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Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation. Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their male peers, women receive lower starting salaries and smaller increases. This is costly for women, who leave the workforce with less financial security. The gender gap is also costly for organisations, who face increased dissatisfaction and turnover. Woman can improve the ....Competent but Less Likeable: Social Stereotypes and Strategic Choices in Negotiation. Women may be disadvantaged by the greater opportunities for negotiating employment conditions that Work Choices provides. Relative to their male peers, women receive lower starting salaries and smaller increases. This is costly for women, who leave the workforce with less financial security. The gender gap is also costly for organisations, who face increased dissatisfaction and turnover. Woman can improve their outcomes through negotiation, but the assertive tactics that improve their economic outcomes are likely to generate social reprisals in the workplace. This project will benefit employers and employees alike, by identifying strategies that assist women to improve their economic outcomes while buffering them from social reprisals.Read moreRead less
The Dynamics of Trust in Negotiation: Implications for Strategy and Outcomes. Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solutions that meet both negotiators' needs. In this project, we investigate the role of trust in fostering cooperation. Although trust is a pre-requisite for cooperation, negotiation research is yet to systematically explore how trust is built, sustained and violated. We test h ....The Dynamics of Trust in Negotiation: Implications for Strategy and Outcomes. Despite the benefits of cooperation, negotiators frequently choose competitive strategies. This reduces their ability to build enduring solutions that meet both negotiators' needs. In this project, we investigate the role of trust in fostering cooperation. Although trust is a pre-requisite for cooperation, negotiation research is yet to systematically explore how trust is built, sustained and violated. We test how first impressions establish trust and how patterns of communication sustain trust. We also test how salient events punctuate negotiations and alter trust. Our goal is to identify those processes that facilitate trust and cooperation in negotiation.Read moreRead less
When Targets Seek to Disconfirm Expectations: Possible Future Interactions and Target Awareness as Moderators of the Self-Fulfilling Prophecy. The self-fulfilling prophecy has been demonstrated in a series of experimental studies in which "perceivers" are led to hold erroneous expectations about "targets" with whom they interact and subsequently come to believe that targets have confirmed their expectations (perceptual confirmation). Objective raters have demonstrated that targets often do confi ....When Targets Seek to Disconfirm Expectations: Possible Future Interactions and Target Awareness as Moderators of the Self-Fulfilling Prophecy. The self-fulfilling prophecy has been demonstrated in a series of experimental studies in which "perceivers" are led to hold erroneous expectations about "targets" with whom they interact and subsequently come to believe that targets have confirmed their expectations (perceptual confirmation). Objective raters have demonstrated that targets often do confirm expectations with their actions (behavioural confirmation). However, targets do not always succumb to perceivers' expectations. The research proposed here seeks to examine the active role that targets may take in creating confirmation or disconfirmation by adding a temporal context to interactions, making targets aware of expectations, and manipulating properties of expectations.Read moreRead less
A Relational Model of Strategic Choice in Negotiation. Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relationships, and may require costly and time-consuming third-party interventions. An important, yet neglected, aspect of negotiations is the underlying relationship between the parties. In this project, we examine how risks to the underlying relationship, specifically, perceived trustworthiness or its lack, ....A Relational Model of Strategic Choice in Negotiation. Poorly managed negotiations have negative consequences for both individuals and organisations. They create negative emotions, damage relationships, and may require costly and time-consuming third-party interventions. An important, yet neglected, aspect of negotiations is the underlying relationship between the parties. In this project, we examine how risks to the underlying relationship, specifically, perceived trustworthiness or its lack, affect negotiators' strategy choices. Each of the risks that we identify can be offset by selecting appropriate strategies. We develop and test a model that helps negotiators identify these risks and make strategic choices that protect their interests without damaging the relationship. Read moreRead less
Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation. Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigne ....Currencies of Exchange: Social Utility Functions and Strategic Decisions in Negotiation. Negotiators' strategy choices are influenced by their concern about economic and social outcomes. As negotiation relationships develop, social outcomes such as reputation become increasingly influential. However, individuals differ in their willingness to trade reputation for financial gain. We investigate two factors, negotiation context and underlying relationship, that affect the relative weights assigned to economic and social outcomes. We link differences in these weights to differences in negotiators' strategy choices and study how weights and behaviours change over time. This enables us to identify the elements of negotiation best practice, which allows negotiators to protect both their economic and reputational outcomes. Read moreRead less
