Tough guys finish last: the perils of a distributive reputation

Reputations are socially constructed labels that provide representations (or schema), which organize our images of another person. We look at how reputations influence negotiations by examining their impact on negotiator cognitions, behaviors, and subsequent outcomes. We randomly paired relative novices with relative experts to negotiate over email, telling half the novices that their counterparts were experts in distributive negotiation (i.e., the art of claiming value). Findings supported our predictions that novices whose counterparts had a distributive reputation judged these counterparts' intentions in a more negative light and used more distributive and fewer integrative tactics than the control group novices. This resulted in lower joint gains in the distributive reputation condition than in the control condition. Notably, the more experienced negotiators were able to extract more individual value from the deal, but not when they had a reputation for being distributive. In other words, the fictitious distributive reputation prevented participants from capitalizing on their real negotiation expertise advantage.     

Human and institutional transformations: Catholic hospitals becoming 'a light in the the darkness.

Catholic health care institutions in the United States and Canada face internal and external challenges to their continued existence. Confronted by these external and internal challenges, Catholic hospitals in the United States and Canada have been pressed to identify what is distinctive about the Catholic contribution to health care and to consider whether existing institutional structures and partnerships foster what is distinctive. The author looks at the essays in this volume by Dennis Brodeur, Clarke E. Cochran, and Christopher J. Kauffman, and suggests that there is little agreement, even among Catholics, on such fundamental issues. The aim of this article is to highlight three important and often overlooked ideas raised by the authors, to relate them to the Canadian context by means of a story, and to pose questions for further discussion.     

Field articulation and linguistic structures.

The relation of field articulation to sensitivity to linguistic structures was explored. Subjects (23 males and 23 females) were given the rod-and-frame test and then made true-false judgments of sentences varying in grammatical and semantic complexity. While increased complexity did increase the difficulty of true-false judgments of sentences, the latencies of these judgments were unrelated to the scores on the rod-and-frame test. These results were discussed in terms of the generality of previous studies reporting a relationship between field articulation and linguistic abilities.     

On the short-term retention of serial,tactile stimuli

In three experiments using the short-term memory distractor paradigm, Ss attempted to remember which three or four phalanges of the left hand had been stimulated and in what order. The experiments showed that forgetting increased as a function of trials, that such proactive effects could be eliminated by separating the successive trials by several minutes, that both verbal and nonverbal distractor tasks impaired retention, and that forgetting reached a maximum in approximately 6 sec. All of these results concur with those generally obtained for the short-term retention of verbal material. In addition, it was shown that the tactile recall was significantly poorer after an arithmetic distractor task presented visually than after the same task presented aurally. This result suggests an overlap between the mechanisms of tactile retention and the mechanisms of vision.     

Short-term retention of tactile stimulation

In three experiments subjects were required to reproduce after varying delays the locus of a tactile stimulation delivered to the upper-side of the arm. During the retention periods subjects either performed a subsidiary, arithmetic task or rested. Recall, as measured by accuracy in reproducing the locus of stimulation, decreased as a function of retention interval, asymptoting after approximately 5 s. Performance was poorer in the subsidiary task condition than in the rest condition; however, the effect of the subsidiary task appeared to be more on subject recall strategies than on rehearsal capacity. No evidence of proactive interference effects was found, and a decay interpretation of forgetting of discrete tactile stimuli in the short-term memory distractor paradigm was favoured.     

Selective attention and secondary message analysis: A reconsideration of Broadbent's filter model of selective attention

If the type of channel sharing which Broadbent (1958) hypothesized for low information messages also occurs with high information verbal messages, then his filter model is an adequate model of the selective attention process. Analysis which proceeds by a hierarchy of tests and the fluctuating redundancy of primary prose messages can together account for the characteristics of secondary message detection. This hypothesis was tested using four levels of redundancy in the primary message, and two types of secondary message targets, requiring analysis to two different levels in the hierarchy of tests for detection. It was predicted that there should be more target detection as redundancy increased, and more detection of the targets requiring the lower level of analysis than of those requiring the higher. The predictions were confirmed with the exception that the higher level targets were detected with equal frequency at all levels of redundancy. A possible reason for this is suggested.     

MASLOW'S HIERARCHY OF NEEDS IN RELATION TO EMPLOYMENT

Maslow's hierarchy of needs (see Table 1) can be used as a working hypothesis concerning vocational development and as a motivator of employability development and career advancement. The prepotent or basic survival needs are more urgent than the other needs under equal deprivation, and until the prepotent needs are relatively satisfied, the other needs do not emerge as consistent motivators of behavior.