scholarly journals Buyers, Maybe Moving Second Is Not That Bad After All: Low-Power, Anxiety, and Making Inferior First Offers

2021 ◽  
Vol 12 ◽  
Author(s):  
Yossi Maaravi ◽  
Ben Heller
Keyword(s):  
Low Power ◽  
Social Norm ◽  
Critical Factors ◽  
Behavioral Decision ◽  
First Mover Advantage ◽  
The Social ◽  
Current Article ◽  
Anxiety Levels ◽  
Shed Light ◽  
First Offers

The behavioral decision-making and negotiations literature usually advocates a first-mover advantage, explained the anchoring and adjustment heuristic. Thus, buyers, who according to the social norm, tend to move second, strive to make the first offer to take advantage of this effect. On the other hand, negotiation practitioners and experts often advise the opposite, i.e., moving second. These opposite recommendations regarding first offers are termed the Practitioner-Researcher paradox. In the current article, we investigate the circumstances under which buyers would make less favorable first offers than they would receive were they to move second, focusing on low power and anxiety during negotiations. Across two studies, we manipulated negotiators' best alternative to the negotiated agreement (BATNA) and measured their anxiety. Our results show that, when facing neutral-power sellers, weak buyers who feel anxious would make inferior first offers (Studies 1 and 2). When facing low-power sellers, weak buyers would make inferior first offers across all anxiety levels (Study 2). Our findings shed light on two critical factors leading to the Practitioner-Researcher paradox: power and anxiety, and offer concrete guidelines to buyers who find themselves at low power and highly anxious during negotiations.

Confound It!

2019 ◽  
Vol 35 (6) ◽  
pp. 855-867 ◽  
Author(s):  
John T. Kulas ◽  
Rachael Klahr ◽  
Lindsey Knights
Keyword(s):  
Social Desirability ◽  
Response Pattern ◽  
Experimental Manipulation ◽  
Scoring Method ◽  
Method Effect ◽  
Coding Method ◽  
The Social ◽  
Current Article ◽  
Method Factors ◽  
Psychological Inventory

Abstract. Many investigators have noted “reverse-coding” method factors when exploring response pattern structure with psychological inventory data. The current article probes for the existence of a confound in these investigations, whereby an item’s level of saturation with socially desirable content tends to covary with the item’s substantive scale keying. We first investigate its existence, demonstrating that 15 of 16 measures that have been previously implicated as exhibiting a reverse-scoring method effect can also be reasonably characterized as exhibiting a scoring key/social desirability confound. A second set of analyses targets the extent to which the confounding variable may confuse interpretation of factor analytic results and documents strong social desirability associations. The results suggest that assessment developers perhaps consider the social desirability scale value of indicators when constructing scale aggregates (and possibly scales when investigating inter-construct associations). Future investigations would ideally disentangle the confound via experimental manipulation.

THE CONTRIBUTION OF THE AMARNA LETTERS TOWARDS A STUDY OF SYRO-PALESTINIAN SOCIAL STRUCTURE (1). TERMINOLOGY FOR GOVERNMENT OFFICIALS

2017 ◽  
Vol 25 (2) ◽  
pp. 788-832
Author(s):  
Lukas M. Muntingh
Keyword(s):  
Social Structure ◽  
Bronze Age ◽  
Social Stratification ◽  
Social Life ◽  
Upper Class ◽  
Government Officials ◽  
The Social ◽  
Amarna Letters ◽  
Free People ◽  
Shed Light

Egyptian domination under the 18th and 19th Dynasties deeply influenced political and social life in Syria and Palestine. The correspondence between Egypt and her vassals in Syria and Palestine in the Amarna age, first half of the fourteenth century B.C., preserved for us in the Amarna letters, written in cuneiform on clay tablets discovered in 1887, offer several terms that can shed light on the social structure during the Late Bronze Age. In the social stratification of Syria and Palestine under Egyptian rule according to the Amarna letters, three classes are discernible:1) government officials and military personnel, 2) free people, and 3) half-free people and slaves. In this study, I shall limit myself to the first, the upper class. This article deals with terminology for government officials.

