Missed opportunity for creating value in negotiations: reluctance to making Integrative Gambit Offers

In the present study we address a multi‐issue negotiation agenda, where several issues are under consideration and parties have different priorities among these issues. We suggest that in such agendas loss aversion and within issue anchoring may constrain the configuration of offers that parties propose to each other during the course of negotiation. We specifically focus on offers in which negotiators self‐propose to give the other party more than was demanded on one of the issues, while still maintaining or improving their overall value. We term such offers Integrative Gambit Offers (“IGO”s) and show that although making such offers improves integrative negotiation outcome, the frequency of making them is relatively low, and does not increase as negotiators gain experience with the task. Copyright © 2006 John Wiley & Sons, Ltd.     

Loss aversion,diminishing sensitivity,and the effect of experience on repeated decisions

Three experiments are presented that explore the assertion that loss aversion and diminishing sensitivity drive the effect of experience on choice behavior. The experiments are focused on repeated choice tasks where decision makers choose repeatedly between alternatives and get feedback after each choice. Experiments 1a and 1b show that behavioral tendencies that were previously interpreted as indications of loss aversion in decisions from experience are better described as products of diminishing sensitivity to absolute payoffs. Experiment 2 highlights a nominal magnitude effect: A decrease in the magnitude of the nominal payoffs eliminates the evidence for diminishing sensitivity. These and related previous results can be captured with a model that assumes reliance on small samples of subjective experiences, and an increase in diminishing sensitivity with payoff variability. Copyright © 2008 John Wiley & Sons, Ltd.     

厌而避额外之“利”；喜而趋额外之“害”

趋利避害是生物的本能。《管子·禁藏》云：夫凡人之情, 见利莫能勿就, 见害莫能勿避。“两利相权取其重, 两害相权取其轻”是规范性决策理论的一基本原则。本研究以金钱作为奖赏或惩罚刺激, 检验人们能否理性地遵循“价值最大化”原则。在实验中, 主试以检查硬币生产年代的数目为由, 让被试逐枚地感受两个金钱序列：10元硬币序列(由20枚五角硬币组成)和10.3元硬币序列(由20枚五角硬币和3枚一角硬币组成),随后评定获得(或损失)各金钱序列的高兴(或不高兴)程度, 并从中选择一金钱序列(与硬币等值的金钱)作为其奖赏(或惩罚)。实验为2 (3枚一角硬币在序列首vs. 3枚一角硬币在序列尾)´2(先检查10元硬币序列vs. 先检查10.3元硬币序列)´2(损失vs. 获得)三因素设计, 每种条件随机分配15名商学院学生被试。结果表明, 被试倾向选择获益少(10元)和损失多(-10.3元)的金钱序列; 且获益大(10.3元)时高兴程度小, 损失小(-10元)时不高兴程度大。这一结果意味着：“聊”并不胜于“无”,反而是“无”胜于“聊”。其中, 伴随着违背价值最大化原则所产生的情感亦有悖逻辑。负性情感的引发一般有其“逻辑正确”的原因(如, 无惠而不乐); 而引发本研究负性情感的原因实属“逻辑错误”(如, 惠多而不乐)。这种不曾被定义而类似于“冤”的情感不仅见于个人,也见于民族、国家间的持续交往, 值得进一步研究。     

Audiotactile multisensory interactions in human information processing

Abstract:  The last few years has seen a very rapid growth of interest in how signals from different sensory modalities are integrated in the brain to form the unified percepts that fill our daily lives. Research on multisensory interactions between vision, touch, and proprioception has revealed the existence of multisensory spatial representations that code the location of external events relative to our own bodies. In this review, we highlight recent converging evidence from both human and animal studies that has revealed that spatially-modulated multisensory interactions also occur between hearing and touch, especially in the space immediately surrounding the head. These spatial audiotactile interactions for stimuli presented close to the head can affect not only the spatial aspects of perception, but also various other non-spatial aspects of audiotactile information processing. Finally, we highlight some of the most important questions for future research in this area.     

Where are you,my beloved?: On absence,loss, and the enigma of telepathic dreams

The subject of dream telepathy (especially patients' telepathic dreams) and related phenomena in the psychoanalytic context has been a controversial, disturbing ‘foreign body’ ever since it was introduced into psychoanalysis by Freud in 1921. Telepathy ‐ suffering (or intense feeling) at a distance (Greek: pathos + tele)‐is the transfer or communication of thoughts, impressions and information over distance between two people without the normal operation of the recognized sense organs. The author offers a comprehensive historical review of the psychoanalytic literature on this controversial issue, beginning with Freud' years‐long struggles over the possibility of thoughttransference and dream telepathy. She then describes her own analytic encounter over the years with five patients' telepathic dreams' dreams involving precise details of the time, place, sensory impressions, and experiential states that the analyst was in at that time, which the patients could not have known through ordinary sensory perception and communication. The author's ensuing explanation combines contributory factors involving patient, archaic communication and analyst. Each of these patients, in early childhood, had a mother who was emotionally absent‐within‐absence, due to the absence of a significant figure in her own life. This primary traumatic loss was imprinted in their nascent selves and inchoate relating to others, with a fixation on a nonverbal, archaic mode of communication. The patient's telepathic dream is formed as a search engine when the analyst is suddenly emotionally absent, in order to find the analyst and thus halt the process of abandonment and prevent collapse into the despair of the early traumatization. Hence, the telepathic dream embodies an enigmatic ‘impossible’ extreme of patient‐analyst deep‐level interconnectedness and unconscious communication in the analytic process. This paper is part of the author's endeavour to grasp the true experiential scope and therapeutic significance of this dimension of fundamental patient‐analyst interconnectedness.     

