Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents

Substantial evidence exists that negotiators frequently fail to attain readily available and mutually beneficial outcomes. This paper provides a preliminary model of why these failures occur. We assume that negotiators are decision makers, and that their errors derive from cognitive processes ignored by utility-maximization theories. We focus on one part of the model: the systematic tendency to ignore the cognitions of opponent negotiators. Empirical evidence clarifying negotiators' cognitive processes is generated using verbal protocol techniques in a controlled negotiation task. The results show that subjects simplify the negotiation task, in part by ignoring contingencies introduced by the knowledge possessed by their opponents. The discussion focuses on how subjects simplify the task and how the decision-making perspective helps redirect the negotiation literature.     

Image-size disparity reduces difference detection in face matching

Face matching is the act of deciding whether two facial images depict the same person or different people. The real-world face-matching task of checking photo IDs typically occurs under conditions of image-size disparity: A small picture is compared with a life-size face. We examined the effect of image-size disparity on face-matching accuracy. In three experiments, subjects were presented with pairs of equivalently or disparately sized images that depicted the same person or different people. Subjects made same/different judgments and, in two experiments, also reported confidence. Difference detection was significantly poorer given disparate (versus equivalent) image size. Confidence was significantly higher when responses were correct versus incorrect. These findings held whether viewing and decision time was unlimited or limited. Our results raise the practical concern that image-size disparity may undermine difference detection in ID checking, while also indicating that people have some insight into the accuracy of their face-matching judgments.     

Pairing People with Products: Anthropomorphizing the Object,Dehumanizing the Person

We present the first empirical integration of anthropomorphism and dehumanization, two intrinsically linked processes representing the extent to which the concept of humanness is activated for a given target. Across several experiments, we demonstrate that pairing a person and object in an ad, while focusing respondent attention on the object, leads to its being anthropomorphized and evaluated better compared to presenting it alone. However, compared to presenting a person alone, the same pairing leads to inferior evaluations of the person through a process of dehumanization. We rule out two alternative explanations for these effects, namely the transfer of an object's qualities to the person and consumption associations, and conduct a post‐test that provides additional support for our proposed activation/inhibition of humanness account. Finally, we inspect several moderators, finding that anthropomorphism only occurs with moderately and highly functional objects and dehumanization occurs irrespective of the person's gender or fame. By incorporating the literature on dehumanization, we propose new research questions to motivate future inquiry.     

The role of midfrontal theta oscillations across the development of cognitive control in preschoolers and school‐age children

The development of cognitive control enables children to better resist acting based on distracting information that interferes with the current action. Cognitive control improvement serves different functions that differ in part by the type of interference to resolve. Indeed, resisting to interference at the task‐set level or at the response‐preparation level is, respectively, associated with cognitive flexibility and inhibition. It is, however, unknown whether the same neural mechanism underlies these two functions across development. Studies in adults have revealed the contribution of midfrontal theta (MFT) oscillations in interference resolution. This study investigated whether MFT is involved in the resolution of different types of interference in two age groups identified as corresponding to different latent structures of executive functions. Preschool (4–6 years) and school children (6–8 years) were tested with a task involving interference at the response level and/or the task‐set level while (electroencephalogram) EEG was recorded. Behaviorally, response time and accuracy were affected by task‐set. Both age groups were less accurate when the interference occurred at the task‐set level and only the younger group showed decreased accuracy when interference was presented at the response‐preparation level. Furthermore, MFT power was increased, relative to the baseline, during the resolution of both types of interference and in both age groups. These findings suggest that MFT is involved in immature cognitive control (i.e., preschool and school‐ages), by orchestrating its different cognitive processes, irrespective of the interference to resolve and of the level of cognitive control development (i.e., the degree of differentiation of executive functions).     

Fabry disease in genetic counseling practice: recommendations of the National Society of Genetic Counselors

The objective of this document is to provide health care professionals with recommendations for genetic counseling and testing of individuals with a suspected or confirmed diagnosis of Fabry disease, with a family history of Fabry disease, and those identified as female carriers of Fabry disease. These recommendations are the opinions of a multicenter working group of genetic counselors, medical geneticists, and other health professionals with expertise in Fabry disease counseling, as well as an individual with Fabry disease who is a founder of a Fabry disease patient advocacy group in the United States. The recommendations are U.S. Preventive Task Force Class III, and they are based on clinical experience, a review of pertinent English-language articles, and reports of expert committees. This document reviews the genetics of Fabry disease, the indications for genetic testing and interpretation of results, psychosocial considerations, and references for professional and patient resources. These recommendations should not be construed as dictating an exclusive course of management, nor does use of such recommendations guarantee a particular outcome. The professional judgment of a healthcare provider, familiar with the facts and circumstances of a specific case, will always supersede these recommendations.     

Measuring socioeconomic status: reliability and preliminary validity for different approaches

This study investigated issues related to commonly used socioeconomic status (SES) measures in 140 participants from three cities (Atlanta, Boston, and Toronto) in two countries (United States and Canada). Measures of SES were two from the United States (four-factor Hollingshead scale, Nakao and Treas scale) and one from Canada (Blishen, Carroll, and Moore scale). Reliability was examined both within (interrater agreement) and across (intermeasure agreement) measures. Interrater reliability and classification agreement was high for the total sample (ranger = .86 to .91), as were intermeasure correlations and classification agreement (range r = .81 to .88). The weakest agreement across measures was found when families had one wage earner who was female. Validity data for these SES measures with academic and intellectual measures also were obtained. Some support for a simplified approach to measuring SES was found. Implications of these findings for the use of SES in social and behavioral science research are discussed.     

A conceptual model of cultural predictors of anxiety among Japanese American and part-Japanese American adolescents

A model integrating Japanese ethnicity, cultural identity, and anxiety was developed and assessed in Japanese American and part-Japanese American high school seniors (N = 141). Using measures from the Hawaiian High Schools Health Survey, the model incorporated the State-Trait Anxiety Inventory, the Major Life Events Scale, and the Japanese Culture Scale (JCS). Japanese American adolescents scored higher on the JCS and reported fewer anxiety symptoms than part-Japanese American adolescents. Predictors for anxiety were being Japanese American versus part-Japanese American, income, and culturally intensified events. A significant interaction of behavior by self-identification was obtained. The model had good overall fit, suggesting that cultural identity formation may contribute to anxiety experienced particularly by adolescents of mixed heritage.