It Is More Than Language

2020 ◽  
pp. 79-98
Author(s):  
Dianne Toe ◽  
Louise Paatsch ◽  
Amy Szarkowski
Keyword(s):  
Specific Area ◽  
Cooperative Interaction ◽  
Social And Emotional Development ◽  
Children And Young People ◽  
Social And Emotional ◽  
The Social ◽  
Pragmatic Skills ◽  
Social Use ◽  
The Impact ◽  
Shed Light

Deaf and hard-of-hearing (DHH) children who use spoken language face unique challenges when communicating with others who have typical hearing, particularly their peers. In such contexts, the social use of language has been recognized as an area of vulnerability among individuals in this population and has become a focus for research and intervention. The development of pragmatic skills intersects with many aspects of child development, including emotional intelligence and executive function, as well as social and emotional development. While all these areas are important, they are beyond the scope of this chapter, which highlights the impact of pragmatics on the specific area of cognition. Cognitive pragmatics is broadly defined as the study of the mental processes involved in the understanding of meaning in the context of a cooperative interaction. This chapter explores how DHH children and young people construe meaning in the context of conversations and expository interactions with their peers. The chapter aims to examine the role played by the cognitive processes of making inferences and comprehending implicature, within the overall display of pragmatic skills. Further, the authors use this lens in the analysis of interactions between DHH children and their peers in order to shed light on the development of pragmatic skills in children who are DHH.

Can Humanism be the Social Norm?

2020 ◽  
Author(s):  
Sharon D. Welch
Keyword(s):  
Social Norms ◽  
Social Norm ◽  
Human Cognition ◽  
Human Reasoning ◽  
Individual Freedom ◽  
Social Divisions ◽  
The Social

Assaults on truth and divisions about the nature of wise governance are not momentary political challenges, unique to particular moments in history. Rather, they demonstrate fundamental weaknesses in human reasoning and core dangers in ways of construing both individual freedom and cohesive communities. It will remain an ongoing challenge to learn to deal rationally with what is an intrinsic irrationality in human cognition and with what is an intrinsic tendency toward domination and violence in human collectivities. In times of intense social divisions, it is vital to consider the ways in which humanism might function as the social norm by, paradoxically, functioning in a way different from other social norms. Humanism is not the declaration that a certain set of values or norms are universally valid. At its best and most creative, humanism is not limited to a particular set of norms, but is, rather, the commitment to a certain process in which norms are continuously created, critically evaluated, implemented, sustained or revised. Humanism is a process of connection, perception, implementation, and critique, and it applies this process as much to itself as to other traditions.

The social brain paradigm and social norm puzzles

2013 ◽  
Vol 26 (3) ◽  
pp. 384-404
Author(s):  
Marcus Holmes ◽  
Costas Panagopoulos
Keyword(s):  
Social Norm ◽  
Social Brain ◽  
The Social

scholarly journals Application of Biomimetics to Architectural and Urban Design: A Review across Scales

2020 ◽  
Vol 12 (23) ◽  
pp. 9813 ◽  
Author(s):  
Yuta Uchiyama ◽  
Eduardo Blanco ◽  
Ryo Kohsaka
Keyword(s):  
Urban Design ◽  
Architectural Design ◽  
Evolutionary Process ◽  
Future Research ◽  
Conceptual Level ◽  
Sustainable Society ◽  
Types Of Knowledge ◽  
The Social ◽  
Different Types ◽  
Shed Light

Application of biomimetics has expanded progressively to other fields in recent years, including urban and architectural design, scaling up from materials to a larger scale. Besides its contribution to design and functionality through a long evolutionary process, the philosophy of biomimetics contributes to a sustainable society at the conceptual level. The aim of this review is to shed light on trends in the application of biomimetics to architectural and urban design, in order to identify potential issues and successes resulting from implementation. In the application of biomimetics to architectural design, parts of individual “organisms”, including their form and surface structure, are frequently mimicked, whereas in urban design, on a larger scale, biomimetics is applied to mimic whole ecosystems. The overall trends of the reviewed research indicate future research necessity in the field of on biomimetic application in architectural and urban design, including Biophilia and Material. As for the scale of the applications, the urban-scale research is limited and it is a promising research which can facilitate the social implementation of biomimetics. As for facilitating methods of applications, it is instrumental to utilize different types of knowledge, such as traditional knowledge, and providing scientific clarification of functions and systems based on reviews. Thus, interdisciplinary research is required additionally to reach such goals.

