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.     

Spatial coding in the processing of anaphor by good and poor readers: Evidence from eye movement analyses

An experiment that examined the way in which young readers deployed eye movements while reading sentences and while answering questions containing either a pronominal or noun anaphor is reported. To evaluate the possible causal role played by differences in inspection strategies between readers of above- and below-average reading skill, a third“age control” group of younger children was also tested. This group was matched on absolute reading ability with the less skilled group of older children, and on relative reading ability (i.e. reading quotient) with the more skilled group. Differences in inspection strategy were apparent between the groups of good and poor readers. Good readers launched more selective reinspections, whereas the poorer readers were more inclined to engage in“backtracking” and appeared to make less use of the displayed text. In every case there was a marked similarity in the behaviour of the good readers and the“age controls”. These results suggest that the ability to code the spatial location of words in a sentence, and, where necessary, to use this information to launch accurately targetted selective reinspections of previously read text, plays a crucial role in the development of skilled reading performance.     

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.     

A rapid and sensitive method for measuring the conditional emotional response II: On-the-baseline excitatory conditioning and extinction

The present study outlines a rapid and sensitive on-the-baseline conditional emotional response (CER) procedure. Using rats as the experimental subject, the method detects delay conditioning, incubation, extinction and spontaneous recovery. In addition, the method detects conditional responding using electric shock ranging from 0.23 to 0.50 mA as the unconditional stimulus. Because of its speed and sensitivity, the method shelters the subject from unnecessary long-term deprivation and pain.