My way: How strategic preferences vary by negotiator role and regulatory focus

Negotiators may use vigilant, loss-minimizing strategies or eager, gain-maximizing strategies. The present study provides evidence that preferences for these different strategies depend on negotiator role and personal orientation. In a price negotiation, buyers and prevention-focused individuals prefer vigilant strategies, whereas sellers and promotion-focused individuals prefer eager strategies. When there is a match between the strategy and the role (role–strategy fit) or between the strategy and the individual's regulatory focus orientation (focus–strategy fit), the negotiator experiences more fit and plans to be more demanding in the negotiation. By manipulating strategy in a real, binding negotiation, we reveal its importance in determining negotiators' subjective experiences and planned demand. Our results show that shared strategic preferences between different motivational orientations—negotiator role and personal regulatory focus—can create self-regulatory compatibility.     

Revisiting the role of bad news in maintaining human observing behavior

Results from studies of observing responses have suggested that stimuli maintain observing owing to their special relationship to primary reinforcement (the conditioned-reinforcement hypothesis), and not because they predict the availability and nonavailability of reinforcement (the information hypothesis). The present article first reviews a study that challenges that conclusion and then reports a series of five brief experiments that provide further support for the conditioned-reinforcement view. In Experiments 1 through 3, participants preferred occasional good news (a stimulus correlated with reinforcement) or no news (a stimulus uncorrelated with reinforcement) to occasional bad news (a stimulus negatively correlated with reinforcement). In Experiment 4 bad news was preferred to no news when the absence of stimulus change following a response to the bad-news option was reliably associated with good news. When this association was weakened in Experiment 5 the results were intermediate. The results support the conclusion that information is reinforcing only when it is positive or useful. As required by the conditioned-reinforcement hypothesis, useless information does not maintain observing.     

Conditioned reinforcement and response strength

Stimuli associated with primary reinforcers appear themselves to acquire the capacity to strengthen behavior. This paper reviews research on the strengthening effects of conditioned reinforcers within the context of contemporary quantitative choice theories and behavioral momentum theory. Based partially on the finding that variations in parameters of conditioned reinforcement appear not to affect response strength as measured by resistance to change, long-standing assertions that conditioned reinforcers do not strengthen behavior in a reinforcement-like fashion are considered. A signposts or means-to-an-end account is explored and appears to provide a plausible alternative interpretation of the effects of stimuli associated with primary reinforcers. Related suggestions that primary reinforcers also might not have their effects via a strengthening process are explored and found to be worthy of serious consideration.     

Why pigeons say what they do: reinforcer magnitude and response requirement effects on say responding in say-do correspondence

The effects of reinforcer magnitude and response requirement on pigeons' say choices in an experimental homologue of human say-do correspondence were assessed in two experiments. The procedure was similar to a conditional discrimination procedure except the pigeons chose both a sample stimulus (the say component) and a comparison stimulus that corresponded to it (the do component). Correspondence was trained on red, green, and white key colors before the duration of food presentations following correspondence on each key color (Experiment 1) and the number of key pecks required as the say response on each key color (Experiment 2) were manipulated in an attempt to influence the initial say response. The frequency of say responses on each key color coincided with programmed changes in the duration of food presentations and the key-peck requirements assigned to each key color. Correspondence accuracy remained stable in all conditions, even those in which the say responding occurred primarily on two of the three key colors. Implications for human behavior are discussed.     

A Signal Detection Model for Multiple-Choice Exams

A model for multiple-choice exams is developed from a signal-detection perspective. A correct alternative in a multiple-choice exam can be viewed as being a signal embedded in noise (incorrect alternatives). Examinees are assumed to have perceptions of the plausibility of each alternative, and the decision process is to choose the most plausible alternative. It is also assumed that each examinee either knows or does not know each item. These assumptions together lead to a signal detection choice model for multiple-choice exams. The model can be viewed, statistically, as a mixture extension, with random mixing, of the traditional choice model, or similarly, as a grade-of-membership extension. A version of the model with extreme value distributions is developed, in which case the model simplifies to a mixture multinomial logit model with random mixing. The approach is shown to offer measures of item discrimination and difficulty, along with information about the relative plausibility of each of the alternatives. The model, parameters, and measures derived from the parameters are compared to those obtained with several commonly used item response theory models. An application of the model to an educational data set is presented.     

Kierkegaard’s Analysis of Human Existence in Either/Or: There is No Choice Between Aesthetics and Ethics

Abstract

According to Alasdair MacIntyre, Kierkegaard fails to provide rational reasons to choose between an aesthetic lifestyle and an ethical lifestyle. This claim subsequently initiated a significant discussion that investigated whether one can rationally choose between ethics and aesthetics. I will be challenging both MacIntyre’s criticism and in large part the basis of the subsequent discussion by arguing that there is no choice between aesthetics and ethics at all. Specifically, I will be arguing that in Either/Or Kierkegaard demonstrates that the essence of human existence is the freedom to make choices. Given that the ethical is the existential reality of having to make choices, human existence is therefore necessarily ethical. This conclusion follows from my thesis that the essential difference between the aesthete and the ethicist in Either/Or is their opposing views on whether choices are necessary elements of experience.     

Developmental Study of the Reversed Stroop Effect in Chinese-English Bilinguals

Chinese-English bilinguals in Grades 2, 4, 8, 10, and in college read Chinese and English color words in black or in colored print in the corresponding language. Subjects were more efficient in reading Chinese than English. This superiority effect of reading Chinese gradually decreased as subjects' familiarity with English increased. Furthermore, skilled readers were less susceptible than less skilled readers to the introduction of conflicting colors of ink. This result indicates that the pattern of the reversed Stroop (1935; Dunbar & MacLeod, 1984) effect is related to the proficiency of word processing.