Managing the Health of Chosŏn Kings: Illness and Treatment in the Daily Records of the Royal Secretariat

2016 ◽  
Vol 11 (1-2) ◽  
pp. 171-191 ◽  
Author(s):  
Wung Seok Cha
Keyword(s):  
Social History ◽  
Mental Status ◽  
Daily Activities ◽  
The Political ◽  
Korean Language ◽  
Historical Source ◽  
Choson Dynasty ◽  
The Social ◽  
History Of ◽  
Shed Light

TheSŭngjŏngwŏn ilgi (Daily Records of the Royal Secretariat)is one of the major chronicles of the events of the Chosŏn Dynasty (1392–1910). Although the records prior to the year 1622 are no longer extant, the remaining records from the years 1623 to 1910 meticulously recount the daily activities of the reigning Chosŏn kings, including copious information on their physical and mental status. Because the king’s health was considered as important as other official affairs in many respects, detailed records were kept of royal ailments and how court doctors treated them. This article surveys the state of Korean-language scholarship on the medical content of theDaily Recordsand presents selected translations to demonstrate how this valuable historical source can shed light on both the social history of Chosŏn medicine and the political importance of kingly health at the Chosŏn court.

Social Metadata and Public-Contributed Contents in Memory Institutions: “Crowd Voice” Versus “Authenticated Heritage”?

2016 ◽  
Vol 45 (3) ◽  
pp. 122-133 ◽  
Author(s):  
Chern Li Liew
Keyword(s):  
Decision Making ◽  
Cultural Heritage ◽  
Knowledge Base ◽  
Participatory Culture ◽  
Collective Memories ◽  
Digital Cultural Heritage ◽  
The Social ◽  
Social Technologies ◽  
Determining Factor ◽  
Shed Light

AbstractSocial technologies have led to increasing participatory activities and institutions are interested in the potential of using these for outreach and engagement. Through offering new spaces and tools that allow users to consume and also to contribute content, institutions are expanding their traditional services which could redefine their role and relevance in the digital cultural heritage landscape. This study investigates the decision-making and practices underpinning current handling of social metadata and public-contributed contents (PCC). The focus is on examining the motivations for soliciting contributions, if and how these are moderated and managed, if they are integrated into the institutional data and knowledge base, and the extent to which public stakeholders moderate. The study also involves an investigation of whether, and how, memory institutions consider diversity and inclusiveness in soliciting participation and contributions, and the values placed on PCC, as compared to institutional resources. The aim of this study is to shed light on these by surveying libraries, archives, museums, and other institutions.How institutions deal with the social metadata and PCC they gather, and what they do with the contributions, could be a key determining factor of the success of their participatory practice as part of their larger effort to capture and preserve collective memories. This survey shows that the profession still has a way to go towards these goals. There is little evidence that demonstrates integration of a participatory culture and activities into the strategic directions and documentary practices of institutions.

Fast, Free, and Targeted

2016 ◽  
Vol 35 (4) ◽  
pp. 537-549 ◽  
Author(s):  
Itamar Shatz
Keyword(s):  
Early Career ◽  
Retention Rates ◽  
Online Research ◽  
Large Samples ◽  
Early Career Researchers ◽  
Potential Source ◽  
The Social ◽  
Current Article ◽  
Conducting Research ◽  
Untapped Resource

Recruiting participants is a necessary step in many studies. With the advent of online research techniques, scientists are looking for new places where participants can be recruited online, in order to overcome the limitations of current sources and avoid the issues associated with sample overuse. The social media website “Reddit” is a potential source for recruitment, as it allows for free and rapid data collection from large samples, while enabling researchers to target specific populations when needed. The ability to recruit for free is especially important because it enables students and early career researchers, for whom even low recruitment costs can be prohibitive, to benefit from the opportunity of conducting research that they otherwise would not be able to. The current article therefore aims to bring this prospective, untapped resource to the attention of the research community. The article discusses current online recruitment sources and their limitations, provides an overview of Reddit, validates its use for research purposes, examines participation data from previous studies which recruited through Reddit, highlights its advantages and limitations as a participant pool, and suggests guidelines that can improve recruitment and retention rates for scientists looking to use Reddit for their research.

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