Mauro Giacomantonio

Now You See It, Now You Don't: Interests, Issues, and Psychological Distance in Integrative Negotiation

Negotiators are often advised to seek win-win agreements by focusing on interests (primary features) rather than issues (secondary features), but whether such advice is valid remains to be seen. Consistent with construal level theory (Y. Trope & N. Liberman, 2003), Experiments 1 and 2 show that negotiators focus on secondary features (issues) more than on primary features (interests) when psychological distance is low rather than high, and concomitant construal level is local and specific rather than global and abstract. Experiment 3 showed that high construal level promoted problem-solving behavior and therefore facilitated the achievement of win-win agreement, but only when integrative potential resided in underlying interests; when integrative potential resided in the issues, low construal level negotiators achieved higher joint outcomes. Thus, both low- and high-construal negotiators may achieve win-win agreements when such agreements require trade-offs at the level of issues, or at the level of underlying interests, respectively.

Mindfulness, Pro-environmental Behavior, and Belief in Climate Change: The Mediating Role of Social Dominance:

In recent years, mindfulness has been considered as a potential source of proenvironmental attitudes and behavior. Present research is aimed at consolidating and expanding previous knowledge by proposing that mindfulness is related to both proenvironmental behavior and belief in global climate change through social dominance orientation (SDO). A first study was conducted on undergraduate students (n = 279) and found, as expected, that trait mindfulness was related to proenvironmental behavior through SDO. A second study using a known groups approach compared practitioners (n = 44) and nonpractitioners (n = 53) of Buddhist meditation, which is known to develop a mindful stance. Moreover, in Study 2, a measure of belief in global climate change was adopted as a further outcome. Again, trait mindfulness was related to both proenvironmental outcomes through SDO. Theoretical and practical implications are discussed.

Persuading drivers to refrain from speeding: Effects of message sidedness and regulatory fit

Building on regulatory fit theory (Higgins, 2000, 2005), we tested whether two-sided ads were more effective than one-sided ads in changing intentions toward driving behavior when message recipients were high in assessment orientation rather than locomotion orientation. In one study either a locomotion or an assessment orientation were situationally induced (Study 1) and in another study these different orientations were chronic predispositions (Study 2). As predicted, both studies found that for participants high in assessment, two-sided ads were more effective than one-sided ads, as reflected in stronger engagement with the persuasive message and stronger intentions to reduce driving speed. In contrast, for participants high in locomotion, one-sided ads were more effective than two-sided ads. There was also evidence that the fit effect on intentions to comply was mediated by strength of engagement with the message. Implications for persuasion concerning driving behaviors are discussed.

Seeing the Forest From Left to Right: How Construal Level Affects the Spatial Agency Bias

Everyday actions such as writing have been proven to produce consistent mental schemata, which are used to represent social interactions. The preference for depicting the agent of an action to the left of the recipient is known as the spatial agency bias (SAB) and has been related to writing direction. The question which we addressed through two studies is whether the mental construal level (CL) affects this embodied bias. We hypothesized that high-CL (vs. low-CL) priming increases the SAB, as it promotes the use of an abstract mental schema to represent the situation. We found that, when asked to depict two interacting targets, participants in a high-CL condition were more likely to adopt a left-to-right representation (Studies 1 and 2). In contrast, under low-CL, participants were more likely to follow the trajectory suggested by contextual details (Study 2). These findings shed light on boundary conditions for the SAB.

Leaders' fairness and followers' conflict handling style: The moderating role of need for cognitive closure

Purpose – The present paper aims to identify an important moderator of the effect of leaders fairness on the conflict handling style adopted by followers. Based on the uncertainty management model the authors hypothesize that the motivation to reduce uncertainty, reflected by individual differences in need for cognitive closure, moderates the use of constructive conflict handling style as a response to variation in leaders perceived procedural fairness.Design/methodology/approach – A correlational study was conducted on a sample of 175 Italian public employees. Each participant filled out a questionnaire. Data analysis was carried out performing a series of multiple regression analyses.Findings – Consistent with previous research, regression analysis showed that perceived leaders fairness promoted a more constructive approach to manage conflict with leaders. More importantly this relationship was stronger under high rather than low need for cognitive closure.Practical implications – Present results sug...

Follower need for cognitive closure as moderator of the effectiveness of leader procedural fairness

Leader procedural fairness is an important factor in leadership effectiveness, but the study of the contingencies of its influence is still in its infancy. Addressing this issue we focus on the moderating role of follower need for cognitive closure, the disposition to reduce uncertainty and swiftly reach closure in judgement and decision. We propose that need for closure captures followers sensitivity to the uncertainty-reducing influence of leader procedural fairness. Across three studies designed to yield complementary evidence (two surveys and a scenario experiment), we find support for the hypothesis that perceived leader procedural fairness has a stronger (positive) relationship with leadership effectiveness for followers higher in need for closure. This support is found across a variety of indicators reflecting different aspects of leadership effectiveness: effort and performance, social identification, job satisfaction, and leader evaluations. We discuss how these findings advance our understanding of the uncertainty-reducing role of leader fairness.

Framing Political Messages to Fit the Audience's Regulatory Orientation: How to Improve the Efficacy of the Same Message Content

This research investigates how the impact of persuasive messages in the political domain can be improved when fit is created by subliminally priming recipients’ regulatory focus (either promotion or prevention) and by linguistic framing of the message (either strategic approach framing or strategic avoidance framing). Results of two studies show that regulatory fit: a) increases the impact of a political message favoring nuclear energy on implicit attitudes of the target audience (Study 1); and b) induces a more positive evaluation of, and intentions to vote for, the political candidate who is delivering a message concerning immigration policies (Study 2).

Embodied Social Cognition

Embodied social cognition refers to the relation between bodily states and higher cognitive processes regulating social behavior. It may operate bottom-up (with sensory-motor system affecting cognition) or top-down (with higher cognitive processing affecting motor responses and bodily feelings). After providing specific examples for both types of embodiment, the main theoretical approaches are presented, together with moderator variables that facilitate or constrain embodied social cognition.

Moral foundations, worldviews, moral absolutism and belief in conspiracy theories: MORAL FOUNDATIONS AND CONSPIRACY BELIEFS

In the present research, we examined whether individual differences in basic moral concerns might be related to a greater endorsement of conspiracy theories. Building on the notion that conspiracy theories often deal with super-individual relevant events in which a group perspective is central, we proposed that individual differences in moral concerns pertaining to group- and community-concerns (i.e., binding moral foundations) rather than to individual well-being (i.e., individualising moral foundations) would be positively associated with conspiracy beliefs. We further hypothesised that such relations would be totally mediated by beliefs in a dangerous world and by embracing moral absolutism. We found support for these predictions in two community samples (Ns: 319; 514). Theoretical implications were discussed.

Need for cognitive closure and political ideology: Predicting pro-environmental preferences and behavior.

Little is known about epistemic motivations affecting political ideology when people make environmental decisions. In two studies, we examined the key role that political ideology played in the relationship between need for cognitive closure (NCC) and self-reported eco-friendly behavior. Study 1: 279 participants completed the NCC, pro-environmental, and political ideology measures. Mediation analyses showed that NCC was related to less pro-environmental behavior through more right-wing political ideology. Study 2: We replicated these results with a nonstudent sample (n = 240) and both social and economic conservatism as mediators. The results of Study 2 showed that social conservatism mediated the relationship between NCC and pro-environmental behavior. Finally, NCC was associated with pro-environmental attitude through both social and economic conservatism.