Gender differences in anticipated pay negotiation strategies and outcomes

Business students were asked to indicate their pay expectations and anticipated negotiation strategies for a specific management trainee job. They also indicated expectations for their and the recruiter's target and resistance points for the negotiation process. Men, compared to women, indicated higher pay expectations, a higher likelihood of active negotiation, less likelihood of using traditional self-promotion strategies, and more opportunity for legitimate negotiations. Significant correlations were found between pay expectations and negotiation strategies. Intervention strategies for changing women's pay outcome and negotiation expectations are discussed, as well as the need for a better understanding of effective negotiation behaviors.This research was supported by the Colorado State University College of Business Summer Research Grant Program. An abbreviated version of this article was presented at the 50th Annual meeting of the Academy of Management, Women in Management Division, August 13, 1990, San Francisco, California.We gratefully acknowledge the critical comments of Kevin R. Murphy, Jeanette N. Cleveland, and Russell Cropanzano on an earlier draft of this article.     

Face Recognition in Poor-Quality Video; Evidence From Security Surveillance

Security surveillance systems often produce poor-quality video, and this may be problematic in gathering forensic evidence. We examined the ability of subjects to identify target people captured by a commercially available video security device. In Experiment 1, subjects personally familiar with the targets performed very well at identifying them, but subjects unfamiliar with the targets performed very poorly. Police officers with experience in forensic identification performed as poorly as other subjects unfamiliar with the targets. In Experiment 2, we asked how familiar subjects can perform so well. Using the same video device, we edited clips to obscure the head, body, or gait of the targets. Obscuring body or gait produced a small decrement in recognition performance. Obscuring the targets' heads had a dramatic effect on subjects' ability to recognize the targets. These results imply that subjects recognized the targets' faces, even in these poor-quality images.     

Men's Adjustment to Prostate Cancer: The Role of Agency and Unmitigated Agency

We examined how two male gender-related traits, agency (focus on self) and unmitigated agency (focus on self to the exclusion of others), were related to physical and emotional functioning in 162 men (92% Caucasian) treated for prostate cancer. As predicted, unmitigated agency was associated with worse functioning and more cancer-related difficulties. By contrast, agency was associated with better functioning and fewer cancer-related difficulties. We tested whether difficulties expressing emotions explained these relations. Unmitigated agency was associated with difficulty expressing emotions, and agency was associated with the ability to express emotions. Structural equation modeling was used to show that emotional expressiveness mediated the relations of unmitigated agency and agency to adjustment to prostate cancer. The implications of these results for interventions to enhance men's adjustment to prostate cancer are discussed.     

Lost properties? Retrieval differences between name codes and semantic codes for familiar people

Summary Two experiments compared decision times for matching tasks involving the names and faces of familiar people. In Experiment 1 category and property judgements were compared when subjects were asked to respond to simultaneously presented stimuli: blocks of either faces or surnames. The results showed that the advantage known to exist for category statements extended to these types of materials. In Experiment 2 the same type of property judgement was compared with a first-name-matching task. The finding was that forename judgements required a longer decision time than property judgements when faces were the presented stimuli, bot not when surnames were used. This result lends further support to the Bruce and Young (1986) model of face recognition. It is additional evidence for sequential access to identity-specific codes and name codes from faces and for the functional separation of these two types of information.Robert Johnston is supported by a grant from the Science and Engineering Research Council     

Gender and situational differences in children's smiles,touch, and proxemics

It was hypothesized that gender differences in nonverbal behaviors which are often considered to be affiliative may represent systematic differences between males and females in self-presentation. Smiling, touching, and interpersonal distance were studied with 256 White adolescents and preadolescents, who were randomly assigned to same-sex grade-level pairs. Self-presentation was made more salient by asking each subject pair to pose for a picture depicting a social situation. Each pair illustrated one of two situations — a neutral situation and a “male-appropriate” situation that emphasized team spirit in an athletic competition. Girls smiled significantly more often than boys did and mutually touched each other more often, but there were no differences between the sexes in the overall amount of touching or proxemics. Instead, the social situation significantly determined the amount of touch and proxemics. Subjects' age and experimenter's sex were not significant variables.     

