Expectancy Disconfirmation and Negotiator Reactions Across Negotiation Episodes

In the negotiation literature, relatively little attention has been paid to the impact of negotiator goals and expectancy disconfirmations on negotiator behaviors and affective outcomes. We found that negotiators with larger negative expectancy disconfirmations were less satisfied; set lower targets for a subsequent negotiation; and were more likely to settle with the other party in the second negotiation, rather than requiring third-party imposition of a settlement. Those negotiators who settled had more positive feelings and perceptions about the negotiation and set higher targets for a third negotiation. Further, negotiators who experienced repeated high levels of negative expectancy disconfirmation also experienced the greatest decrements in their feelings and perceptions across negotiation episodes. Implications of study findings for future research are discussed.     

A diagnostic approach to increase reusable dinnerware selection in a cafeteria

The current project tested a diagnostic approach to selecting interventions to increase patron selection of reusable dinnerware in a cafeteria. An assessment survey, completed by a sample of 43 patrons, suggested that the primary causes of wasteful behavior were (a) environmental arrangement of dinnerware options and (b) competing motivational variables. A functional relation between environmental arrangement and reusable product selection was demonstrated in a reversal design. However, the largest effect occurred as function of a multicomponent intervention involving environmental arrangement, employee involvement, and personal spoken prompts with motivational signs. The results support the use of informant assessments when designing community interventions.     

current and future value of human capital: predictors of reemployment compensation following a job loss

The authors examined the relationship between an individual's human capital profile—knowledge, skills, abilities, and other characteristics—and compensation before and after a job loss. The results of this study show that the types of human capital that predicted pre‐job‐loss salary differ from the types that predict reemployment salary. The findings provide guidance for developing human capital profiles that include general as well as specific types of training to enhance marketability following a job loss.     

Graded auditory Stroop effects generated by gender words

Two auditory Stroop experiments requiring identification of the speaker's sex were conducted. An auditory Stroop effect was expected, analogous to visual effects found in Stroop literature. In Exp. 1 the speaker's sex was identified faster when sex labels ("male" and "female") and words that imply a sex (e.g., father, grandmother) were congruent with the speaker's sex. In Exp. 2, an auditory semantic gradient was established in which words that were more meaningfully tied to a particular sex produced more Stroop interference. This auditory semantic gradient is analogous to effects found in the visual Stroop literature of a semantic gradient related to color.     

Longitudinal factor structure of posttraumatic stress symptoms related to intimate partner violence

Confirmatory factor analysis (CFA) studies have suggested that a model of posttraumatic stress disorder (PTSD) that is characterized by 4 factors is preferable to competing models. However, the composition of these 4 factors has varied across studies, with 1 model splitting avoidance and numbing symptoms (e.g., D. W. King, G. A. Leskin, L. A. King, & F. W. Weathers, 1998) and the other including a dysphoria factor that combines numbing and nonspecific hyperarousal symptoms (L. J. Simms, D. Watson, & B. N. Doebbeling, 2002). Using the PTSD Checklist (F. W. Weathers, B. T. Litz, D. S. Herman, J. A. Huska, & T. M. Keane, 1993) and CFA, the authors compared these models with competing models. A model of PTSD with 4 intercorrelated factors of Intrusions, Avoidance, Dysphoria, and Hyperarousal was found superior among 396 medical patients who screened positive for intimate partner violence (IPV) and 405 women seeking services for IPV. Structural invariance testing indicated that this 4-factor model remains stable across service setting and time.     

A Cognitive Psychophysiological Model to Predict Functional Decline in Chronically Stressed Older Adults