The Signal-Cognition interface: Interactions between degraded auditory signals and cognitive processes

A hearing loss leads to problems with speech perception; this is exacerbated when competing noise is present. The speech signal is recognized by the cognitive system of the listener; noise and distortion tax the cognitive system when interpreting it. The auditory system must interact with the cognitive system for optimal signal decoding. This article discusses this interaction between the signal and cognitive system based on two models: an auditory model describing signal transmission and degeneration due to a hearing loss and a cognitive model for Ease of Language Understanding. The signal distortion depends on the specifics of the hearing impairment and thus differently distorted signals can affect the cognitive system in different ways. Consequently, the severity of a hearing loss may not only depend on the lesion itself but also on the cognitive recourses required to interpret the signal.     

Cognition and hearing aids

The perceptual information transmitted from a damaged cochlea to the brain is more poorly specified than information from an intact cochlea and requires more processing in working memory before language content can be decoded. In addition to making sounds audible, current hearing aids include several technologies that are intended to facilitate language understanding for persons with hearing impairment in challenging listening situations. These include directional microphones, noise reduction, and fast-acting amplitude compression systems. However, the processed signal itself may challenge listening to the extent that with specific types of technology, and in certain listening situations, individual differences in cognitive processing resources may determine listening success. Here, current and developing digital hearing aid signal processing schemes are reviewed in the light of individual working memory (WM) differences. It is argued that signal processing designed to improve speech understanding may have both positive and negative consequences, and that these may depend on individual WM capacity.     

Cognition and aided speech recognition in noise: Specific role for cognitive factors following nine-week experience with adjusted compression settings in hearing aids

The working memory model for Ease of Language Understanding (ELU) proposes that language understanding under taxing conditions is related to explicit cognitive capacity. We refer to this as the mismatch hypothesis, since phonological representations based on the processing of speech under established conditions may not be accessed so readily when input conditions change and a match becomes problematic. Then, cognitive capacity requirements may differ from those used for processing speech hitherto. In the present study, we tested this hypothesis by investigating the relationship between aided speech recognition in noise and cognitive capacity in experienced hearing aid users when there was either a match or mismatch between processed speech input and established phonological representations. The settings in the existing digital hearing aids of the participants were adjusted to one of two different compression settings which processed the speech signal in qualitatively different ways ("fast" or "slow"). Testing took place after a 9-week period of experience with the new setting. Speech recognition was tested under different noise conditions and with match or mismatch (i.e. alternative compression setting) manipulations of the input signal. Individual cognitive capacity was measured using a reading span test and a letter monitoring test. Reading span, a reliable measure of explicit cognitive capacity, predicted speech recognition performance under mismatch conditions when processed input was incongruent with recently established phonological representations, due to the specific hearing aid setting. Cognitive measures were not main predictors of performance under match conditions. These findings are in line with the ELU model.     

EFFECTS OF POINT‐LOSS PUNISHERS ON HUMAN SIGNAL‐DETECTION PERFORMANCE

Three experiments using human participants varied the distribution of point‐gain reinforcers or point‐loss punishers in two‐alternative signal‐detection procedures. Experiment 1 varied the distribution of point‐gain reinforcers for correct responses (Group A) and point‐loss punishers for errors (Group B) across conditions. Response bias varied systematically as a function of the relative reinforcer or punisher frequencies. Experiment 2 arranged two conditions — one where an unequal ratio of reinforcement (5:1 or 1:5) was presented without punishment (R‐only), and another where the same reinforcer ratio was presented with an equal distribution of point‐loss punishers (R+P). Response bias was significantly greater in the R‐only condition than the R+P condition, supporting a subtractive model of punishment. Experiment 3 varied the distribution of point‐gain reinforcers for correct responses across four unequal reinforcer ratios (5:1, 2:1, 1:2, 1:5) both without (R‐only) and with (R+P) an equal distribution of point‐loss punishers for errors. Response bias varied systematically with changes in relative reinforcer frequency for both R‐only and R+P conditions, with 5 out of 8 participants showing increases in sensitivity estimates from R‐only to R+P conditions. Overall, the results indicated that punishers have similar but opposite effects to reinforcers in detection procedures and that combined reinforcer and punisher effects might be better modeled by a subtractive punishment model than an additive punishment model, consistent with research using concurrent‐schedule choice procedures.     

Uncertainty Avoidance Influences Choices for Potential Gains but not Losses

Uncertainty of outcomes is a primary dimension underlying human judgment and decision making, and is a defining feature of risk. Even though uncertainty almost always exists in decision making contexts, individuals and cultures vary in their preference for avoiding uncertainty. This study examines how uncertainty avoidance influences judgments involving uncertain and risky alternatives. Participants were presented with problems that involve potential gains or losses and contain options reflecting uncertain or certain outcomes. Greater uncertainty avoidance predicted choices for uncertain outcomes that involved gains, which tend to promote risk aversion, but not for uncertain outcomes that led to losses, which tend to promote risk seeking. These results demonstrate that culturally-relevant dispositions such as uncertain avoidance can have complex effects on judgment.