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Articles 1 - 2 of 2
Full-Text Articles in Management Sciences and Quantitative Methods
Speech Patterns And The Concept Of Utility In Cognitive Maps: The Case Of Integrative Bargaining, Tony L. Simons
Speech Patterns And The Concept Of Utility In Cognitive Maps: The Case Of Integrative Bargaining, Tony L. Simons
Tony L. Simons
This study's premise is that negotiation dyads' conceptualization of utility is a key component of their “cognitive maps,” or internal representations, that influences the dyads' assumptions and motivation. A linguistic indicator was developed for utility as an objective attribute, utility as a subjective preference, and utility as an interpersonal relationship. An analysis of 79 transcripts from two negotiation studies revealed that dyads whose members conceptualized utility as a subjective preference reached more integrative agreements than dyads displaying either of the other two conceptualizations. Also, as hypothesized, linguistic patterns from the first half of negotiation were better predictors of agreements than …
Functional Explanation And Metaphysical Individualism, Justin Schwartz
Functional Explanation And Metaphysical Individualism, Justin Schwartz
Justin Schwartz
A number of (present or former) analytical Marxists, such as Jon Elster, have argued that functional explanation has almost no place in the social sciences. (Although the discussion is framed in terms of a debate among analytical Marxists, the point is quite general, and Marxism is used for illustrative purposes.) Functional explanation accounts for what is to be explained by reference to its function; thus, sighted organism have eyes because eyes enable them to see. Elster and other critics of functional explanation argue that this pattern of explanation is inconsistent with "methodological individualism," the idea, as they understand it, that …