Myopic prediction, self-destructive secrecy, and the unexpected benefits of revealing final deadlines in negotiation

Three studies explored the psychology of social prediction by examining negotiators’ predictions of the effects of time pressure and comparing those predictions with actual outcomes. The results show that revealing final deadlines in negotiation can lead to better outcomes for the negotiator with the deadline because revelation speeds concessions by the other side. However, both naïve and experienced negotiators consistently predicted the opposite. As a result, when given the choice of revealing their final deadlines to their negotiating opponents, negotiators chose not to. The reasons for these erroneous expectations can be explained by myopic processes of prediction in which people anticipate the effects of constraints like deadlines more on their own behavior than on the behavior of others.     

An Exploration of Adlerian Lifestyle Themes and Alcohol‐Related Behaviors Among College Students

The aim of this study was to investigate college student drinking through the lens of Adlerian theory. In a sample of 273 participants, multiple regression analyses confirmed that certain lifestyle themes were associated with alcohol‐related behaviors and that men and women who engage in drinking differ in their convictions and goals as defined by Adlerian theory.     

The unexpected benefits of final deadlines in negotiation

Two experiments explored actual and predicted outcomes in competitive dyadic negotiations under time pressure. Participants predicted that final deadlines would hurt their negotiation outcomes. Actually, moderate deadlines improved outcomes for negotiators who were eager to get a deal quickly because the passage of time was costly to them. Participants’ erroneous predictions may be due to oversimplified and egocentric prediction processes that focus on the effects of situational constraints (deadlines) on the self and oversimplify or ignore their effects on others. The results clarify the psychological processes by which people predict the outcomes of negotiation and select negotiation strategies.     

Shall I compare thee? Perceived entitativity and ease of comparison

A robust finding in the psychological literature is that objects belonging to the same category invite comparison more readily than objects belonging to different categories. However, little attention has been given to whether the type of shared category matters for comparison processes. In this paper, we predicted that the ease with which comparisons are made would vary depending on perceivers’ beliefs about the nature of the category to which the comparison targets belong. Specifically, believing that the targets belong to a high-entitativity group was expected to result in faster comparison times than believing that the targets belong to a low-entitativity group. Study results supported this prediction, indicating that perceived group entitativity plays a significant role in intragroup comparison. These results suggest that it may be important to consider group entitativity as a contextual factor when exploring psychological processes that rely on comparison as a key mechanism.     

Prenatal predictors of maternal and newborn EEG

Ninety-two mothers were recruited at a prenatal ultrasound clinic at which time they were given the CES-D for depression and the State-Trait Anxiety Inventory, and their urines were assayed for cortisol, norepinephrine, epinephrine, dopamine, and serotonin. At the neonatal period the mothers and neonates were assessed on frontal EEG asymmetry. Correlation analyses revealed the following: (1) the mothers’ frontal asymmetry was negatively related to prenatal depression (CES-D) symptoms, negatively related to prenatal norepinephrine levels and positively related to prenatal serotonin levels; (2) the frontal asymmetry of the newborn was positively correlated with the mothers’ frontal asymmetry and negatively correlated with the mothers’ prenatal depression (CES-D) symptoms and negatively correlated with the mothers’ prenatal state anxiety scores. The neonates’ EEG frontal asymmetry was also, like the mother's, negatively related to prenatal maternal norepinephrine and positively related to prenatal maternal serotonin.     

Children's understanding of the earth in a multicultural community: mental models or fragments of knowledge?

Children's understanding of properties of the earth was investigated by interviewing Asian and white British classmates aged 4?8 years (N = 167). Two issues were explored: whether they held mental models of the earth ( Vosniadou & Brewer, 1992 ) or instead had fragmented knowledge ( di Sessa, 1988 ); and the influence of the children's different cultural backgrounds. Children selected from a set of plastic models and answered forced‐choice questions. Using this methodology, there were no significant differences in the overall performance of Asian and white children after language skills were partialled out. Even young children showed an emerging knowledge of some properties of the earth, but the distributions of their combinations of responses provided no evidence that they had mental models. Instead, these distributions closely resembled those that would be expected if children's knowledge in this domain were fragmented. Possible reasons for the differences between these findings and those of previous research are discussed.     

A Practical Guide to Experience-Sampling Procedures

Experience-sampling is a powerful method for understanding a range of psychological phenomena as they occur in the daily lives of individuals. In this primer, we discuss the different techniques, equipment, and design options available to the experience-sampling researcher. We place special emphasis on computerized procedures and discuss the crucial social dynamic of the research team, which optimizes the success of experience-sampling procedures.     

Globalization in Light of Luther's Eucharistic Economic Ethics

This article suggests that Christ “filling all things,” and abiding in a special way in the assembly of believers, offers moral agency for faithful response to economic structures that gravely threaten Earth's regenerative capacities. That claim is explored through Luther's theology of Christ indwelling creation held together with his eucharistic economic ethics, his call to certain practices, his refusal to minimize the pervasiveness of human sin, and his insistence that in brokenness and defeat the saving God is present and calls forth power. The trends designated by the term “globalization,” as used in this essay, are clarified. Dangers posed to the Earth community by that constellation of trends are illustrated.     

Patriotism and the impact on perceived threat and immigration attitudes

Patriotism and threat have been shown to predict immigration attitudes. We suggest that patriotism is influential in producing threat, and such threat drives anti-immigration attitudes, but this relationship is different for Whites and Latinos. All participants completed a patriotism scale (blind and constructive patriotism measures), a threat scale (realistic and symbolic threat), and anti-immigration attitude scale. Latinos showed lower blind patriotism, realistic threat, symbolic threat, and anti-immigration attitudes compared to Whites, with no differences in constructive patriotism. Threat partially mediated the relationship between blind patriotism and anti-immigration attitudes for Whites and fully mediated the relationship for Latinos. Threat partially mediated the relationship for cultural patriotism and anti-immigration attitude for Whites but not for Latinos. Implications for public policy and education concerning immigrant attitudes are discussed.