178 research outputs found
sj-xlsx-1-psp-10.1177_01461672221086197 – Supplemental material for Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study
No full textSupplemental material, sj-xlsx-1-psp-10.1177_01461672221086197 for Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study by Hillary Anger Elfenbein, Jared R. Curhan and Noah Eisenkraft in Personality and Social Psychology Bulletin</p
The Polarizing Effect of Arousal on Negotiation
No full textIn this research, we examined the impact of physiological arousal on negotiation outcomes. Conventional wisdom and the prescriptive literature suggest that arousal should be minimized given its negative effect on negotiations, whereas prior research on misattribution of arousal suggests that arousal might polarize outcomes, either negatively or positively. In two experiments, we manipulated arousal and measured its effect on subjective and objective negotiation outcomes. Our results support the polarization effect. When participants had negative prior attitudes toward negotiation, arousal had a detrimental effect on outcomes, whereas when participants had positive prior attitudes toward negotiation, arousal had a beneficial effect on outcomes. These effects occurred because of the construal of arousal as negative or positive affect, respectively. Our findings have important implications not only for negotiation, but also for research on misattribution of arousal, which previously has focused on the target of evaluation, in contrast to the current research, which focused on the critical role of the perceiver
Predicting video-conferencing conversation outcomes based on modeling facial expression synchronization
No full textEffective video-conferencing conversations are heavily influenced by each speaker's facial expression. In this study, we propose a novel probabilistic model to represent interactional synchrony of conversation partners' facial expressions in video-conferencing communication. In particular, we use a hidden Markov model (HMM) to capture temporal properties of each speaker's facial expression sequence. Based on the assumption of mutual influence between conversation partners, we couple their HMMs as two interacting processes. Furthermore, we summarize the multiple coupled HMMs with a stochastic process prior to discover a set of facial synchronization templates shared among the multiple conversation pairs. We validate the model, by utilizing the exhibition of these facial synchronization templates to predict the outcomes of video-conferencing conversations. The dataset includes 75 video-conferencing conversations from 150 Amazon Mechanical Turkers in the context of a new recruit negotiation. The results show that our proposed model achieves higher accuracy in predicting negotiation winners than support vector machine and canonical HMMs. Further analysis indicates that some synchronized nonverbal templates contribute more in predicting the negotiation outcomes
Getting Off on the Right Foot: Subjective Value Versus Economic Value in Predicting Longitudinal Job Outcomes From Job Offer Negotiations
No full textAlthough negotiation experiences can affect a negotiator’s ensuing attitudes and behavior, little
is known about their long-term consequences. Using a longitudinal survey design, we test the
degree to which economic and subjective value achieved in job offer negotiations predicts
employees’ subsequent job attitudes and intentions to turnover. Results indicate that subjective
value predicts greater compensation satisfaction and job satisfaction and lower turnover intention
measured one year later. Surprisingly, the economic outcomes that negotiators achieved had no
apparent effects on these factors. Implications, limitations, and future directions are discussed
Understanding social interpersonal interaction via synchronization templates of facial events
No full textAutomatic facial expression analysis in inter-personal communication is challenging. Not only because conversation partners' facial expressions mutually influence each other, but also because no correct interpretation of facial expressions is possible without taking social context into account. In this paper, we propose a probabilistic framework to model interactional synchronization between conversation partners based on their facial expressions. Interactional synchronization manifests temporal dynamics of conversation partners' mutual influence. In particular, the model allows us to discover a set of common and unique facial synchronization templates directly from natural interpersonal interaction without recourse to any predefined labeling schemes. The facial synchronization templates represent periodical facial event coordinations shared by multiple conversation pairs in a specific social context. We test our model on two different dyadic conversations of negotiation and job-interview. Based on the discovered facial event coordination, we are able to predict their conversation outcomes with higher accuracy than HMMs and GMMs
The nonlinear future stability of the FLRW family of solutions to the Euler–Einstein system with a positive cosmological constant
No full textOriginal manuscript January 24, 2012In this article, we study small perturbations of the family of Friedmann–Lemaître–Robertson–Walker cosmological background solutions to the 1 + 3 dimensional Euler–Einstein system with a positive cosmological constant. These background solutions describe an initially uniform quiet fluid of positive energy density evolving in a spacetime undergoing accelerated expansion. Our nonlinear analysis shows that under the equation of state p=c[2 over s]ρ, 0 < c[2 over s] < 1/3 , the background solutions are globally future-stable. In particular, we prove that the perturbed spacetime solutions, which have the topological structure [0,∞) × T[superscript 3], are future-causally geodesically complete. These results are extensions of previous results derived by the author in a collaboration with I. Rodnianski, in which the fluid was assumed to be irrotational. Our novel analysis of a fluid with non-zero vorticity is based on the use of suitably defined energy currents.National Science Foundation (U.S.). All-Institutes Postdoctoral Fellowship (Mathematical Sciences Research Institute (Berkeley, Calif.) Grant DMS-0441170
