Interpretive Filters: Social Cognition and the Impact of Turning Points in Negotiation

A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as "turning points," these events are precipitated by actions taken either outside or inside the talks that have consequences for outcomes. In this article, we report the results of two experiments designed to examine the impacts of two types of precipitating actions, external and internal. In the first experiment, which focused on external actions, we found that crises — as opposed to breakthroughs — produced more movement in negotiations in which parties viewed the social climate positively (high trust, low power). We found that parties achieved less movement in negative social climates (low trust, high power).
In the second experiment, which focused on internal actions, we found that cooperative precipitants (factors inducing change) were more likely to occur when parties negotiated in the context of positive social climates. Negotiation outcomes were also influenced by the climate: we found better individual outcomes for negotiations that occurred in positive climates (high trust, cooperative orientations). Inboth experiments, the social climate of the negotiation moderated the effects of precipitating factors on negotiation outcomes. Perceptions of trust and power filter the way negotiators interpret actions that occur outside or are taken inside a negotiation, which can lead to agreements or impasses.     

Colluding victims: A public choice analysis of international alliances

Analysis of international alliances is often premised on predicted responses by nation states when nation states are assumed to behave as utility-maximising actors. ‘Large’ allies are exploited by ‘small’ allies when output is a public good. Empirical analysis of defence expenditures in NATO yields results consistent with the proposition that ‘exploitation’ increases as alliance output approximates a pure public good. But why would large countries acquiesce? A public choice analysis offers a different perspective. If producers of armaments are rent seeking, are large allies able to capture rent by incurring a disproportionate share of defence expenditure?     

Sexual violence among dates and acquaintances: Trends and their implications for marriage and family

While it would be difficult to make a conclusive case that there has been a significant increase in forcible rape during the past generation, there is evidence showing that the rate of date rape has increased dramatically during this period. This study describes certain sociocultural changes that society has undergone during this time that appear to be largely responsible for this trend. These include the equalization of sexual freedom for females vis-a-vis males, the pervasive and questionable ways in which the mass media and popular culture feature human sexuality, and the widespread, excessive use of alcoholic beverages among male and female adolescents and college students.