Schultheiss, O. C., & Stanton, S. J. (2009). Assessment ... Benjamin W. Nelson, 1227 University of Oregon, Eugene, OR 97403, [email protected]. Perspective ...
Perspective Taking is Associated with Increased Neuroendocrine Attunement During a Dyadic Negotiation Task Names of Investigators Benjamin W. Nelson, M.S., Smrithi Prasad, M.S., Pranjal Mehta, Ph.D. Universityof Affiliation University Oregon METHODS Cont.
INTRODUCTION Background
•Psychobiological attunement is the synchronization of physiology and hormones between members of a dyad. •This is thought to be influenced by a number of relational factors; however, conditions under which such attunement arises are not well understood.
CONCLUSIONS
Saliva Sample Collection and Hormone Assays •Study conducted between 1500-1600 hrs to minimize the effects of circadian fluctuations in hormone levels.
•The perspective taking manipulation influenced cortisol attunement only in recruiters who received the manipulation instructions (b = 0.396, p = .039), but not their job candidates (b = -0.160, p = .336). •The perspective taking manipulation had no influence on testosterone attunement in either the recruiters who received the manipulation instructions (b = 0.101, p = 0.394) or their job candidates (b = 0.138, p = 0.163).
•Saliva samples collected via the passive drool method.
•Research is mixed on whether synchronous processes are associated with positive (Nelson et al., •Standard procedures and protocol were followed during the study (Schultheiss & Stanton, 2009). 2016) or negative (Saxbe et al., 2015) individual, relational, and outcome characteristics. •These current findings may act to: •Cortisol and testosterone samples were assayed in duplicates using enzyme immunoassay (EIA) 1. Shed light on factors that determine which recruiters physiologically attune to a job candidate •Prior research has identified an association between perspective taking and autonomic attunement kits (Salimetrics LLC, USA). during negotiation. during conflict (Nelson et al., 2016), which indicates that this may be an important individual characteristic that influences the process of cortisol attunement. •Average inter-assay CVs for testosterone was 8.07% and for cortisol was 2.94%. Average intra2. These findings may provide the basis for studying whether certain physiological attunement assay CVs for testosterone was 6.15% and for cortisol was 5.74%. profiles are indicative of negotiation success or failure.
Current Study
LIMITATIONS & FUTURE DIRECTIONS •The researchers hypothesized that recruiters assigned to a perspective taking manipulation during a negotiation task would have greater cortisol and testosterone attunement to their job candidate than Analyses • Two samples of salivary cortisol and testosterone were unable to capture moment-to-moment •Hierarchical linear modeling was used to examine the co-variation of recruiter and job candidate recruiters in the control condition. attunement. More fine-grained measures of sympathetic and parasympathetic physiology may cortisol both pre- and post-negotiation (Raudenbush & Bryk, 2002). METHODS shed further light on attunement processes.
Sample
•N = 44 dyads (65.9% female) from a Neuroleadership summit •Mage = 46.15 years, SD = 9.62
Procedures
Saliva Sample 1
Random Assignment (Recruiter or Job Candidate)
Recruiter Randomly Assigned to Condition (Control or Perspective Taking Manipulation)
•Recruiter participation in the perspective taking manipulation was used to predict between-dyad • We assume that greater attunement is positive, due to the beneficial effects perspective taking has differences in cortisol and testosterone attunement. on individual mental health and relational satisfaction, but we have yet to examine how attunement maps onto financial success or social rapport. Future steps in this research will •Model Example: examine links with negotiation resolution and satisfaction. Level 1 Model: Cortisol = β1 (Recruiter) + β2 (Job Candidate) + β3 (Recruiter effect of partner) + β4 (Job Candidate effect of partner) + e Level 2 Model: β1 = γ10 + γ11 (Perspective Taking Manipulation) β2 = γ20 + γ21 (Perspective Taking Manipulation) β3 = γ30+ γ31 (Perspective Taking Manipulation) + u β4 = γ40 + γ41 (Perspective Taking Manipulation) + u
Negotiation
RESULTS
(salary, benefits, vacation, and location)
Saliva Sample 2 Figure 1. Study Procedures
Experimental Manipulation •Before dyads began the negotiation, they were assigned to a perspective taking or control condition. • In the perspective taking condition, recruiters were asked to: “take the perspective of the candidate, try and understand what they are thinking in their situation and visualize themselves on the other side of the table in the role of the candidate”. • In the control condition, recruiters were asked to: “think about what it be like if they really were a recruiter, to think about what the recruiter would be thinking in this situation and try and visualize themselves as the recruiter”.
Table 1. Effect of PT Manipulation on Cortisol Recruiter Attunement
Outcome
Coefficient p-value
Mean Cortisol Level (Intercept)
-2.170
Perspective Taking Manipulation Partner Cortisol (Attunement) Perspective Taking Manipulation Note: * = p ≤ .05, ** = p ≤ .001
0.491
Job Candidate Coefficient