Role of the eye of the beholder
No full textThesis (Ph. D.)--Massachusetts Institute of Technology, Sloan School of Management, 2013.Cataloged from PDF version of thesis.Includes bibliographical references (p. 63-71).This dissertation examines the impact of physiological arousal on negotiation outcomes. Conventional wisdom and extant prescriptive literature suggest that arousal should be minimized, given its assumed negative effect on negotiations. Prior research on the theory of misattribution of arousal, however, suggests that arousal might polarize outcomes-either in a negative or in a positive direction. Across four studies, I manipulate physiological arousal and measure its effect on subjective and objective negotiation outcomes. Results support the polarization effect. When individuals have more negative prior attitudes toward negotiation, arousal has a detrimental effect on outcomes, in part because arousal is construed as negative affect (e.g., nervousness). In contrast, when individuals have more positive prior attitudes toward negotiation, arousal has a beneficial effect on outcomes, in part because arousal is construed as positive affect (e.g., excitement). These findings have important implications for research on negotiation, especially with respect to the influence of emotions. These findings also extend existing research on the theory of misattribution of arousal, which has in the past predominately focused on the target of evaluation, whereas the current research focuses on the critical role of the perceiver.by Ashley D. Brown.Ph.D
On the questions of local and global well-posedness for the hyperbolic PDEs occurring in some relativistic theories of gravity and electromagnetism
No full textThe two hyperbolic systems of PDEs we consider in this work are the source-free Maxwell-Born-Infeld (MBI) field equations and the Euler-Nordstr??m system for gravitationally self-interacting fluids. The former system plays a central role in Kiessling's recently proposed self-consistent model of classical
electrodynamics with point charges, a model that does not suffer from the infinities found in the classical Maxwell-Maxwell model with point charges. The latter system is a scalar gravity caricature of the incredibly more complex Euler-Einstein system. The primary original contributions of the thesis can be summarized as follows:
1) We give a sharp non-local criterion for the formation of singularities in plane-symmetric solutions to the source-free MBI field equations. We also use a domain of dependence argument to show that 3-d initial data agreeing with certain plane-symmetric data on a large enough ball lead to solutions that form singularities in finite time. This work is an extension of a theorem of Brenier, who studied singularity formation in periodic plane-symmetric solutions.
2) We prove well-posedness for the Euler-Nordstr??m system with a cosmological constant k (EN_k) for initial data that are an H^N perturbation (not necessarily small) of a uniform, quiet fluid, for N [greater than]= 3. The method of proof relies on the framework of energy currents that has been recently developed by Christodoulou. We turn to this method out of necessity: two common frameworks for showing well-posedness in H^N, namely symmetric hyperbolicity and strict hyperbolicity, do not apply to the EN_k system, while Christodoulou's techniques apply to all hyperbolic systems derivable from a Lagrangian, of which the EN_k system is an example.
3) We insert the speed of light c as a parameter into the EN_k system (and designate the family of systems EN_k^c) in order to study the non-relativistic limit c to infinity. Taking the formal limit in the equations gives the Euler-Poisson system with a cosmological constant (EP_k). Using energy currents, we prove that for fixed initial data, as c goes to infinity, the solutions to the EN_k^c system converge uniformly on a spacetime slab [0,T] x R^3 to the solution of the EP_k system.Ph.D.Includes bibliographical references (p. 140-143)
Changes in Achilles tendon stiffness and energy cost following a prolonged run in trained distance runners
No full textDuring prolonged running, the magnitude of Achilles tendon (AT) length change may increase, resulting in increased tendon strain energy return with each step. AT elongation might also affect the magnitude of triceps surae (TS) muscle shortening and shortening velocity, requiring greater activation and increased muscle energy cost. Therefore, we aimed to quantify the tendon strain energy return and muscle energy cost necessary to allow energy storage to occur prior to and following prolonged running. 14 trained male (n = 10) and female (n = 4) distance runners (24 +/- 4 years, 1.72 +/- 0.09 m, 61 +/- 10 kg, (V) over barO(2)max 64.6 +/- 5.8 ml.kg(-1).min(-1)) ran 90 minutes (RUN) at approximately 85% of lactate threshold speed (sLT). Prior to and following RUN, AT stiffness and running energy cost (E-run) at 85% sLT were determined. AT energy return was calculated from AT stiffness, measured with dynamometry and ultrasound and estimated TS force during stance. TS energy cost was estimated on the basis of AT force and assumed crossbridge mechanics and energetics. Following RUN, AT stiffness was reduced from 328 +/- 172 N.mm(-1) to 299 +/- 148 N.mm(-1) (p = 0.022). E-run increased from 4.56 +/- 0.32 J.kg(-1).m-1 to 4.62 +/- 0.32 J.kg(-1).m-1 (p = 0.049). Estimated AT energy return was not different following RUN (p = 0.99). Estimated TS muscle energy cost increased significantly by 11.8 +/- 12.3 J.stride(-1), (p = 0.0034), accounting for much of the post-RUN increase in E-run (8.6 +/- 14.5 J.stride(-1), r(2) = 0.31). These results demonstrate that a prolonged, submaximal run can reduce AT stiffness and increase E-run in trained runners, and that the elevated TS energy cost contributes substantially to the elevated E-run.articl
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