Deception is pervasive in negotiations and organizations, and emotions are critical to using, detecting, and responding to deception. In this article, we introduce a theoretical model to explore the ...interplay between emotional intelligence (the ability to perceive and express, understand, regulate, and use emotions) and deception in negotiations. In our model, we propose that emotional intelligence influences the decision to use deception, the effectiveness of deception, the ability to detect deception, and the consequences of deception (specifically, trust repair and retaliation). We consider the emotional intelligence of both deceivers and targets, and we consider characteristics of negotiators, their interaction, and the negotiation context that moderate these relationships. Our model offers a theoretical foundation for research on emotions, emotional intelligence, and deception and identifies a potential disadvantage of negotiating with an emotionally intelligent counterpart. Though prior work has focused on the advantages of being and interacting with people high in emotional intelligence, we assert that those most likely to deceive us may also be those highest in emotional intelligence.
We introduce Humor Intelligence (HI) as a distinct form of intelligence. We distinguish HI from both General Intelligence (IQ) and Emotional Intelligence (EI), and we identify three key components of ...HI: Production, Perception, and Prediction. Production represents the ability to generate and deliver humor; perception represents the ability to recognize humor; and prediction represents the ability to forecast what others will find funny. We introduce a measure to assess Humor Production.
Towards quarkonium formation time determination Ferreiro, E. G.; Fleuret, F.; Maurice, E.
The European physical journal. C, Particles and fields,
03/2022, Letnik:
82, Številka:
3
Journal Article
Recenzirano
Odprti dostop
We propose a parametrization of the nuclear absorption mechanism relying on the proper time spent by
c
c
¯
bound states travelling in nuclear matter. Our approach could lead to the extraction of ...charmonium formation time. It is based on a large amount of proton-nucleus data, from nucleon-nucleon center-of-mass energies
s
NN
=
27
Ge
V
to
s
NN
=
5.02
Te
V
, collected in the past 30 years, and for which the main effect on charmonium production must be its absorption by the nuclear matter it crosses.
“Maurice Bloch is so ferociously smart that one can always enjoy tangling with his ideas, even when—perhaps especially when—one doesn’t agree with him. This is an important and provocative book.”
...—Sherry Ortner Columbia University
These essays by one of anthropology’s most original theorists consider such fundamental questions as: Is cognition language-based? How reliable a guide to memory are people’s narratives about themselves? What connects the “social recalling” studied by anthropologists to the “autobiographical memory” studied by psychologists? Now gathered in accessible form for the first time and drawing frequently upon the author’s fieldwork among the Zafimaniry of Madagascar for ethnographic examples, the twelve closely linked essays of How We Think They Think pose provocative challenges not only to conventional cognitive models but to the basic assumptions that underlie much of ethnography. This book will be read with interest by those who study culture and cognition, ethnographic theory and practice, and the peoples and cultures of Africa.
GOING FOR IT ON FOURTH DOWN TO, CHRISTOPHER; KILDUFF, GAVIN J.; ORDOÑEZ, LISA ...
Academy of Management journal,
08/2018, Letnik:
61, Številka:
4
Journal Article
Recenzirano
Risk taking is fundamental to organizational decision making. Extending prior work that has identified individual and situational antecedents of risk taking, we explore a significant relational ...antecedent: rivalry. In both a field setting and a laboratory experiment, we explore how a competitor’s identity and relationship with the decision maker influences risk taking. We analyze play-by-play archival data from the National Football League and find that interactions with rival (versus nonrival) partners increases risky behavior. In a laboratory experiment involving face-to-face competition, we demonstrate that rivalry increases risk taking via two pathways: increased promotion focus and physiological arousal. These findings highlight the importance of incorporating relational characteristics to understand risk taking. Our findings also advance our understanding of when and why competition promotes risk taking, and underscore the importance of identity and relationships in the psychology and physiology of competitive decision making in organizations.
Blinded by Anger or Feeling the Love Gino, Francesca; Schweitzer, Maurice E
Journal of applied psychology,
09/2008, Letnik:
93, Številka:
5
Journal Article
Recenzirano
Odprti dostop
Across 2 experiments, the authors demonstrate that emotional states influence how receptive people are to advice. The focus of these experiments is on incidental emotions, emotions triggered by a ...prior experience that is irrelevant to the current situation. The authors demonstrate that people who feel incidental gratitude are more trusting and more receptive to advice than are people in a neutral emotional state, and people in a neutral state are more trusting and more receptive to advice than are people who feel incidental anger. In these experiments, greater receptivity to advice increased judgment accuracy. People who felt incidental gratitude were more accurate than were people in a neutral state, and people in a neutral state were more accurate than were people who felt incidental anger. The results offer insight into how people use advice, and the authors identify conditions under which leaders, policy makers, and advisors may be particularly influential.
