A Cylindrical Model of Communication Behavior in Crisis Negotiations

This article integrates existing theoretical perspectives on message content and negotiator motivation to formulate a comprehensive definitional model of the interrelationships among communication behaviors in crisis negotiation. A sample of 189 nuclear dialogue spans were transcribed from 9 resolved cases of hostage negotiation and each utterance coded at the level of thought units across 41 behavioral variables. Results of a nonmetric, multidimensional scaling solution provided clear support for the hypothesized cylindrical structure of communication behavior, revealing 3 dominant levels of suspect‐negotiator interaction (Avoidance, Distributive, Integrative). At each level of the structure, interactions were found to modulate around 3 thematic styles of communication (Identity, Instrumental, Relational), which reflected the underlying motivational emphasis of individuals' dialogue. Finally, the intensity of communication was found to play a polarizing role in the cylinder, with intense, functionally discrete behaviors occurring toward the boundary of the structure.     

Local Opposition to the Construction of a Nuclear Power Station: Differential Salience of Impacts1

This study examined attitudes among 290 residents of three villages in South-West England toward proposals to build a nuclear power station nearby. Respondents were split into four groups according to whether they were neutral or in favor of a new power station either locally or elsewhere in the UK (Group PN), against one locally but neutral or pro elsewhere (LO), or moderately (MO) or extremely (XO) against a new power station both locally and elsewhere. The perceived impact of a nuclear power station on local life was assessed by 30 items. The PN group expected most benefit or least damage on all 30 items. On a majority of items the mean ratings of the LO group resembled those of the XO's more than did those of the MO's. A stepwise discriminant analysis yielded two interpretable functions. The first reflected a trend over the groups in the order PN-LO-MO-XO and was marked particularly by concern with impact on personal peace of mind. The second fuction discriminated the LO's from the other groups, suggesting that they were relatively less concerned with specifically nuclear risks, but more concerned with environmental conservation.     

Mothers' & fathers' explanations of observed interactions with their children

Mothers and fathers were asked via an open-ended interview technique to explain specific interactions with their children that had been noted during a period of family observation in the home. Explanations were obtained for behavior in five interactional contexts (e.g., interactions involving discipline and interactions encouraging the child to be independent). The explanations were classified first to determine the extent to which they referred to what might have been actual thoughts at the time of the behavior. Second, they were content analysed to determine how much parents perceived themselves as responding to the child, versus how much they presented their behavior as arising from their own dispositions, purposes, and experiences. Results showed that most of the explanations did not contain what could be considered conscious cognitions at the time of the behavior. This suggests parents might have been responding automitically in the situation. Also, parents did not perceive their behavior as being mainly in response to the child. Instead they primarily saw themselves as the agents of their own actions. The latter trend varied in degree according to the interactional context. Mothers seemed more child centered in their explanations than fathers. Implications are examined for future research on links between parental cognition and behavior, and for the methods adopted to study parental cognitions. Questions are raised about the extent to which parents planfully determine their behavior and the extent to which they are aware of the reasons for their behavior.     

Effects of facial attractiveness and gender on causal attributions of managerial performance

The present study examined the effect of facial attractiveness and gender on raters' evaluations of and explanations for managerial performance. Results showed attractiveness to be a potential liability for both males and females. Good performance of attractive females was more likely than that of others to be attributed to luck or bias, while that of attractive males was viewed as occurring with little effort. In addition, the poor performance of attractive individuals was blamed on lack of effort (females) or lack of ability (males). Implications of these findings are discussed.An earlier version of this paper was published in the 1986 Proceedings of the Southern Management Association.     

Of private talk and public print: General pre-trial publicity and juror decision-making

The term ‘general pre-trial publicity’ refers to trial-related information that is prominently in the news, and that affects jurors in wholly unrelated cases. Two experiments explored the impact of general pre-trial publicity on juror decision-making. In Experiment 1 mock jurors who earlier read a newspaper article about a defendant mistakenly identified and subsequently convicted of a crime he did not commit were less likely to convict the defendant in an unrelated case than were jurors who read instead about a series of heinous crimes or who had no pre-trial publicity. Experiment 2 demonstrated that this effect is somewhat stronger when the general pre-trial publicity concerns a case that closely resembles the one jurors must decide than when the two cases are dissimilar. These data are discussed in terms of the availability of relevant information in memory. People may evaluate the probability of a defendant's guilt by the ease with which similar or relevant examples come to mind.