Getting to Best: Efficiency versus Optimality in Negotiation

Negotiation between two individuals is a common task that typically involves two goals: maximize individual outcomes and obtain an agreement. However, research on the simplest negotiation tasks demonstrates that although naive subjects can be induced to improve their performance, they are often no more likely to achieve fully optimal solutions. The present study tested the prediction that a decrease in a particular type of argumentative behavior, substantiation, would result in an increase in optimal agreements. As substantiation behaviors depend primarily on supplied content of the negotiation task, it was also predicted that substantiation behavior would be reduced by curtailing the content. A 2 × 2 experimental design was employed, where both negotiation tactics (list of tactics present versus absent) and negotiation task content (high versus low) were varied to determine the processes leading beyond solution improvement to solution optimality. Sixty‐one dyads engaged in a two‐party, four‐issue negotiation task. All negotiations were videotaped and analyzed. Although the list of negotiation tactics resulted in improved performance, only the content manipulation resulted in a significant increase in dyads achieving optimal solutions. Analyses of the coded protocols indicated that the key difference in achieving optimality was a reduction in persistent substantiation‐related operators (substantiation, along with single‐issue preferences and procedures) and an increase in a complex macro‐operator, multi‐issue offers that reduced the problem space, facilitating the search for optimality.     

Understanding and Counseling Self‐Mutilation in Female Adolescents and Young Adults

This article examines the syndrome of self‐mutilation with specific attention given to self‐mutilation in female adolescents and young adults. Causes, symptoms, types, definitions, and treatments are discussed. Included is an explanation of the lexical and conceptual confusion that accompanies self‐mutilation. Implications and recommendations for counselors are addressed.     

OVERT, COVERT, AND SUBTLE SEXISM

The Attitudes Toward Women Scale (AWS) is routinely used as a general measure of sexism. In this article, it is argued that the AWS (Spence, Helmreich, & Stapp, 1973) actually measures overt or blatant sexism (harmful and unequal treatment of women that is intentional, visible, and unambiguous), whereas the Modern Sexism Scale (MS) measures covert or subtle forms of sexism (sexism that is either hidden and clandestine or unnoticed because it is built into cultural and societal norms). Support for this distinction is shown by way of (a) confirmatory factor analyses, (b) correlations with affective reactions to different categories of women and men (i.e., women and men in general, traditional women and men, feminists, and chauvinists), and (c) correlations with perceptions of sexual harassment. These analyses indicate that the AWS and MS scales measure distinct but related constructs.     

Food, mood, and attitude: reducing risk for eating disorders in college women.

Food, Mood, and Attitude (FMA) is a CD-ROM prevention program developed to decrease risk for eating disorders in college women. Female 1st-year students (N = 240) were randomly assigned to the intervention (FMA) or control group. Equal numbers of students at risk and of low risk for developing an eating disorder were assigned to each condition. Participants in the FMA condition improved on all measures relative to controls. Significant 3-way interactions (Time x Condition x Risk Status) were found on measures of internalization of sociocultural attitudes about thinness, shape concerns, and weight concerns, indicating that at-risk participants in the intervention group improved to a greater extent than did low-risk participants. At follow-up, significantly fewer women in the FMA group reported overeating and excessive exercise relative to controls.