Mismatching the opponent's offers in negotiation

Mismatching in negotiation involves responding with high demands to the opponent's low demands and with low demands to the opponent's high demands. Prior research has shown that the opponent's demands are often mismatched but that this effect is attenuated when information is available about the outcomes achieved by the opponent from the available alternatives. The present research showed that mismatching was also attenuated when the negotiator knew the location of the opponent's limit (the alternative beyond which the opponent would not concede). Two new interpretations of the attenuation effect were suggested on the basis of this finding. In addition, women were found to engage in more mismatching than men, being particularly likely to exploit a soft opponent.     

Being attractive,advantage or disadvantage? Performance-based evaluations and recommended personnel actions as a function of appearance,sex, and job type

Prompted by a concern with the effects of appearance on how individuals and their work are regarded and how rewards are allocated in work settings, an experiment was conducted to determine whether physical attractiveness differentially affects the performance evaluations and recommended personnel actions for men and women holding managerial and nonmanagerial jobs. As predicted, attractiveness proved to be advantageous for women in nonmanagerial positions and disadvantageous for women in managerial ones. Unexpectedly, however, appearance had no effects whatsoever on reactions to men. Additional results indicated that attractiveness enhanced the perceived femininity of our female stimulus people, but did not enhance the perceived masculinity of those who were male. These data were interpreted as supportive of the idea that the differential effects of appearance in work settings are mediated by gender characterizations, and that fluctuations in the perceived person-job fit are key to understanding the seemingly inconsistent reactions to attractive and unattractive women in employment situations. The theoretical and applied implications of these findings are discussed.     

The more things change…: Metamorphoses and conceptual structure

Given that mythmakers must construct stories that are comprehensible to their audience, it is reasonable to expect stories to be conceptually natural even when their topics deal with the supernatural. Thus, as stories are adapted to human conceptual structure, they should reflect characteristics of that structure. An examination of the types of magical transformations in Ovid's Metamorphoses and Grimms' Fairy Tales suggests that this is the case. It was possible to predict the patterns of transformations on the basis of structural properties of ontological knowledge, which is knowledge of the basic categories of existence (e.g., conscious beings, animals, plants, events). Other characteristics of the transformations seem to reflect the conceptual distinction between animates and inanimates as well as the relative prototypicality of various taxonomic classes of animals. It appears that aspects of conceptual structure can constrain patterns of thinking even during “the willing suspension of disbelief.”     

The minimum principle and the perception of absolute,common, and relative motions

Wheel-generated motions have served as a touchstone for discussion of the perception of wholes and parts since the beginning of Gestalt psychology. The reason is that perceived common motions of the whole and the perceived relative motions of the parts are not obviously found in the absolute motion paths of points on a rolling wheel. In general, two types of theories have been proposed as to how common and relative motions are derived from absolute motions: one is that the common motions are extracted from the display first, leaving relative motions as the residual; the other is that relative motions are extracted first leaving common motions as the residual. A minimum principle can be used to defend both positions, but application of the principle seems contingent on the particular class of stimuli chosen. We propose a third view. It seems that there are at least two simultaneous processes—one for common motions and one for relative motions—involved in the perception of these and other stimuli and that a minimum principle is involved in both. However, for stimuli in many domains the minimization of relative motion dominates the perception. In general, we propose that any given stimulus can be organized to minimize the complexity of either its common motions or its relative motions; that which component is minimized depends on which of two processes reaches completion first (that for common or that for relative motions); and that the similarity of any two displays depends on whether common or relative motions are minimized.     

Career exploration in adulthood

The study described was designed to examine career exploration in the adult years, as seen from the perspective of decision-making behavior. Using conceptual models provided by H. B. Gelatt (Journal of Counseling Psychology, 1962, 9, 240–245) and D. V. Tiedeman (Personnel and Guidance Journal, 1961, 40, 15–21), two research questions were posed: (1) To what extent does exploration occur prior to more terminal career behaviors? and (2) To what extent are exploratory and terminal career decision modes interdependent? These questions were addressed by examining the series of decisions made by 95 subjects over a period of 18 years. The results supported the expectation that decisions made at earlier stages of development are more likely to be of an exploratory nature and that decisions made at later stages are more likely to be of a terminal nature. In addition, support was found for the hypothesis that decision-making strategies at various stages of development are interdependent.     

The opponent-process theory of motivation: VIII. Quantitative and qualitative manipulations of food both modulate adjunctive behavior

The present studies extend the opponent-process theory of acquired motivation to the schedule-induced polydipsia paradigm and more generally to adjunctive behavior. The theory suggests that manipulations of the quality and the size of the pellet presented on an intermittent schedule should be important modulators of polydipsia. In Experiment 1, presenting animals with preferred, less preferred, or least preferred food pellets on a fixed-time 120-sec schedule resulted in progressively lower levels of water intake. In Experiment 2, the quality and size of the pellet were manipulated factorially. These variables were found to interact in the control of both the development and maintenance of schedule-induced drinking. Thus, predictions from the opponent-process theory were supported by these findings.