The present study tests the effectiveness of a mindset intervention in value-driven conflicts. We hypothesize that this intervention fosters integrative negotiation behaviors and subjective... Show moreThe present study tests the effectiveness of a mindset intervention in value-driven conflicts. We hypothesize that this intervention fosters integrative negotiation behaviors and subjective outcomes. In an experimental 2 (motive: value vs. utility) by 2 (intervention: mindset vs. control) design, 253 participants negotiated online with a simulated counterpart. In contrast to predictions, the mindset led to more integrative trade-offs among utility-driven but not value-driven negotiators. However, the results support the effectiveness of the mindset intervention to improve subjective outcomes of value-driven negotiators. Without the intervention, they perceive the negotiation as significantly less positive than utility-driven negotiators with the same objective outcome. In addition, explorative analyses show further interpersonal benefits of an integrative mindset: It counteracts an effect that value-driven negotiators respect their counterpart less as a person of equal worth than utility-driven negotiators. The implications of these findings for resolving value conflicts and improving tolerance between parties with different value priorities are discussed. Show less
Objective We aimed to determine the long-term yield of pancreatic cancer surveillance in hereditary predisposed high-risk individuals. Design From 2006 to 2019, we prospectively enrolled... Show moreObjective We aimed to determine the long-term yield of pancreatic cancer surveillance in hereditary predisposed high-risk individuals. Design From 2006 to 2019, we prospectively enrolled asymptomatic individuals with an estimated 10% or greater lifetime risk of pancreatic ductal adenocarcinoma (PDAC) after obligatory evaluation by a clinical geneticist and genetic testing, and subjected them to annual surveillance with both endoscopic ultrasonography (EUS) and MRI/cholangiopancreatography (MRI/MRCP) at each visit. Results 366 individuals (201 mutation-negative familial pancreatic cancer (FPC) kindreds and 165 PDAC susceptibility gene mutation carriers; mean age 54 years, SD 9.9) were followed for 63 months on average (SD 43.2). Ten individuals developed PDAC, of which four presented with a symptomatic interval carcinoma and six underwent resection. The cumulative PDAC incidence was 9.3% in the mutation carriers and 0% in the FPC kindreds (p<0.001). Median PDAC survival was 18 months (range 1-32). Surgery was performed in 17 individuals (4.6%), whose pathology revealed 6 PDACs (3 T1N0M0), 7 low-grade precursor lesions, 2 neuroendocrine tumours <2 cm, 1 autoimmune pancreatitis and in 1 individual no abnormality. There was no surgery-related mortality. EUS detected more solid lesions than MRI/MRCP (100% vs 22%, p<0.001), but less cystic lesions (42% vs 83%, p<0.001). Conclusion The diagnostic yield of PDAC was substantial in established high-risk mutation carriers, but non-existent in the mutation-negative proven FPC kindreds. Nevertheless, timely identification of resectable lesions proved challenging despite the concurrent use of two imaging modalities, with EUS outperforming MRI/MRCP. Overall, surveillance by imaging yields suboptimal results with a clear need for more sensitive diagnostic markers, including biomarkers. Show less
Pancreatic cancer (PC) survival is poor, as detection usually occurs late, when treatment options are limited. Screening of high-risk individuals may enable early detection and a more favorable... Show morePancreatic cancer (PC) survival is poor, as detection usually occurs late, when treatment options are limited. Screening of high-risk individuals may enable early detection and a more favorable prognosis. Knowledge gaps prohibit establishing the effectiveness of screening. We developed a Microsimulation Screening Analysis model to analyze the impact of relevant uncertainties on the effect of PC screening in high-risk individuals. The model simulates two base cases: one in which lesions always progress to PC and one in which indolent and faster progressive lesions coexist. For each base case, the effect of annual and 5-yearly screening with endoscopic ultrasonography/magnetic resonance imaging was evaluated. The impact of variance in PC risk, screening test characteristics and surgery-related mortality was evaluated using sensitivity analyses. Screening resulted in a reduction of PC mortality by at least 16% in all simulated scenarios. This reduction depended strongly on the natural disease course (annual screening: -57% for "Progressive-only" vs -41% for "Indolent Included"). The number of screen and surveillance tests needed to prevent one cancer death was impacted most by PC risk. A 10% increase in test sensitivity reduced mortality by 1.9% at most. Test specificity is important for the number of surveillance tests. In conclusion, screening reduces PC mortality in all modeled scenarios. The natural disease course and PC risk strongly determines the effectiveness of screening. Test sensitivity seems of lesser influence than specificity. Future research should gain more insight in PC pathobiology to establish the true value of PC screening in high-risk individuals. Show less
