Expectancy Disconfirmation and Negotiator Reactions Across Negotiation Episodes

In the negotiation literature, relatively little attention has been paid to the impact of negotiator goals and expectancy disconfirmations on negotiator behaviors and affective outcomes. We found that negotiators with larger negative expectancy disconfirmations were less satisfied; set lower targets for a subsequent negotiation; and were more likely to settle with the other party in the second negotiation, rather than requiring third-party imposition of a settlement. Those negotiators who settled had more positive feelings and perceptions about the negotiation and set higher targets for a third negotiation. Further, negotiators who experienced repeated high levels of negative expectancy disconfirmation also experienced the greatest decrements in their feelings and perceptions across negotiation episodes. Implications of study findings for future research are discussed.     

Effects of Goal Choice,Strategy Choice,and Feedback Source on Goal Acceptance,Performance and Subsequent Goals1

This study examined the effects of goal choice, strategy choice, and feedback source on goal acceptance, performance, and future self-set goals. The results were partially consistent with earlier work by Earley and Kanfer (1985) in that goal and strategy choice interacted to affect initial performance and goal acceptance. However, the nature of the performance interaction was not as expected. Results pertaining to future goals and subsequent performance suggested that goal choice was an important determinant of future goals and that feedback, goal choice, and strategy choice interacted to influence subsequent performance. Contrary to expectations, feedback source did not exert a main effect on subsequent performance, goal setting, or perceptions of feedback acceptance and usefulness. Discussion centered on the differential impact of choice on perceptual and behavioral variables and the failure of self-feedback to significantly affect subsequent goals and performance.     

Effects of participative vs assigned goals and feedback in a multitrial task

A dynamic multitrial perspective on goal setting was adopted in order to investigate the effects of both goals (assigned vs participative) and goal-discrepant performance feedback on subsequent goal commitment and performance. Eighty subjects were initially assigned to either an assigned or participative goal condition, and performed a multitrial task with all subjects receiving goal discrepant performance feedback following the first task trial. Assigned rather than participative goal setting led to higher goal commitment, and large goal/feedback discrepancies led to greater reductions in subsequent goals. Because of these goal changes, the ability of initial goals to predict performance decreased over trials. However, when goal commitment, which reflects revised goals, was also considered, the ability to predict performance actually increased over trials. A moderating effect for need achievement was obtained such that higher-need achievers were more goal committed and performed better under participative goal setting than low-need achievers. Discussion focused on the practical and theoretical importance of a dynamic goal-setting perspective in explaining and predicting responses to goals and feedback systems.     

Survivor reactions to reorganization: antecedents and consequences of procedural,interpersonal, and informational justice

This study tested a model of survivor reactions to reorganization, which incorporated multiple predictors and consequences of procedural, interpersonal, and informational justice. The 3 justice types had different correlates: all 4 antecedents (employee input, victim support, implementation, and communication quality) predicted interpersonal fairness, implementation and communication quality were associated with informational fairness, and employee input was the sole predictor of procedural justice. Procedural justice was strongly related to all 4 outcome variables, and interpersonal and informational justice added unique variance to the prediction of trust in management. The reorganization effort was still predictive of employee outcomes, although primarily through procedural justice approximately I year after its completion.     

Examining adversarial growth in illness: The factor structure of the silver lining questionnaire (SLQ-38)

The Silver Lining Questionnaire (SLQ-38) is purported to measure 10 aspects of adversarial growth in illness. To date however, no empirical evidence exists to support this claim. Hence the aim of this study was to investigate the factor structure of the SLQ-38 in a sample of 560 individuals with multiple sclerosis (MS), cancer, cardiac, and renal disease. The results demonstrate that 24 SLQ-38 items can be factored into five subscales: improved personal relationships, greater appreciation for life, positive influence on others, personal inner strength and changes in life philosophy, all of which are in accordance with the literature on adversarial growth. Individuals with MS experienced lower adversarial growth compared to other illness groups. Gender, age and time since diagnosis were unrelated to adversarial growth in illness. The utility of the revised SLQ-38 is discussed along with suggestions for future research on the convergent and divergent validity of this revised instrument.     

Family Therapy With Irish-Americans

This paper presents a paradigm for understanding the cultural values and family patterns of Irish-American families and offers suggestions for clinical intervention. Families' correspondence to the model described will depend upon their level of acculturation, socioeconomic status, and other contextual factors. The paradigm suggests a number of issues that may create difficulties for the therapist and for the family in therapy. In general, behavioral techniques, Bowen systems therapy, and strategic interventions may be more useful than techniques emphasizing expression of emotions in therapy or direct attempts to alter communication or family behavior in therapy sessions, as used in structural therapy.     

Pattern recognition of behavioral events in the nonhuman primate

A computerized pattern recognition system has been developed that is capable of identifying 40 separate spontaneously occurring behavioral acts of the primateMacaca fascicularis. The system, called PROBE (pattern recognition of behavioral events), is described in detail. In its present stage of development, PROBE classifies behavioral activity with a reliability comparable to trained human observers. The potential applications for and improvements to the PROBE system are discussed.