The intergenerational origins of social and emotional wellbeing. This project aims to map inter-generational pathways that connect parental life histories, from infancy to parenthood, to offspring development decades later. The project brings together rare data from three long running studies of social development in Australia and New Zealand: The Australian Temperament Project (est. 1983), The Victorian Inter-generational Health Cohort (est. 1992), and The Dunedin Multidisciplinary Health & Dev ....The intergenerational origins of social and emotional wellbeing. This project aims to map inter-generational pathways that connect parental life histories, from infancy to parenthood, to offspring development decades later. The project brings together rare data from three long running studies of social development in Australia and New Zealand: The Australian Temperament Project (est. 1983), The Victorian Inter-generational Health Cohort (est. 1992), and The Dunedin Multidisciplinary Health & Development Study (est. 1972). Expected outcomes include enhanced understanding of the factors that strengthen or undermine well-being in families from one generation to the next.Read moreRead less
Intergenerational determinants of child development on school entry. There is widespread interest in preconception determinants of child development but progress relies on multigenerational longitudinal datasets, which are rare internationally. This project takes advantage of a unique opportunity to follow third-generation offspring from one of Australia's oldest longitudinal studies of psychosocial development. The Australian Temperament Project has followed 2000+ young Australians (and their f ....Intergenerational determinants of child development on school entry. There is widespread interest in preconception determinants of child development but progress relies on multigenerational longitudinal datasets, which are rare internationally. This project takes advantage of a unique opportunity to follow third-generation offspring from one of Australia's oldest longitudinal studies of psychosocial development. The Australian Temperament Project has followed 2000+ young Australians (and their families) since 1983, and over 1000 offspring from pregnancy to 4 years since 2012. This project will expand offspring assessments to 6-years, marking the transition to school. Findings have the potential to reshape approaches promoting intergenerational wellbeing and breaking intergenerational cycles of disadvantage.Read moreRead less
Intergenerational Prediction of Social and Early Emotional Development. This project aims to investigate multi-generational influences on child psychosocial development. It plans to take advantage of a not-to-be-repeated opportunity to follow offspring born to one of Australia’s oldest longitudinal studies of social and emotional development. The Australian Temperament Project has followed around 2000 parents and offspring across 30 years from birth in 1983. Third-generation babies have been fol ....Intergenerational Prediction of Social and Early Emotional Development. This project aims to investigate multi-generational influences on child psychosocial development. It plans to take advantage of a not-to-be-repeated opportunity to follow offspring born to one of Australia’s oldest longitudinal studies of social and emotional development. The Australian Temperament Project has followed around 2000 parents and offspring across 30 years from birth in 1983. Third-generation babies have been followed across the peak period of first births to females. This project plans to continue recruitment across the peak period of first births for males in 2016–18. This would create one of the most extensive and well-powered three-generation resources worldwide, yielding unique data on intergenerational pathways through mother and father lines. It expects to inform targeting of interventions and psychosocial resources to promote wellbeing within and across generations.Read moreRead less
Preconception predictors of early childhood social and emotional development: a 30-year longitudinal study of grandparents, parents and children. There is increasing recognition of the importance of preconception pathways in shaping the family environments that parents provide for their children. This project will advance understandings of preconception pathways to healthy early child development, by recruiting offspring born to a 30-year longitudinal study: The Australian Temperament Study.
Neural origins of conscious perception in no-report paradigms. This project aims to test two highly influential theories of consciousness. The project will be the first to test critical experimental conditions, where neural activities are recorded in humans and novel measures of causality are computed, which allows us to distinguish the two theories. The intended outcomes will provide significant benefits by bringing us closer to solve the mind-body problem. These outcomes can contribute to the ....Neural origins of conscious perception in no-report paradigms. This project aims to test two highly influential theories of consciousness. The project will be the first to test critical experimental conditions, where neural activities are recorded in humans and novel measures of causality are computed, which allows us to distinguish the two theories. The intended outcomes will provide significant benefits by bringing us closer to solve the mind-body problem. These outcomes can contribute to the development of engineering and clinical devices that utilise objective measures of consciousness.Read moreRead less