Improving the future by considering the past: The impact of upward counterfactual reflection and implicit beliefs on negotiation performance

Reflecting on previous experiences and considering how things could have been better (upward counterfactual reflection) is central to learning. While researchers have identified a number of situational antecedents to upward counterfactual generation, less is known about individual differences in counterfactual reflection. We address this gap by considering how implicit beliefs regarding the fixedness or malleability of basic characteristics influence counterfactual generation. In a negotiation context, we show that individuals who believe that negotiation ability is changeable are more likely to consider how things could have been better following a negotiation experience compared to individuals who believe that negotiation ability is fixed. We further demonstrate the impact of upward counterfactual reflection on learning and performance: Negotiators who hold malleable beliefs are better able to discover creative agreements that benefit both parties in a negotiation, and these performance differences are mediated by upward counterfactual generation.     

Mimicry reduces racial prejudice

Humans are empathic animals. We automatically match other people's motor responses, allowing us to get “under the skin” of other people. Although this perception–action-coupling—a form of motor resonance—occurs spontaneously, this happens less readily with the outgroup (vs. the ingroup) and for those high (vs. low) in prejudice. Thus, prejudice diminishes our tendency to resonate with the outgroup. Here we suggest that the reverse is also possible—that resonating with the actions of an outgroup member can reduce prejudice. We predict, in other words, that explicitly mimicking the outgroup can reduce prejudice. Participants watched a 140-second video depicting actors repeatedly reaching for and drinking from a glass of water. They passively watched a video with Black actors; watched the video and mimicked the Black actors; or watched and mimicked a video with actors from their ingroup. Participants then completed the Affect Misattribution Procedure (Payne, Cheng, Govorun, & Stewart, 2005), a measure of implicit anti-Black prejudice, and an explicit symbolic racism measure. Results indicate that the outgroup-mimicry group had similar implicit preference for Blacks and Whites, unlike the other two groups, which preferred Whites over Blacks. The outgroup-mimicry group also reported less explicit racism towards Blacks than the ingroup-mimicry group, but no less than the ingroup-observation group. Mimicking specific outgroup members, therefore, reduces implicit, and possibly explicit, bias against the outgroup more generally.     

Social class differences in N400 indicate differences in spontaneous trait inference

An emerging literature indicates that dispositional bias in causal attribution of social behavior is weaker for people with working-class (vs. middle-class) backgrounds. However, it is unknown whether this difference is also present in spontaneous forms of trait inference. In the current work, American undergraduates were asked to merely memorize many pairings of a target face and a trait-implying behavior. In a subsequent lexical judgment task, after each face was presented as a fixation, either an implied trait or its antonym was given as a target. As expected, participants with college-educated parents (middle class) showed a strong N400 event-related potential component to the antonym (vs. the implied trait), suggesting spontaneous trait inference during the memorization phase. In contrast, those with high-school-educated parents (working class) showed no such effect. It is important to note that the N400 spontaneous trait inference effect was associated with perceived significance of dispositions in accounting for social behaviors.     

On the dynamics of action representations evoked by names of manipulable objects

Two classes of hand action representations are shown to be activated by listening to the name of a manipulable object (e.g., cellphone). The functional action associated with the proper use of an object is evoked soon after the onset of its name, as indicated by primed execution of that action. Priming is sustained throughout the duration of the word's enunciation. Volumetric actions (those used to simply lift an object) show a negative priming effect at the onset of a word, followed by a short-lived positive priming effect. This time-course pattern is explained by a dual-process mechanism involving frontal and parietal lobes for resolving conflict between candidate motor responses. Both types of action representations are proposed to be part of the conceptual knowledge recruited when the name of a manipulable object is encountered, although functional actions play a more central role in the representation of lexical concepts.     

Why does working memory capacity predict variation in reading comprehension? On the influence of mind wandering and executive attention

Some people are better readers than others, and this variation in comprehension ability is predicted by measures of working memory capacity (WMC). The primary goal of this study was to investigate the mediating role of mind-wandering experiences in the association between WMC and normal individual differences in reading comprehension, as predicted by the executive-attention theory of WMC (e.g., Engle & Kane, 2004). We used a latent-variable, structural-equation-model approach, testing skilled adult readers on 3 WMC span tasks, 7 varied reading-comprehension tasks, and 3 attention-control tasks. Mind wandering was assessed using experimenter-scheduled thought probes during 4 different tasks (2 reading, 2 attention-control). The results support the executive-attention theory of WMC. Mind wandering across the 4 tasks loaded onto a single latent factor, reflecting a stable individual difference. Most important, mind wandering was a significant mediator in the relationship between WMC and reading comprehension, suggesting that the WMC-comprehension correlation is driven, in part, by attention control over intruding thoughts. We discuss implications for theories of WMC, attention control, and reading comprehension.     

