In Generous Offers I Trust: The Effect of First-Offer Value on Economically Vulnerable Behaviors.

Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identified a surprising consequence to this common prescription. Through four studies in the field and laboratory (total = 3,742), we explored how first-offer values affect the recipient's perceptions of the offer-maker's trustworthiness and, subsequently, the recipient's behaviors.

Contour grouping inside and outside of facial contexts.

We examine how contours group in isolation compared with when they are embedded in face-like contexts. As previously shown, contours that seem to group by phenomenological observation also show powerful effects on task performance: with contours that group, selective attention to one while ignoring another is poor (as indexed by Garner Interference (GI), but not Stroop Interference), whereas divided attention across contours is good. With contours that do not group, however, the reverse happens.