Determinants of a Negotiator's Initial Opening Offer

Although the initial offer is a crucial aspect in the process of most negotiations, there is still a complete lack of empirical evidence on what underpins initial offer decisions. For this reason, the effects of different reference points on the negotiator's initial offer were examined in this study. Results from a sample of 596 managers indicate that knowledge of the opponent's best available alternative, or (Best Alternative To a Negotiated Agreement BATNA), is by far the strongest determinant. Criteria of fairness, as reflected in an estimated market price, are also important. However, awareness of the dependency of the other party has no direct effect on the initial offer. Apparently, negotiators define the negotiation game as the management of interdependency in an extremely egocentric way and base their opening offers largely on cues regarding the power structure within the dyad.     

论相对于生产力的"自然破坏力"

从历史到现代,人类实践体系中总是不时地孕育出某种破坏性力量(本文称之为“自然破坏力”),这种破坏力与一直被视为实践积极成果的物质生产力密切相关,共同影响社会发展。以前我们仅仅正面地看待实践,遗忘了孕育出“自然破坏力”的实践的负面性。其实,引入“生产力”与“自然破坏力”的对立,才能使生产力和生产关系的理论对于现代发展更富有解释力。     

力量的缺失:新西兰、中国卫生改革比较

通过近年来中国、新西兰两个国家卫生政策的变迁过程,在理顺当下卫生政策变迁的主要原因解释的基础上,从利益结构的平衡、力量缺失的视角来分析形成中国、新西兰卫生政策改革不同过程的原因.     

Working with differences: Issues for research and counselling practice

This paper considers our experience within a group researching domestic violence in minoritised groups and the implications for counselling practice. Issues of race, gender and power were significant within the research team. These issues are intrinsic to minoritised women's experiences of service responses and are also a powerful, yet often unexplored, dynamic in counselling practice. We reflect on issues of ‘outsiders’ and ‘insiders’ in terms of the research process and findings, and the impact and influence of these power roles on counselling practice. We acknowledge that it is only by retrospectively engaging with each other and our differences that we have been able to explore our parallel processes and consider their implications for counselling practice.     

论领导干部的道德修养

在当代社会 ,“德治”的作用日益彰显 ,而“德治”的重要内容就包含着领导干部的道德修养、从政道德 ,也就是“官德”。领导干部的道德修养有其深刻的内涵 ,在新的历史时期 ,加强领导干部的道德修养 ,领导干部必须牢固树立正确的权力观、诚信观和家庭观。     

The Pursuit of Status in Social Groups

ABSTRACT— Status differences are ubiquitous and highly consequential. Yet with regard to human social groups, basic questions persist about how status differences develop. In particular, little is known about the processes by which individuals pursue status in social groups. That is, how do individuals compete and jockey for status with their peers? The current paper reviews recent research that helps fill this gap in our knowledge. Specifically, studies of a variety of face-to-face groups show that individuals pursue status by enhancing the apparent value they provide to their group. Individuals compete for status not by bullying and intimidating others, as some theorists have proposed, but by behaving in ways that suggest high levels of competence, generosity, and commitment to the group.     

MOTIVES FOR PHILOSOPHIZING DEBUNKING AND WITTGENSTEIN'S PHILOSOPHICAL INVESTIGATIONS

Abstract: In this article I contest a reading of Wittgenstein's Philosophical Investigations —a reading of it as debunking philosophy. I concede that such a reading is not groundless, but I show why it is nonetheless mistaken. To do so, I distinguish two different ways of viewing Philosophical Investigations and its concern with philosophical problems, an External View and an Internal View. On the External View, readers of the book are taken to know ahead of time what philosophical problems are. On the Internal View, readers are not taken to know this ahead of time: the task of the book is to disclose what philosophical problems are, to show them coming into being. One thing disclosed is our participatory role in philosophical problems coming to be. Learning about the nature of philosophical problems is thus learning about our own nature; metaphilosophical knowledge is in part self-knowledge. If the Internal View is correct (as I believe it is), then Philosophical Investigations does not debunk philosophy but provides a different conception of philosophy and the philosopher's task.     

The physiology of women’s power motive: Implicit power motivation is positively associated with estradiol levels in women

This study examined the relationship between implicit power motivation (n Power) and salivary estradiol in women. Forty participants completed the Picture Story Exercise, a measure of n Power, and salivary estradiol levels from two saliva samples were determined with radioimmunoassay. We found that n Power was positively associated with estradiol levels. The positive correlation between n Power and estradiol was stronger in single women and women not taking oral contraceptives than in the overall sample of women. These findings replicate those of Stanton and Schultheiss (2007), giving further credence to the argument that women’s dominance striving is positively associated with their endogenous estradiol levels and that both social and biological factors influence the nature of that association.     

The influence of temporal resolution power and working memory capacity on psychometric intelligence

According to the temporal resolution power (TRP) hypothesis, higher TRP as reflected by better performance on psychophysical timing tasks accounts for faster speed of information processing and increased efficiency of information processing leading to better performance on tests of psychometric intelligence. An alternative explanation of individual differences in psychometric intelligence highlights individual differences in working memory (WM) capacity which has been found to be closely associated with psychometric intelligence. A latent variable approach was applied on the data of 200 participants ranging in age from 18 to 30 years and spanning a large range of levels of psychometric intelligence. Functional relationships were examined among TRP, WM capacity, as well as reasoning and speed of processing as two important aspects of psychometric intelligence. As predicted by the TRP hypothesis, the relation between TRP and psychometric intelligence was mediated by WM capacity supporting the view that higher TRP leads to better coordinated mental operations which, in turn, result in higher psychometric intelligence. The results are discussed against the background that WM capacity and psychometric reasoning are hardly dissociable from each other and that the specific factors limiting WM capacity and accounting for the mediation effect need to be identified in future research.     

The propensity to perceive meaningful coincidences is associated with increased posterior alpha power during retention of information in a modified Sternberg paradigm

There are ample inter-individual differences in the frequency with which people perceive meaningful coincidences. Previous research has identified increased proactive interference, that is a reduced working memory capacity, as one possible mechanism associated with this phenomenon. The present study aimed at extending this finding into the domain of neuroscience, (1) by assessing EEG alpha oscillations during the retention of information, (2) by replicating the behavioral link between meaningful coincidences and proactive interference. In a sample of 52 participants, the behavioral replication was successful. Furthermore, participants who perceived more meaningful coincidences showed higher alpha power increases at parietal-occipital sites, and at the same time, displayed lower alpha power increases at frontal areas, during retention of information. This neurophysiological activation pattern further underlines the assumption that participants who perceive more meaningful coincidences show lower working memory capacities, since increased alpha power at parietal areas reflects a higher load on working memory demands.