Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation

Although the negotiations literature identifies a variety of approaches for improving one's power position, the relative benefits of these approaches remain largely unexplored. The empirical study presented in this article begins to address this issue by examining how the size of the bargaining zone affects the relative benefit of an advantage in one's BATNA (i.e., having a better alternative than one's counterpart) versus contribution (i.e., contributing more to the relationship than one's counterpart) for negotiator performance. Results indicate that whereas BATNAs exerted a stronger effect on resource allocations than contributions when the bargaining zone was small, an advantage in contributions exerted a stronger effect on resource allocations than BATNAs when the bargaining zone was large. These findings provide needed insight and supporting evidence for how to alter one's power relationship in negotiation.     

The structure of goal contents across 15 cultures

The authors investigated the structure of goal contents in a group of 1,854 undergraduates from 15 cultures around the world. Results suggested that the 11 types of goals the authors assessed were consistently organized in a circumplex fashion across the 15 cultures. The circumplex was well described by positioning 2 primary dimensions underlying the goals: intrinsic (e.g., self-acceptance, affiliation) versus extrinsic (e.g., financial success, image) and self-transcendent (e.g., spirituality) versus physical (e.g., hedonism). The circumplex model of goal contents was also quite similar in both wealthier and poorer nations, although there were some slight cross-cultural variations. The relevance of these results for several theories of motivation and personality are discussed.     

Price sensitivity and innovativeness for fashion among Korean consumers

Price sensitivity is how consumers react to price levels and to price changes. Consumer innovativeness is a tendency to welcome and to adopt new products. Researchers (e.g., R. E. Goldsmith & S. J. Newell, 1997) consider innovative consumers relatively more price insensitive than other consumers, so there should be a negative correlation between measures of these constructs. The results of the present study supported the psychometric soundness of a self-report measure of price sensitivity among 860 Korean consumers and replicated earlier findings of the negative correlation between the 2 constructs.     

An illustration of multilevel factor analysis

The factor analysis of repeated measures psychiatric data presents interesting challenges for researchers in terms of identifying the latent structure of an assessment instrument. Specifically, repeated measures contain both within and between individual sources of variance. Although a number of techniques exist for separating out these 2 sources of variance, all are problematic. Recently, researchers have proposed that exploratory multilevel factor analysis (MFA) be used to appropriately analyze the latent structure of repeated measures data. The chief objective of this report is to provide a didactic step-by-step guide on how MFA may be applied to psychiatric data. In the discussion, we describe difficulties associated with MFA and consider challenges in factor analyzing life event appraisals in psychiatric samples.     

Comparing performance by parents and offspring on a rapid tapping task

The purpose of this study was to identify the relationships between 42 parents' and their offsprings' performance on a rapid tapping task. It was expected that genetic predispositions would gradually limit children's performance on a tapping task as they matured chronologically. Four different age groups of children and their parents performed the tapping task on different sizes of boards. Repeated-measures analysis of variance indicated that, while parents' mean performance was generally higher than that of their children (F = 32.89, p < .001), the difference was affected by the children's age, which hand was used, and the board size. Spearman rank correlation scores between parents' and children's overall performances gradually increased across age groups (p = -.29, -.10, .47, and .40, respectively, from younger to older age groups). This finding suggests that the potential of youngsters' future performance may be predicted with greater certainty by observing their parents' present performance. This may improve the predictive power of planned programs.     

The Real Puzzle From Radford

In this paper, I will argue that Radfords real question is not the conceptual one, as it is usually taken, but the causal one, and show that Waltons account, which treats Radfords puzzle as the conceptual question, is not a satisfactory solution to it. I will also argue that contrary to what Walton claims, the causal question is not only important, but also closely related to the conceptual and normative questions. What matters is not that Walton has not solved Radfords puzzle per se, but that he has not recognized the importance of this puzzle. While doing this, I will suggest a revision to the cognitive theory of emotion.     

The Asian American values scale--multidimensional: development, reliability, and validity

The development of the 42-item Asian American Values Scale-Multidimensional (AAVS-M) is presented. In Study 1, data from 163 Asian American respondents were subjected to a principal components analysis, which reduced the initial set of 180 items to 42 items divided into 5 components: collectivism, conformity to norms, emotional self-control, family recognition through achievement, and humility. The data also revealed initial evidence of the AAVS-M total and subscale scores' reliability and validity. In Study 2, data from 189 Asian American respondents were subjected to a confirmatory factor analysis, which supported a hierarchical factor structure underlying the AAVS-M. Additional reliability and validity evidence of AAVS-M total and subscale scores were found. In Study 3, data from 38 Asian American respondents yielded evidence of AAVS-M total and subscale scores' test-retest reliability.     

Eye movements during intentional car following

Does intentional car following capture visual attention to the extent that driving may be impaired? We tested fifteen participants on a rudimentary driving simulator. Participants were either instructed to follow a vehicle ahead through a simulated version of London, or were given verbal instructions on where to turn during the route. The presence or absence of pedestrians, and the simulated time of the drive (day or night) were varied across the trials. Eye movements were recorded along with behavioural measures including give-way violations, give-way accidents, and kerb impacts. The results revealed that intentional car following reduced the spread of search and increased fixation durations, with a dramatic increase in the time spent processing the vehicle ahead (controlled for exposure). The effects were most pronounced during nighttime drives. During the car-following trials participants were also less aware of pedestrians, produced more give-way violations, and were involved in more give-way accidents. The results draw attention to the problems encountered during car following, and we relate this to the cognitive demands placed on drivers, especially police drivers who often engage in intentional car following and pursuits.     

Cognitive compensations for blindness in children: an investigation using odour naming

Historically, blindness has been associated with compensation for the loss of vision by the other senses. However, research to date has focused on perceptual compensations, largely ignoring possible cognitive compensations. We explored the notion that cognitive skills of blind children may facilitate performance in apparently perceptual tasks, by investigating the cognitive factors related to naming a familiar odour. Eighty-three children participated in olfactory and cognitive tasks (thirty-two early-blind, five late-blind, fourteen low-vision, and thirty-two sighted). In the olfactory tasks, the early-blind children performed significantly better than the sighted children on the odour-naming task but not on the odour-sensitivity task. From the cognitive tasks, scores on a nonvisualisable word-pairs task and a sound-word-pairs task were significantly higher for early-blind children and were highly correlated with odour-naming score. The early-blind children outperformed the sighted controls on a task of directed attention. The groups did not differ on memory for a story or for visualisable word pairs. The results suggest that blind children enjoy an advantage in tasks that assess nonvisual memory for paired associates and directed attention, and that superiority on these tasks facilitates performance in the odour-naming task. Other data suggest that sighted children rely on visualisation as a strategy to aid their performance on the cognitive tasks, and are disadvantaged when these strategies cannot be utilised.