Determinants of spelling ability in deaf and hearing adults: Access to linguistic structure

The extent to which ability to access linguistic regularities of the orthography is dependent on spoken language was investigated in a two-part spelling test administered to both hearing and profoundly deaf college students. The spelling test examined ability to spell words varying in the degree to which their correct orthographic representation could be derived from the linguistic structure of English. Both groups of subjects were found to be sensitive to the underlying regularities of the orthography as indicated by greater accuracy on linguistically-derivable words than on irregular words. Comparison of accuracy on a production task and on a multiple-choice recognition task showed that the performance of both deaf and hearing subjects benefited from the recognition format, but especially so in the spelling of irregular words. Differences in the underlying spelling process for deaf and hearing spellers were revealed in an analysis of their misspellings: Deaf subjects produced fewer phonetically accurate misspellings than did the hearing subjects. Nonetheless, the deaf spellers tended to observe the formational constraints of English phonology and morphology in their misspellings. Together, these results suggest that deaf subjects are able to develop an appreciation for the structural properties of the orthography, but that their spelling may be guided by an accurate representation of the phonetic structure of words to a lesser degree than it is for hearing spellers.     

A PROSPECTIVE STUDY OF SOMATIC AND EMOTIONAL SYMPTOMS OF PREGNANCY

Using a prospective design, this study examined somatic and emotional symptoms of planned pregnancy in a sample of 162 healthy women. All women participated in a baseline (prepregnancy) interview. Seventy women became pregnant and were assessed at each trimester; the 92 nonpregnant controls were interviewed 3, 6, and 9 months after their baseline interview. All participants also completed the Anxiety and Depression subscales of the Symptom Checklist–Revised (SCL 90-R). No significant group differences were found at baseline. As expected, however, pregnant women reported significantly more instances of digestive symptoms (nausea, vomiting, heartburn), fatigue, and moodiness than nonpregnant controls. Discriminant-function analyses found that in the context of all symptom variables, nausea and fatigue were the primary distinguishing features of the first trimester. In the second and third trimester, fatigue and heartburn contributed to the distinction of pregnant and nonpregnant women. Although pregnancy precipitates many physical and psychological changes in this sample of women who had planned pregnancies, our results did not support the notion that pregnancy is either a time of significant emotional turmoil or of heightened emotional well-being.     

Searching for politicians: An information-processing approach to face recognition

Previous work on face recognition has concentrated on the processing of unfamiliar faces. This paper examines the recognition of already familiar faces, specifically politicians. Three experiments are described in which the subject's task was to search through a series of faces for particular target politicians. In Experiment I the function relating search time to target set size was found to be negatively accelerated. A similar function was observed when names were used as search items. In Experiment II all subjects searched for four targets, and the relationship between distractors and target items was varied. Distractors rated visually similar to the targets took longer to reject than those rated dissimilar. Distractors who were other politicians took longer to reject than actors, and this effect of semantic category was independent of visual similarity. In Experiment III, where subjects searched for a single target, semantic category appeared only to have an effect when the distractors were also visually similar to the target. Models of the rejection process are discussed, and the similarities between the effects observed here, with faces, and those reported elsewhere for words are pointed out.     

The role of the verb in sentence memory

Investigators have frequently found that nouns are more important than verbs in the memory representation of sentences. This pattern of results is incompatible with recent theories of sentence memory that have emphasized the verb and with the results of sentence comprehension studies that have demonstrated the importance of the verb. The four experiments reported here were designed to reexamine the role of the verb in sentence memory. Linguistic variables other than sentence function were held constant in three studies. Verbs were recalled as well and were as effective retrieval cues as nouns in these experiments. The to-be-remembered sentences were presented in the context of paragraphs in the fourth experiment. This reduced the difference in level of recall between subjects, verbs, and objects. The conclusion was drawn that the verb is no less important than sentence nouns in the memory representation.