Power, propensity to negotiate, and moving first in competitive interactions

Five experiments investigated how the possession and experience of power affects the initiation of competitive interaction. In Experiments 1a and 1b, high-power individuals displayed a greater propensity to initiate a negotiation than did low-power individuals. Three additional experiments showed that power increased the likelihood of making the first move in a variety of competitive interactions. In Experiment 2, participants who were semantically primed with power were nearly 4 times as likely as participants in a control condition to choose to make the opening arguments in a debate competition scenario. In Experiment 3, negotiators with strong alternatives to a negotiation were more than 3 times as likely to spontaneously express an intention to make the first offer compared to participants who lacked any alternatives. Experiment 4 showed that high-power negotiators were more likely than low-power negotiators to actually make the first offer and that making the first offer produced a bargaining advantage.     

A cross-national study of cognitive style among managers and technicians(1)

This study explains differences among managers and technicians in twenty-two non-western countries in terms of the field articulation cognitive style. A review of the behavioral referents of the field articulate cognitive style suggested that this variable is appropriately related to occupational interests and tasks and adaptability to industrial technique. Previous studies also suggested the hypothesis that socioeconomic status variables are related to both cognitive style and national or cultural differences. This hypothesis was confirmed using both the EFT and the RFT as measures of field articulation in a group of three hundred twenty-nine managers and technicians representing twenty-two non-western developing countries. Several explanations of these findings are discussed in terms of functional requirements for adult roles in a society and in terms of the relative affluence or level of poverty.     

Power and perspectives not taken

Four experiments and a correlational study explored the relationship between power and perspective taking. In Experiment 1, participants primed with high power were more likely than those primed with low power to draw an E on their forehead in a self-oriented direction, demonstrating less of an inclination to spontaneously adopt another person's visual perspective. In Experiments 2a and 2b, high-power participants were less likely than low-power participants to take into account that other people did not possess their privileged knowledge, a result suggesting that power leads individuals to anchor too heavily on their own vantage point, insufficiently adjusting to others' perspectives. In Experiment 3, high-power participants were less accurate than control participants in determining other people's emotion expressions; these results suggest a power-induced impediment to experiencing empathy. An additional study found a negative relationship between individual difference measures of power and perspective taking. Across these studies, power was associated with a reduced tendency to comprehend how other people see, think, and feel.     

Power,approach, and inhibition

This article examines how power influences behavior. Elevated power is associated with increased rewards and freedom and thereby activates approach-related tendencies. Reduced power is associated with increased threat, punishment, and social constraint and thereby activates inhibition-related tendencies. The authors derive predictions from recent theorizing about approach and inhibition and review relevant evidence. Specifically, power is associated with (a) positive affect, (b) attention to rewards, (c) automatic information processing, and (d) disinhibited behavior. In contrast, reduced power is associated with (a) negative affect; (b) attention to threat, punishment, others' interests, and those features of the self that are relevant to others' goals; (c) controlled information processing; and (d) inhibited social behavior. The potential moderators and consequences of these power-related behavioral patterns are discussed.     

Semantics and pragmatics of social influence: how affirmations and denials affect beliefs in referent propositions.

Ss read either affirmations or denials of target propositions that ostensibly came from either newspapers or reference volumes. Denials of the validity of a proposition that was already assumed to be false increased Ss' beliefs in this proposition. The effect generalized to beliefs in related propositions that could be used to support the target's validity. When denials came from a newspaper, their "boomerang effect" was nearly equal in magnitude to the direct effect of affirming the target proposition's validity. When Ss were asked explicitly to consider the implications of the assertions, however, the impact of denials was eliminated. Affirmations of a target proposition that was already assumed to be true also had a boomerang effect. Results have implications for the effects of both semantic and pragmatic processing of assertions on belief change.     

ACHIEVEMENT VALUES,COGNITIVE STYLE AND SOCIAL CLASS

L'?uvre de McClelland et les recherches interculturelles rapportées par Witkin permettent de supposer que les aspirations à la réussite personnelle, d'une part, et le style cognitif, d'autre part, sont liés au niveau d'industrialisation. Dans cette étude, on a comparé les valeurs de réalisation de soi et le style cognitif d'étudiants américains et péruviens de même niveau social et de même origine urbaine. Les résultats ne soutiennent pas l'hypothèse de différence entre les deux échantillons et attirent l'attention sur la nécessité de contrôler, dans ce type de recherches, des variables telles que le niveau social, le degré d'instruction ou l'origine urbaine des sujets.