Dyadic Power Profiles: Power‐Contingent Strategies for Value Creation in Negotiation

Using a simulated employment negotiation, we tested the conditional relationships among dyadic power profiles (symmetric high, symmetric low, and asymmetric), the choice and sequencing of strategies, and value creation. We showed that negotiators in symmetric high, symmetric low, and asymmetric power dyads took distinctly different paths to value creation. Value creation was associated with increased mutual accommodation in high‐power dyads but with increased contentiousness in low‐power dyads. Asymmetric power dyads maximized value creation when they adopted a neutral stance, neither overusing nor underusing any one strategy. Although strategy use was a better predictor of value creation than strategy sequencing, sequences played an increasingly important role in value creation as the level of total power within the negotiation increased.     

Current Perspectives Regarding Institutional Conflict of Interest

Science and Engineering Ethics - Policies and processes dealing with institutional conflict of interest (iCOI) lag well behind those dealing with individual COI. To remediate this, academic...     

The co-ordination of codes in short-term retention

The present experiments explored ways in which information encoded along different dimensions might be co-ordinated to determine memory performance. First, can an acoustic similarity decrement be offset by additional semantic encoding? Experiment I offers evidence for this compensatory interaction of codes. Second, does trade-off occur such that more information held in one code means less in another code? Third, are codes additive? Experiment II offers no support for the notion of a trade-off between encoding systems. However, when two codes were made available in the second study, recall was increased over the level achieved by either code alone.     

Regulatory foci and organizational commitment

We use regulatory focus theory to derive specific predictions regarding the differential relationships between regulatory focus and commitment. We estimated a structural equation model using a sample of 520 private and public sector employees and found in line with our hypotheses that (a) promotion focus related more strongly to affective commitment than prevention focus, (b) prevention focus related more strongly to continuance commitment than promotion focus, (c) promotion and prevention focus had equally strong effects on normative commitment. Implications of these findings for the three-component model of commitment, especially the ‘dual nature’ of normative commitment, as well as implications for human resources management and leadership are discussed.     

The effects of viewing physical and relational aggression in the media: Evidence for a cross-over effect

Research has shown that viewing violence in the media can have a profound impact on aggressive thoughts and behaviors. However, the impact of viewing relational aggression in the media has rarely been examined. This paper presents the results of an experimental study that examines the impact of viewing relational and physical aggression in the media on subsequent aggression. In this study, adult females were shown video clips containing no-aggression, relational aggression, or physical aggression. Their aggressive behavior was measured through the use of a competitive reaction time task (physical aggression) and evaluations of a confederate of the experiment (relational aggression). As a whole, participants viewing either relational or physical aggression behaved similarly. Specifically, participants who viewed either type of aggression were subsequently more physically and relationally aggressive than those who viewed the non-aggressive clip. The results show evidence for a generalization effect of viewing media aggression, in that viewing one form of aggression can influence the manifestation of other forms. This is the first study to show that viewing relational aggression in the media can increase subsequent physical aggression. Implications for parents, media producers, and policy makers are discussed.     

Mind wandering and retrieval from episodic memory: a pilot event-related potential study

The present study investigated the effects of mind wandering (task-unrelated thought) on the subcomponents of episodic memory as reflected by event-related potentials (ERPs). Specifically, individual differences in the pattern of ERP episodic 'old/new' effects (left-parietal, right-frontal and central-negativity effects) were examined across groups of participants experiencing either high or low frequencies of task-unrelated thought during encoding. Twenty participants studied lists of words and line drawings in one of two contexts (red versus green coloured boxes). At test, participants discriminated between target (old words or line drawings presented in one colour) and nontargets (old items from the other colour and new items). On completion of the memory task, participants completed the 'thinking' component of the Dundee Stress State Questionnaire to provide a retrospective measure of task-unrelated thought. Behavioural data indicated that irrespective of the presence of task-unrelated thought, participants were able to complete the memory task equally well. However, an analysis of ERPs across High and Low task-unrelated thought groups revealed differences in retrieval strategy. Those individuals with infrequent episodes of task-unrelated thought at study used a 'pure' recollection strategy (left-parietal effect only). Conversely, those participants experiencing frequent episodes of task-unrelated thought were unable to recollect the stimuli with ease, as indexed by a diminished parietal effect. As a consequence, these participants employed additional strategic processes for task completion, as indexed by an elevated amplitude of central negativity effects. These data are consistent with the decoupling hypothesis of mind wandering which suggests impaired recollection when attention becomes directed away from the task.