Existing trust research has disproportionately focused on what makes people more or less trusting, and has largely ignored the question of what makes people more or less trustworthy. In this ...investigation, we deepen our understanding of trustworthiness. Across six studies using economic games that measure trustworthy behavior and survey items that measure trustworthy intentions, we explore the personality traits that predict trustworthiness. We demonstrate that guilt-proneness predicts trustworthiness better than a variety of other personality measures, and we identify sense of interpersonal responsibility as the underlying mechanism by both measuring it and manipulating it directly. People who are high in guilt-proneness are more likely to be trustworthy than are individuals who are low in guilt-proneness, but they are not universally more generous. We demonstrate that people high in guilt-proneness are more likely to behave in interpersonally sensitive ways when they are more responsible for others' outcomes. We also explore potential interventions to increase trustworthiness. Our findings fill a significant gap in the trust literature by building a foundation for investigating trustworthiness, by identifying a trait predictor of trustworthy intentions and behavior, and by providing practical advice for deciding in whom we should place our trust.
Self-confidence is associated with many positive outcomes, and training programs routinely seek to build participants’ self-efficacy. In this article, however, we consider whether self-confidence ...increases unethical behavior. In a series of studies, we explore the relationship between negotiator self-efficacy—an individual’s confidence in his or her negotiation ability—and the use of deception. We find that individuals high in negotiator self-efficacy are more likely to use deception than individuals low in negotiator self-efficacy. We also find that perceptions of the risk of deception mediate this relationship. By identifying negotiator self-efficacy as an antecedent to unethical behavior, our findings offer important theoretical and empirical insights into the use of deception, the role of individual differences in ethical decision making, and the broader consequences of self-confidence in business and society.
Antidepressant drugs (ADDs) are one of the most extensively used pharmaceuticals globally. They act at particularly low therapeutic concentrations to modulate monoamine neurotransmission, which is ...one of the most evolutionary conserved pathways in both humans and animal species including invertebrates. As ADDs are widely detected in the aquatic environment at low concentrations (ng/L to low µg/L), their potential to exert drug-target mediated effects in aquatic species has raised serious concerns. Amitriptyline (AMI) is the most widely used tricyclic ADD, while monoamines, the target of ADDs, are major bioregulators of multiple key physiological processes including feeding, reproduction and behaviour in molluscs. However, the effects of AMI on feeding, reproduction and mating behaviour are unknown in molluscs despite their ecological importance, diversity and reported sensitivity to ADDs. To address this knowledge gap, we investigated the effects of environmentally relevant concentrations of AMI (0, 10, 100, 500 and 1000 ng/L) on feeding, reproduction and key locomotor behaviours, including mating, in the freshwater gastropod, Biomphalaria glabrata over a period of 28 days. To further provide insight into the sensitivity of molluscs to ADDs, AMI concentrations (exposure water and hemolymph) were determined using a novel extraction method. The Fish Plasma Model (FPM), a critical tool for prioritization assessment of pharmaceuticals with potential to cause drug target-mediated effects in fish, was then evaluated for its applicability to molluscs for the first time. Disruption of food intake (1000 ng/L) and reproductive output (500 and 1000 ng/L) were observed at particularly low hemolymph levels of AMI, whereas locomotor behaviours were unaffected. Importantly, the predicted hemolymph levels of AMI using the FPM agreed closely with the measured levels. The findings suggest that hemolymph levels of AMI may be a useful indicator of feeding and reproductive disruptions in wild population of freshwater gastropods, and confirm the applicability of the FPM to molluscs for comparative pharmaceutical hazard identification.
•Environmental levels of amitriptyline disrupt feeding and reproduction in a freshwater mollusc.•Hemolymph levels of amitriptyline associated with apical responses were particularly low.•Amitriptyline bioconcentration in mollusc hemolymph is comparable to that of fish plasma.•Observed effects appear to be drug-target mediated.
The main goal of the NA62 experiment at the CERN SPS is to measure the branching ratio of the ultra-rare K + → π + ν ν ¯ decay with 10% accuracy. This can be achieved by detecting about 100 Standard ...Model events with 10% background in 2 - 3 years of data taking. NA62 is exposed to a 750 MHz high-energy unseparated charged hadron beam, with a 6% kaons component, and uses kaon decay-in-flight technique. Precise timing matching of the incident kaon and of the downstream charged track is essential to reject accidental coincidences when working in such a high rate environment. This is achieved by the kaon tagging system KTAG, which identifies kaons with an efficiency higher than 95% and provides precise time information with a resolution better than 100 ps. KTAG re-uses the Cherenkov radiator and optics of a CEDAR, a ring-focusing Cherenkov detector designed for MHz beam intensity in the 1970s. To reach the required performance, KTAG is equipped with new photon detectors, electronics readout, mechanics, cooling and safety systems.
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