The role of skin color and facial physiognomy in racial categorization: Moderation by implicit racial attitudes

Previous research has not sufficiently addressed factors that define and moderate racial categorization judgments. This study independently manipulated skin color and facial physiognomy to determine their relative weighting in racial categorization. Participants (N = 250) judged faces varying on 10 levels of facial physiognomy (from Afrocentric to Eurocentric) and 10 levels of skin color (from dark to light) under either no time constraints, a modest time constraint, and under a stringent time constraint. Skin color was a powerful predictor of racial typicality ratings at all levels of facial physiognomy, but participants relied upon facial physiognomy more when rating faces of light than dark skin color. Skin color was a more important cue than facial physiognomy under no time constraints, but as time constraints became more severe, skin color's importance decreased, yet it remained a more important cue at extreme physiognomy levels. The relationship between skin color and racial typicality ratings was stronger for those with more negative implicit racial attitudes. These findings suggest the primary role of skin color in racial categorization and underscore the importance of implicit attitudes in explicit categorization judgments.     

Do negative implicit associations indicate negative attitudes? Social explanations moderate whether ostensible “negative” associations are prejudice-based or empathy-based

The present work challenges the idea that implicit evaluative associations with outgroups necessarily provide information about negative or prejudiced attitudes. We argue that the manner in which one explains outgroup status and action shapes whether one's implicit “negative” associations are prejudice-based or empathy-based. Four studies are consistent with this possibility. Study 1 suggests that whereas implicit “negative” associations are predictive of negative explicit attitudes among those who reject external explanations for African American status and action, such implicit “negativity” predicts positive explicit attitudes among those who endorse external explanations. Study 2 provides experimental evidence that the provision of external explanations results in the formation of implicit “negative” associations that are predictive of compassionate responding. Study 3 provides more direct support for the idea that implicit “negative” associations are empathy-based among external explainers by showing that such “negative” associations are positively correlated with a measure of dispositional empathy-proneness. Finally, Study 4 demonstrates that IAT “negativity” is associated with automatic activation of empathy-related associations among those who strongly endorse external explanations. Discussion centers on the importance of considering factors—such as social explanations—that may moderate whether implicit “negativity” is prejudice-based or empathy-based.     

Smiling and sad wrinkles: Age-related changes in the face and the perception of emotions and intentions

There is a common belief that wrinkles in the aging face reflect frequently experienced emotions and hence resemble these affective displays. This implies that the wrinkles and folds in elderly faces interfere with the perception of other emotions currently experienced by the elderly as well as with the inferences perceivers draw from these expressions. Whereas there is ample research on the impact of aging on emotion recognition, almost no research has focused on how emotions expressed by the elderly are perceived by others. The present research addresses this latter question. Young participants rated the emotion expressions and behavioral intentions of old and young faces displaying identical expressions. The findings suggest that emotions shown on older faces have reduced signal clarity and may consequently have less impact on inferences regarding behavioral intentions. Both effects can be expected to have negative consequences for rapport achieved in everyday interactions involving the elderly.     

Manipulating the role of cognitive control while taking the implicit association test

The Implicit Association Test (IAT) is one of the most widely used methods for measuring attitudes in the behavioral and social sciences. Recent studies have found that individual differences in cognitive control correlate with IAT scores. However, these studies did not collect independent measures of attitude, which makes it difficult to isolate the construct of attitude separate from cognitive control. Furthermore, no study has examined whether the role of cognitive control can be manipulated, which is necessary to establish a causal link between cognitive control and IAT performance. By collecting independent measures of attitude (explicit attitude ratings and the Affect Misattribution Procedure: AMP), Experiment 1 factored out the role of attitude for two different IATs and still found a relationship between IAT scores and cognitive control (Stroop and stop-signal). Experiments 2 and 3 manipulated the role of cognitive control through instructions and feedback regarding the race IAT's measurement goal. These manipulations increased average IAT scores (i.e., stronger preference for whites), increased the relationship with cognitive control (Stroop), and decreased the relationship with attitude (AMP). These results demonstrate that cognitive control influences IAT performance rather than merely correlating with IAT performance.