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101.
In negotiations, where several issues are under consideration and parties have different priorities among these issues, integrative agreements can be reached through ‘logrolling’: concessions on low priority issues in exchange for gains on higher priority issues. The present research focuses on the potential role of initial offers in the development of integrative agreements. We show first, that in a simulated competitive market the specific composition of initial offers influences the final agreements, beyond the effect predicted by their overall value. In order to obtain some insight into the judgmental processes that might play a role, we explore the way in which inexperienced negotiators presented with a hypothetical negotiation context evaluate and respond to logrolling versus distributive initial offers. Three hypotheses were tested: logrolling offers convey an implicit message of cooperation, logrolling offers promote understanding of the mutual interest structure of the task, and, finally, logrolling offers establish within‐issue anchors. Results do not support the first two hypotheses: logrolling offers were not necessarily judged more attractive than distributive ones, and they did not seem to affect the deeply rooted fixed‐pie assumption. However, initial offers did establish within‐issue anchors: counter‐offers were affected by the specific composition of the initial offers beyond the effect of their overall value. This anchoring process resulted in logrolling offers yielding a higher profit for their initiator, as well as higher combined profits for both parties. Copyright © 2002 John Wiley & Sons, Ltd. 相似文献
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Motor imagery (MI) involves consciously performing an action in our minds without engaging in overt physical movement. Although inhibition is crucial to MI, few studies have explored the nature of inhibitory mechanisms underlying this construct. Therefore, little progress has been made in elucidating how or when inhibition is implemented during MI. The present study addressed this unresolved issue by measuring participants’ pupil dilation (an index of attentional effort) as they performed an inhibitory-control (Go/NoGo) procedure in a modified task-switching paradigm. The results showed that inhibitory mechanisms in MI may be implemented via various routes. When MI was the only movement mode used, minimal attentional effort was invested during the Go/NoGo responses, suggesting an early implemented, proactive inhibitory strategy. Conversely, when imagery was preceded by physical movement responses, inhibition required greater attentional effort and it appears as though more active and attention-demanding inhibitory processes must be employed. 相似文献
104.
Alex Moran 《Ratio》2018,31(3):273-284
This paper is concerned with the paradox of decrease. Its aim is to defend the answer to this puzzle that was propounded by its originator, namely, the Stoic philosopher Chrysippus. The main trouble with this answer to the paradox is that it has the seemingly problematic implication that a material thing could perish due merely to extrinsic change. (For, intuitively, it is not possible for a mere extrinsic change to cause a material thing to cease to be.) It follows that in order to defend Chrysippus’ answer to the paradox, one has to explain how it could be that Theon is destroyed by the amputation without changing intrinsically. In this paper, I shall answer this challenge by appealing to the broadly Aristotelian idea that at least some of the proper parts of a material substance are ontologically dependent on that substance. I will also appeal to this idea in order to offer a new solution to the structurally similar paradox of increase. In this way, we will end up with a unified solution to two structurally similar paradoxes. 相似文献
105.
Reassuring sex: Can sexual desire and intimacy reduce relationship‐specific attachment insecurities?
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Moran Mizrahi Gilad Hirschberger Mario Mikulincer Ohad Szepsenwol Gurit E. Birnbaum 《European journal of social psychology》2016,46(4):467-480
Past research has shown that attachment orientations shape sexual processes within relationships. Yet, little has been done to explore the opposite direction. In the present research, we examined whether sexual desire and emotional intimacy reduce attachment insecurities over time in emerging relationships. In an 8‐month longitudinal study, we followed 62 newly dating couples across three measurement waves. At Time 1, romantic partners discussed sexual aspects of their relationship and judges coded their displays of sexual desire and intimacy. Participants also completed measures of relationship‐specific attachment anxiety and avoidance in each wave. The results indicated that men's displays of desire predicted a decline in their own and their partner's relationship‐specific insecurities. Conversely, women's displays of desire inhibited the decline in their partner's relationship‐specific insecurities, whereas women's displays of intimacy predicted a decline in their partner's relationship‐specific insecurities. These findings suggest that different sex‐related processes underlie attachment formation in men and women. 相似文献
106.
INITIAL VALIDATION OF THE ASSESSMENT OF PARENTING TOOL: A TASK‐ AND DOMAIN‐LEVEL MEASURE OF PARENTING SELF‐EFFICACY FOR PARENTS OF INFANTS FROM BIRTH TO 24 MONTHS OF AGE
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107.
The purpose of this study was to investigate the role of death qualification in venirepersons' evaluations of expert scientific testimony in capital trials. 200 venirepersons from the 12th Judicial Circuit in Bradenton, FL completed a booklet that contained the following: one question that measured their attitudes toward the death penalty; one question that categorized their death-qualification status; the Need for Cognition (NFC) scale (Cacioppo, Petty & Kao, 1984); a summary of the guilt phase of a capital case (which included the cross-examination of the state's expert witness); verdict preference; five questions concerning participants' evaluations of the expert's testimony; the penalty phase of a capital case; sentence preference; and standard demographic questions. Results indicated that death-qualified venirepersons were more likely to demonstrate a low need for cognition and view ambiguous expert scientific testimony as valid, important in their decision-making processes, unbiased, and of high quality. Finally, death-qualified participants were more conviction- and death- prone than their excludable counterparts. Surprisingly, death-qualified and excludable jurors did not differ with respect to whether or not they felt that the expert followed correct procedures. Legal implications and applications are discussed. 相似文献
108.
In this research we focus on the roles of experience and understanding in fostering integrative negotiation performance. We report on two experiments in which we distinguish between understanding opponents’ general priorities among issues versus understanding their specific gains for particular offers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the specific gains had an incremental effect on performance. We conclude that while generally acknowledging opponents’ interests is not sufficient, the additional inferential step of assessing their specific gains throughout the negotiation process is advantageous. 相似文献
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