买卖交易中谈判者角色影响谈判结果的机制

现实生活中的谈判通常发生在特定的社会情境中, 谈判者也总在扮演着某种角色。本研究探索了买卖交易谈判中谈判者角色影响谈判结果的作用机制。研究提出了一个关于谈判者角色诱发框架效应的理论模型, 然后通过两个模拟谈判实验对这一模型进行验证。实验1表明, 买家知觉到的馅饼大于卖家知觉到的馅饼, 且谈判者知觉到的馅饼在谈判者角色与谈判者绩效间起部分中介作用。实验2发现, 即使保留买家与卖家的角色标签, 如果剥离了金钱作为交易介质这一重要特征, 两个谈判角色知觉到的馅饼也没有差异。研究揭示了谈判者角色影响谈判结果的作用机制, 对谈判者如何利用情境因素取得更好的谈判结果具有实践意义。     

“Thine is the Kingdom,the Power,and the Glory”: New Vistas for the Theology of the Cross

Abstract : This article examines fifteen recent books on a theology of the cross in the English language. Following the publication of Moltmann's The Crucified God and Hall's Lighten Our Darkness in the 1970s, unprecedented interest has been devoted to a theology of the cross in theological literature. The author categorizes this literature into four types: exegetical and historical treatments, critiques of theologies of glory, challenges to the abuse of power, and signals of the coming of God's kingdom. Two hypotheses are ventured regarding the emergence of these works at this time: 1) they evidence a theological response to the enormity of human suffering brought into awareness in an age of instant electronic communication; and 2) the urgent concern for the poor and the cry for social justice, which emerged with liberation theologies, are now finding expression through advocates for the theology of the cross.     

Empower my decisions: The effects of power gestures on confirmatory information processing

Recent research has shown that social power systematically influences information processing in many ways, and can be induced simply via powerful gestures or postures. The current studies investigated the impact of embodied power on confirmatory information processing after decision making. Based upon previous social power research, we hypothesized that individuals who posed in powerful ways (making a clenched fist or sitting in an open, expansive posture) would systematically prefer decision-consistent over decision-inconsistent information; an effect known as selective exposure, or biased assimilation. Four studies consistently indicated that bodily positioning associated with high levels of power induced greater confirmatory tendencies in the evaluation and search stages of a subsequent, decision-relevant information task (Studies 1–4). This tendency is unlikely to be due to mere physical strain (Study 4), and was mediated by differences in experienced decision certainty (Studies 3 and 4); indicating that the embodiment of high power makes people more confident regarding the validity of their decisions. Consequently, high-power posers systematically prefer information that is consistent with their decision preference.     

Participation, Power, and the Role of Community Psychology in Environmental Disputes: A Tale of Two Nuclear Cities

This paper examines public participation and the role of community psychology in an emerging environmental dispute relevant to global climate change (GCC)-whether nuclear power represents a "green" solution. From a dialectical position, we explore the nuclear debate as it is linked to GCC, and more specifically, how participation in related federally-mandated processes may be shaped by power. We present qualitative data from public meetings in two nuclear communities and analyze these data through a lens of social power and environmental justice, including an examination of nukespeak and telepolitical appeals to highlight the complexity of the issues, how the appearance of successful participation may be deceptive, and how consensus may be manipulated. We argue that CP should consider GCC to be one of the most significant social problems of our time and make every effort to be involved in the search for truly "green" solutions.     

Implicit Motives and Sexual Conservatism as Predictors of Sexual Behaviors

ABSTRACT

This study was designed to provide an assessment of the relationship between the two most important implicit motives and the most frequently studied sexual behaviors. A community sample of 102 men and 92 women completed measures of implicit power and affiliation-intimacy motives, sexual conservatism, social desirability, and sexual behavior. For men, high power motivation was positively associated with the number of sexual partners and the frequency of sex. There was an interaction between sexual conservatism and power motivation in women. For women low in sexual conservatism, high power motivation was positively associated with the number of sexual partners and with earlier initiation to intercourse and oral sex. There were few associations between affiliation-intimacy motivation and sexual behaviors; however, women high in this motive reported later initiation to oral sex.     

Testing the BIAS Map Model: The Positive Effects of Perceiving Weakness and Harmony in Powerful Out-Groups

ABSTRACT

Two experimental studies were used to test predictions derived from the BIAS map model. While the first experiment manipulated the perception of power in the out-group (the USA), the second manipulated the perceived harmony of the relationships between this out-group and the participants' own national group. The results confirmed the hypotheses derived from the model. The manipulation of power affected the perception of competence, thus affecting emotions and behavioral dispositions towards out-group members. The manipulation of perceived harmony of intergroup interests had a similar effect, but was not mediated by changes in the attribution of competence, but of warmth. Attitudes did not play a significant role in the prediction of emotions and behavioral intentions.     

The Impact of Value Similarity and Power on the Perception of Threat

Threat perception is a powerful tool in international and intergroup conflict. Realists in international relations argue that the perception of threat in intergroup conflict is a function of power asymmetries between groups. In contrast, social constructivists in international relations suggest that a shared sense of identity or similarity can reduce, and in some cases eliminate, perceptions of intergroup threat. Consequently, threat perception might be influenced by both the value similarities and the power asymmetries between the ingroup and the outgroup. In this article, we present an attempt to test empirically how individuals evaluate the similarity of cultural and political values compared with another nation (outgroup) and assess its implications for cooperation among states in the international system. The results of two experiments demonstrate that both power and perceived value similarity play an important role in threat perception among states and discuss implications for future research.     

感知音乐音质的EEG探究

欣赏音乐是一种审美的体验活动,不同的音质会使人产生不同的感受。为探究音乐和EEG的关系,本文选用音乐《黑人舞曲》,运用主成分分析等方法,研究了11位在校大学生在欣赏不同音质音乐时的EEG特征。结果发现:在欣赏不同音质音乐时大脑皮层右颞等处快波功率差异显著。大脑对音乐的精细加工与大脑右颞等区的电活动密切相关。     

不同类型音乐对悲伤情绪舒缓作用的EEG研究

该研究采用EEG法探究音乐对悲伤情绪舒缓作用。选取中国古典、流行、摇滚及班得瑞音乐及悲伤影片。播放影片诱发悲伤情绪后,用音乐进行舒缓,同步采集脑电,分析得脑电功率谱(PS)及重心频率(GF)。结果表明,影片显著降低了GF及α频段PS;古典音乐GF最高,且诱发的α段PS最高,摇滚乐最低;脑对音乐加工的性别差异显著,半球差异不显著;主观体验悲伤度与α波PS显著负相关。所选音乐均具情绪舒缓作用,中国古典音乐最佳;α波PS,可作为反映悲伤-快乐情绪体验变化的脑电指标。