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。     

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.     

成败情境下不同目标取向学生内在动机特点

以213名小学生为被试,设置成功和失败情境,考察三种成就目标取向学生内在动机的差异。结果发现:两种情境下,掌握目标的学生均有最高的内在动机;失败情境下,成绩接近目标学生的内在动机显著高于成绩回避目标的学生,但成功情境下,两种目标取向学生的内在动机没有显著差异;掌握目标学生在两种情境下的内在动机无显著差异;成绩接近和成绩回避目标学生在失败情境下的内在动机显著低于成功情境下的内在动机。     

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.     

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.     

A Systemic Approach to Fetal Loss Following Genetic Testing

Advances in genetic technology challenge couples to make complex life and death decisions about their fetus that have far-reaching practical and emotional consequences. When genetic defects lead to fetal loss, whether by miscarriage, elective interruption, or still birth, it can be a devastating experience with ripple effects on couple and family development. This paper presents a systemic approach to coping and adaptation to fetal loss in the wake of genetic testing. Clinical vignettes illustrate common experiences and present interventions designed to help the individual grieving partners as well as the marriage. thereby strengthening the family fabric at a vulnerable transitional stage.     

小学儿童谦虚行为的发展研究

谦虚行为是一种中国特有的亲社会行为,在有关儿童道德判断的跨文化研究领域具有比较特殊的意义.本研究通过实验室实验对311名7、9、11岁小学儿童的谦虚行为进行了有益的探索.结果发现,儿童的谦虚行为不仅与年龄因素有关,而且还会受到社会情境因素的影响.