning could be achieved by provision of guidelines, training for healthcare professionals, cooperation between oncologists and reproductive medicine and the provision of educational patient material.     

Are occupational interests hormonally influenced? The 2D:4D-interest nexus

Occupational interests constitute a psychological variable with pronounced sex differences. Whereas males are more interested in things, females primarily take an interest in people. As various studies with mammals and humans documented the role of androgen exposure on sex-typical behavior, we assumed that androgen levels are associated with occupational interests. In our study, we used 2D:4D digit ratio as an indicator of prenatal androgen levels and finger lengths as an indicator of post-pubertal androgen levels. Occupational interests were measured with a standard interest inventory. We hypothesized that finger lengths and ratios indicating high androgen levels are associated with stronger interests in things and weaker interests in people. All measures were gathered using an online interest inventory thereby leading to sufficient statistical power (N = 8646). Results partly confirmed our hypotheses. We found significant correlations between finger lengths and interests in things for males. Moreover, in the case of males we identified significant correlations between finger lengths (positive) as well as digit ratios (negative) with realistic interests and significant correlations between finger lengths (negative) and social interests, which are a marker variable of the people-things dimension.     

Automatic classification of dysfunctional thoughts: A feasibility test

The identification of dysfunctional thoughts is a central effort in cognitive therapy. This paper describes the first version of a computer module that classifies dysfunctional thoughts automatically. It is part of COGNO, a system we are developing to give automatic feedback on dysfunctional thoughts. The system uses rules that were developed from language markers identified in a sample of 149 dysfunctional thoughts. The system was tested with an independent set of 112 example thoughts. The system detects the majority of dysfunctional thoughts, but works reliably only for some thought categories. Automatic thought classification may be a first step toward developing natural dialogue systems in cognitive therapy.     

What friends are for! The use of routine standards in social comparison

Social comparisons are frequently used for self-evaluation. As a consequence, judges have to be efficient in each comparison step. Standard selection, however, is traditionally seen as an elaborate process in which judges deliberately select similar standards. We propose that often judges do not engage in such deliberate selection processes. Instead, they use routine standards--standards that have frequently been used for self-evaluation. Consistent with this assumption, Studies 1-3 demonstrate that student participants activate knowledge about their best friend--a likely routine standard--during self-evaluation. In Study 1, lexical decisions for the best friend's name are facilitated after self-evaluation. In Study 2, participants judge their best friend faster after evaluating themselves on the same dimension. In Study 3, this is even the case if the best friend is dissimilar and consequently undiagnostic. Finally, in Study 4, self-evaluations are primarily influenced by comparison information about an experimentally created routine standard.     

Momentary task-values and expectations predict engagement in science among Finnish and Chilean secondary school students

While expectancy-value-cost theory predicts that students' task values play an important part in academic engagement, these associations have rarely been tested in science education and are even less studied in authentic classroom situations. The present study examined to what extent momentary task-values, expectations and costs are associated with students' momentary academic engagement in science classes. Momentary academic engagement was operationalised as energy (give up), dedication (grit) and absorption (flow) components of engagement. Finnish (N = 5891 beeps, 307 students) and Chilean (N = 1931 beeps, 157 students) secondary school students participated in the study using Experience Sampling Method via smartphones. When signalled, students responded to questions via smartphones concerning their momentary task values, expectations, costs and components of engagement in the current activity. The research questions were analysed with multilevel path modelling. The results showed that, for both samples task-values, expectations and costs were related to energy, dedication and absorption components of engagement in science classes. High momentary task-values were positively associated with momentary flow and grit; high momentary expectations were positively associated with high grit and low giving up in both samples; and high momentary challenge showed as increases in feelings of giving up.     

Do patients suffering from chronic diseases retrospectively overestimate how healthy they were before they fell ill?

Background/Objective: To examine the impact of a disease on a person's subjective health state, patients are often asked to assess their current health state and to retrospectively assess how healthy they were before they fell ill. The objective of this study was to test whether patients generally overestimated the quality of their pre-disease health. Method: Six samples of patients with chronic diseases (cancer patients, cardiovascular patients, and patients diagnosed with sarcoidosis, N between 197 and 1,197) were analyzed. The patients assessed their current health states and their health states at the time before diagnosis. The retrospective scores were compared with matched data from general population studies. Results: In three of the six studies, the retrospective health ratings of the patients were significantly higher than the general population norms (effect sizes between 0.24 and 0.46), two studies yielded nonsignificant effects, and in one study there was an opposite trend. The general overestimation of pre-disease health was more pronounced in older patients as compared with younger ones, and it was more pronounced when global health/quality of life was to be assessed. Conclusions: Retrospective assessments of pre-disease health states are not appropriate for assessing disease-related changes in a person's health state.     

Illness Beliefs,Treatment Beliefs and Information Needs as Starting Points for Patient Information: The Evaluation of an Intervention for Patients with Depression

Patients with depression are often dissatisfied with disease- and therapy-related information. The objective of this study was to evaluate an intervention that applied the Common Sense Model to the provision of information during inpatient rehabilitation for patients with depression. The intervention was evaluated in a sequential control group design. Analyses of covariance were used to assess differences between the control and intervention groups. Changes with respect to illness and treatment beliefs (personal control, treatment control, coherence and concerns about medicines), satisfaction with information about medicines, illness and rehabilitation, and depressive burden were selected as primary outcome measures. We observed significant between-group differences indicating the intervention group’s superiority in terms of satisfaction with information regarding medicines. However, the two groups’ changes during rehabilitation did not differ in terms of the other outcomes. The intervention resulted in patients judging that their medication information needs had been more thoroughly fulfilled than those patients who received care-as-usual information. However, the intervention did not prove to be effective when the other outcome variables are considered. Taken together and bearing in mind the limitations of our study—particularly the non-randomised design—our results should be replicated in a randomised controlled trial.