The current study evaluated whether psychological distress (composite of depression, anxiety, vital exhaustion), inflammation (C-reactive protein, CRP) and cognitive function (Digit Symbol Test, DST) and their changes mediated the relationship between caregiver status and functional decline. Caregivers for spouses with Alzheimer’s disease were compared to demographically-similar non-caregiver spouses at study entry (T1), T2 (1 year later), and T3 (2 years after T1). Caregivers had greater functional impairment, higher distress scores, and poorer DST scores at all points of measurement and also showed functional decline. Non-caregivers did not demonstrate functional decline. Caregivers declined 85% faster than did non-caregivers. Regressions showed that after controlling for functional impairment at T1, illness, medication, and health behavior covariates, psychological distress at T1 and increases in CRP from T1 to T3 mediated the difference in functional decline. Moreover, after DST decline from T1 to T2 was entered in the model, caregiver status, psychological distress and increases in inflammation all showed reductions in their predictive importance. These findings suggest psychological distress and increases in inflammation may help explain why caregivers show greater functional decline than non-caregivers. However, the influences of these psychophysiological variables may be driven in part by cognitive decline prior to functional decline. This article is based upon an invited address, “Potential Hazards of Caring for a Loved One with Alzheimer’s Disease” given by the first author in recognition of the author’s receipt of the Association of Psychologists in Academic Health Centers 2005 Award for Distinguished Achievement in Research. The address was presented at the Annual meeting of the American Psychological Association, New Orleans, LA., August, 2006.     

A visual short-term memory advantage for faces

What determines how much can be stored in visual short-term memory (VSTM)? Studies of VSTM have focused largely on stimulus-based properties such as the number or complexity of the items stored. Recent work also suggests that capacity is severely reduced for items within the same category. However, the importance for VSTM capacity of more qualitative differences in processing for different categories has not been investigated. For example, faces are processed more holistically than other objects. In Experiments 1 and 2, we show that the processing of faces, objects that are crucial socially and for which we possess considerable expertise, overcomes these limitations. More faces can be stored in VSTM than objects from other complex nonface categories. As in prior studies, at short encoding durations we found that capacity for faces was less than that for other categories. However, at longer encoding durations, capacity for faces exceeded that for nonface objects, and this advantage was specific to upright faces. Because inversion reduces holistic processing, the interaction of orientation with VSTM capacity—which occurred for faces but not objects in Experiment 3—suggests that it is holistic processing that confers an advantage for face VSTM when sufficient encoding time is allowed.     

"Express yourself": culture and the effect of self-expression on choice

Whereas self-expression is valued in the United States, it is not privileged with such a cultural emphasis in East Asia. Four studies demonstrate the psychological implications of this cultural difference. Studies 1 and 2 found that European Americans value self-expression more than East Asians/East Asian Americans. Studies 3 and 4 examined the roles of expression in preference judgments. In Study 3, the expression of choice led European Americans but not East Asian Americans to be more invested in what they chose. Study 4 examined the connection between the value of expression and the effect of choice expression and showed that European Americans place greater emphasis on self-expression than East Asian Americans, and this difference explained the cultural difference in Study 3. This research highlights the importance of the cultural meanings of self-expression and the moderating role of cultural beliefs on the psychological effect of self-expression.     

Right-handers' reaching in contralateral hemispace: a kinematic observation

C. Gabbard and C. Helbig (2004) found, when examining seated participants' limb selection for reaching and grasping in hemispace, that right-handers preferred to switch to the nondominant left arm for objects located approximately 20 degrees horizontally from body midline (90 degrees) in left hemispace. In the present study, the authors examined 13 strongly lateralized seated right-handers' kinematics of reaching to object positions ranging from body midline to 40 degrees horizontally in left hemispace. Participants executed faster reaches with the left arm than with the right arm to objects placed 20 degrees-40 degrees from midline, whereas they did not change the proportion of time they spent accelerating the hands when the position of the object changed. A 2nd main finding was an increase in the left hand's trajectory curvature as object position moved farther from midline, with a corresponding decrease in the contribution of upper-arm motion to the reach. Those observations suggest that the switch from dominant right-arm reaching to nondominant left-arm reaching in left hemispace reported in the aforementioned study may have emerged from a shift from a shoulder-driven reach to an elbow-driven action.     

Perceptions of ambiguously unpleasant interracial interactions: a structural equation modeling approach

Despite a general consensus in the United States that overtly racist acts are unacceptable, many ambiguous situations in everyday life raise questions of whether racism has influenced a person's behavior in an interracial encounter. The authors of the present study sought to (a) examine simultaneously an array of variables thought to be related to perceived racism and (b) investigate how the contribution of these variables may differ with respect to the asymmetry hypothesis, which suggests that acts of discrimination from a dominant person toward a subordinate person will be viewed as more biased than if the situation were reversed. The authors used a dual structural equation modeling approach. Results indicated that ethnic identity significantly predicted perceived racism. In addition, the extent to which cognitive interpretation style significantly predicted perceived racism depended on the ethnicity of participants involved in the interaction.