Market forces,negotiator frames and transaction outcomes

Although implicit framing differences have been advanced as an explanation of the buyers advantage, two necessary preconditions must be met to sustain this model: a demonstration that negatively-framed negotiators are advantaged in negotiations and that buyer role labels invoke a negative frame. A modification of Neale, Northcraft, Magliozzi and Bazerman s (1986) simulation created a role-neutral setting in which positively-framed negotiators bargained against negatively-framed negotiators, thus testing the first of these preconditions. Experiment 1 found no differences in the outcomes of positively- and negatively-framed negotiators, a finding that could be attributed to relatively low market competitiveness. A second experiment, by creating power imbalanced negotiation markets, sought to increase market distributiveness and strengthen framing effects. Results showed that both high power and negatively-framed negotiators were significantly advantaged, providing conditional support for the implicit framing model, However unlike role, frame interacted with power suggesting that the two variables are not functionally equivalent. These findings are interpreted to suggest that factors other than implicit framing differences account for the buyers advantage. More generally these results suggest that frame is responsive to situational variables and that such variables, by influencing negotiation processes, mediate the relationship between negotiator frames and negotiation outcomes.     

Response scales as frames of reference: The impact of frequency range on diagnostic judgements

In social and psychological research, respondents are often asked to report the frequency of a behaviour by checking the appropriate alternative from a list of response categories provided to them. Previous research indicated that respondents extract comparison information from the range of the response alternatives, assuming that the average respondent is represented by values in the middle range of the scale, and that the extremes of the scale represent the extremes of the distribution. Extending this line of research, the present studies demonstrate that the users of a respondent's report are also likely to use the range of the response alternatives as a frame of reference in evaluating the implications of the report. Specifically, subjects are found to draw different conclusions about the respondent's personality (Experiment l ), or the severity of his or her medical condition (Experiment 21, from the same absolute frequency report, depending upon the range of the response scale on which the frequency was checked. Moreover, experienced medical doctors were as likely to be influenced by scale range as first-year medical students, suggesting that the phenomenon is of considerable applied importance. Implications for the use of response alternatives in psychological research and diagnostic judgement are discussed.     

Shaping EU Attitudes Through Identity Leadership: Investigating Pro-EU and EU-Skeptic Identity Narratives

The European Union (EU) faces many challenges. Chief among them are (1) the growing electoral appeal of EU-skeptic parties, (2) the prevalence of negative narratives about the EU, and (3) frequent marginalization of government leaders openly advocating EU membership. It is hence unsurprising that the EU attitude literature focuses heavily on ways in which leaders undermine (rather than bolster) confidence in the EU. The aim of this conceptual article is to fill this void and to shine a spotlight on how leaders seek to restore confidence in the EU. Rather than to merely describe what pro-EU leaders say in public, we propose a conceptual model that combines older EU attitude research (into “nested” social identities and perceived identity compatibility), with more recent social psychology research (into “identity mobilization” and “identity leadership”). By combining insights from both fields, our framework enables us to gain a deeper understanding of why certain pro-EU narratives can be expected to “take hold” and instill faith in the EU among the public at large. The discussion focuses on the implications for EU leadership.     

Therapieabbrüche in der stationären Psychotherapie

This article focuses on the patients’ view of the causes and consequences of premature therapy termination in inpatient psychosomatic setting. In this study, drop-out patients and non-drop-out patients were questioned in semi-structured phone interviews (n=62). The causes of early termination are seen in this study to be connected with an internal, somatic concept of disease, discontent with treatment, and social interaction problems in the hospital. In 80% of the examined cases more than two causes were reported. Consequently, early termination of treatment can be considered as an outcome of multifactorial influences. Furthermore, a group of “inner drop-outs” has been identified within the non-drop-out patients. Despite high discontent, these patients remained in treatment because they often feared possible negative consequences of early treatment termination. Both drop-outs and inner drop-outs scored lower in outcome analysis than the remaining patients. This study points to problem areas that can help identify potential drop-out patients.     

Intending and Causing

In much of the contemporary discussion of end of life cases, active killing is forbidden doctors, whereas the passive bringing about of death is, e.g., a rather common occurrence in our hospitals. In the former sorts of cases, doctors are held to be causes of death; in the latter sorts of cases, they are held not to be. If they did not cause a death, even though they did passively bring it about, we cannot use casual responsibility for a death in order to raise possible questions about moral responsibility for that death. I here look at part of this insistence that doctors are not a part cause of death and call it into question.     

Whatever? The effect of social exclusion on adopting persuasive messages

The aversive state of social exclusion can result in a broad range of cognitive deficits. Being unable or unmotivated to process relevant information, we assumed that social exclusion would also affect the success of persuasive attempts. We hypothesized that socially excluded people would adopt attitudes regardless of persuasion quality. In three studies using different manipulations of social exclusion and persuasion, we showed that participants who were socially excluded adopted persuasive messages regardless of argument quality. In contrast, this undifferentiated response was not shown by socially included participants who were more persuaded by high- compared to low-quality arguments. In Study 3, we moreover revealed that this pattern could only be replicated in reliable situations—that is, when the communicator appeared credible. These findings support the assumption that social exclusion can lead to reduced processing of information.     

A test of the diffusion model explanation for the worst performance rule using preregistration and blinding

People with higher IQ scores also tend to perform better on elementary cognitive-perceptual tasks, such as deciding quickly whether an arrow points to the left or the right Jensen (2006). The worst performance rule (WPR) finesses this relation by stating that the association between IQ and elementary-task performance is most pronounced when this performance is summarized by people’s slowest responses. Previous research has shown that the WPR can be accounted for in the Ratcliff diffusion model by assuming that the same ability parameter—drift rate—mediates performance in both elementary tasks and higher-level cognitive tasks. Here we aim to test four qualitative predictions concerning the WPR and its diffusion model explanation in terms of drift rate. In the first stage, the diffusion model was fit to data from 916 participants completing a perceptual two-choice task; crucially, the fitting happened after randomly shuffling the key variable, i.e., each participant’s score on a working memory capacity test. In the second stage, after all modeling decisions were made, the key variable was unshuffled and the adequacy of the predictions was evaluated by means of confirmatory Bayesian hypothesis tests. By temporarily withholding the mapping of the key predictor, we retain flexibility for proper modeling of the data (e.g., outlier exclusion) while preventing biases from unduly influencing the results. Our results provide evidence against the WPR and suggest that it may be less robust and less ubiquitous than is commonly believed.     

Culture, self, and the emergence of reactance: Is there a “universal” freedom?

In this article we suggest that independent vs. interdependent aspects of the self yield different manifestations of psychological reactance and that this is especially relevant in a cross-cultural context. In Studies 1, 2, and 4 we showed that people from collectivistic cultural backgrounds (individuals holding more interdependent attitudes and values) were less sensitive to a threat to their individual freedom than people from individualistic cultural backgrounds (individuals holding more independent attitudes and values), but more sensitive if their collective freedom was threatened. In Study 3 we activated independent vs. interdependent attitudes and values utilizing a cognitive priming method and yielded similar results as the other studies hinting at the important causal role of self-related aspects in understanding reactance in a cross-cultural context.