Bargaining and negotiation are the most constructive ways to handle conflict. Economic prosperity, order, harmony, and enduring social relationships are more likely to be reached by parties who... Show moreBargaining and negotiation are the most constructive ways to handle conflict. Economic prosperity, order, harmony, and enduring social relationships are more likely to be reached by parties who decide to work together toward agreements that satisfy everyone’s interests than by parties who fight openly, dominate one another, break off contact, or take their dispute to an authority to resolve.There are two major research paradigms: distributive and integrative negotiation. Distributive negotiation (“bargaining”) focuses on dividing scarce resources and is studied in social dilemma research. Integrative negotiation focuses on finding mutually beneficial agreements and is studied in decision-making negotiation tasks with multiple issues. Negotiation behavior can be categorized by five different styles: distributive negotiation is characterized by forcing, compromising, or yielding behavior in which each party gives and takes; integrative negotiation is characterized by problem-solving behavior in which parties search for mutually beneficial agreements. Avoiding is the fifth negotiation style, in which parties do not negotiate.Cognitions (what people think about the negotiation) and emotions (how they feel about the negotiation and the other party) affect negotiation behavior and outcomes. Most cognitive biases hinder the attainment of integrative agreements. Emotions have intrapersonal and interpersonal effects, and can help or hinder the negotiation. Aspects of the social context, such as gender, power, cultural differences, and group constellations, affect negotiation behaviors and outcomes as well. Although gender differences in negotiation exist, they are generally small and are usually caused by stereotypical ideas about gender and negotiation. Power differences affect negotiation in such a way that the more powerful party usually has an advantage. Different cultural norms dictate how people will behave in a negotiation.Aspects of the situational context of a negotiation are, for example, time, communication media, and conflict issues. Communication media differ in whether they contain visual and acoustic channels, and whether they permit synchronous communication. The richness of the communication channel can help unacquainted negotiators to reach a good agreement, yet it can lead negotiators with a negative relationship into a conflict spiral. Conflict issues can be roughly categorized in scarce resources (money, time, land) on the one hand, and norms and values on the other. Negotiation is more feasible when dividing scarce resources, and when norms and values are at play in the negotiation, people generally have a harder time to find agreements, since the usual give and take is no longer feasible. Areas of future research include communication, ethics, physiological or hormonal correlates, or personality factors in negotiations. Show less
Prasastyoga, B.; Leeuwen, E. van; Harinck, F. 2020
Past research has suggested that small business growth plays an important role in economic growth. This paper presents three studies that examined the psychological process underlying the... Show morePast research has suggested that small business growth plays an important role in economic growth. This paper presents three studies that examined the psychological process underlying the relationship between motives of entrepreneurship and business growth pursuit by focusing on the role of time perspective. The results from three studies (Study 1, N = 142, and Study 2, N = 181, mostly Western small‐business owners; Study 3, N = 254, Indonesian small‐business owners) demonstrated that opportunity‐based entrepreneurship was positively associated with business growth pursuit through increased future time perspective (Studies 1 to 3), whereas necessity‐based entrepreneurship was negatively associated with business growth pursuit through increased present time perspective and decreased future time perspective (Study 3). These findings help explain why some business owners avoid business growth by highlighting the vital role of time perspective in explaining why and how motives of entrepreneurship relate to the pursuit of business growth across social and cultural contexts. Show less
Other-affirmation (thinking positively about the other party) seems to be a promising intervention for settling conflicts in which value differences are salient. Hypotheses from research on... Show moreOther-affirmation (thinking positively about the other party) seems to be a promising intervention for settling conflicts in which value differences are salient. Hypotheses from research on regulatory fit theory are evaluated in this study. A 2 × 2 design combines pre-negotiation other-affirmation (as explicit or implicit) and mediator approach (as directive or facilitative). In support of the fit hypothesis, we showed that the implicit-directive combination produced the best joint outcomes. Directional findings showed that the fit between explicit affirmation and facilitative mediation also produced favorable outcomes. Uncertainty reduction was posited as a plausible explanation for these findings. Implications are suggested for interventions intended to resolve conflicts over resources derived from values. Show less
Discrimination is often used to increase public perceptions of group distinctiveness. The current research studied the effectiveness of third party helping as an alternative, more benign strategy... Show moreDiscrimination is often used to increase public perceptions of group distinctiveness. The current research studied the effectiveness of third party helping as an alternative, more benign strategy to this end. Across four studies, we examined whether helping a third party can position the helping group as more distinct from, or more similar to, a comparison group, depending on the nature of the comparison group’s relationship with the third party. Results from three studies showed that third party helping was as effective as discrimination of the comparison group, but third party helping elicited a more positive public image of the group compared with discrimination. Study 4 provided evidence for the spontaneous use of third party helping in response to distinctiveness threat. These findings extend insights from classic balance theories and research on strategic intergroup helping to the domain of intergroup differentiation, and highlight a benign strategy to achieve positive group distinctiveness. Show less
