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The purpose of this study is (1) to confirm the relationship between the two dimensions of social desirability (pretending and denying), self-reported stress and health reports in police officers and (2) to assess whether dysfunctions in basal cortisol profiles are related to social desirability.

Social desirability is known to influence how individuals respond to sensitive topics, such as questions concerning health in the workplace, and has usually been defined according to two dimensions: pretending and denying. However, it is not known whether social desirability is only a bias in responding to health surveys or a more general attitude of denying problems and pretending to be stronger than one is in the everyday life. If the latter is true, social desirability may have important health implications, and underlying mechanisms must be described. In total, 77 police officers completed questionnaires measuring social desirability (denying and pretending), perceived stress as well as mental and somatic health symptoms. They were further instructed to collect saliva samples for cortisol concentrations assays.

These preliminary results showed that denying was negatively related to the report of stress and health symptoms. Furthermore, police officers higher in pretending showed a flatter diurnal cortisol slope.

The correlation between dysregulation of the hypothalmic-pituitary-adrenal (HPA) axis, as expressed by a flatter cortisol slope, and a higher score in the pretending subscale suggests that looking for social approval by inflating one's capacities is related to chronic work-related stress, making the individual more vulnerable to stress-related disease.

To study the potential health-relevant consequences and underlying mechanisms of social desirability bias related to police culture by including stress biomarkers.

This study aims to generalize the research findings about the impact of individualism-collectivism, ethical idealism and inter-personal trust on ethically questionable negotiation tactics, such as pretending, deceiving and lying, in a Germanic culture, namely, that of Austria.

Survey questionnaires translated from English to German were collected from 304 respondents. A regression analysis was used to test the contribution of the independent variables to the explanation of negotiators’ attitudes towards questionable negotiation tactics.

The research empirically corroborated a classification of three groups of negotiation tactics, namely, pretending, deceiving and lying, in Austria. Austrian negotiators who scored high on vertical individualism tended to score high on the endorsement of the pretending tactic; those who scored high on horizontal collectivism tended to score low on the endorsement of the deceiving and lying tactics; those who scored high on vertical collectivism tended to score high on the endorsement of the deceiving and lying tactics; and those who scored high on inter-personal trust tended to score low on the endorsement of the pretending negotiation tactic. Idealistic negotiators tended not to endorse the use of pretending, deceiving and lying negotiation tactics.

The study investigated the respondents’ perceptions, rather than their actual negotiation behavior. Findings are limited to Germanic culture.

The study provides negotiators in Austria with a tool that has the potential to predict the extent to which Austrian negotiators would use various ethically questionable negotiation tactics.

This is the first study to present a model of the antecedents of negotiation tactics in a Germanic cultural context, where negotiation studies are limited. This study validates in Austria three questionable negotiation tactics groups of varying severity, which had previously been studied only in non-Germanic cultures. This research significantly contributes to the generalization of a model of the antecedents of the endorsement of questionable tactics across cultures.

The purpose of this paper is to examine the impact of individualism‐collectivism, trust, and ethical ideology on ethically questionable negotiation tactics, such as pretending, deceiving and lying, in Turkey.

Survey questionnaires translated from English to Turkish were administered to 400 respondents, of whom 379 fully completed the questionnaires.

The research empirically corroborated a classification of three groups of negotiation tactics, namely, pretending, deceiving and lying. Turkish negotiators who scored high on horizontal individualism tended to score highly on pretending and deceiving and less on lying, and presented an inverse relationship between scores on those tactics and score on idealism. Trust was not found to be related to any of the negotiation tactics.

The study investigated the respondents' perceptions rather than their actual negotiation behavior. The sample size, though large and inclusive of public and private sector employees, provided limited ability to generalize Turkish negotiator conduct.

The study provides hints to managers negotiating in Turkey of the extent to which Turkish managers would employ ethically questionable negotiation tactics.

This empirical field research is the first to present a model of the antecedents of negotiation tactics in Turkey, a country where negotiation studies are limited and are mostly conducted within the safe controls of the laboratory.

The purpose of this study is to refine theory of negotiation by empirically investigating the extent to which national-, societal- and individual-level cultures relate to negotiators' tendency to endorse questionable negotiation tactics.

To assess the hypothesized relationships between culture and ethically questionable negotiation tactics at three cultural levels of analysis, the authors collected data from Turks who reside in Turkey and in Germany and from Greeks who reside in Greece and in Cyprus. Respondents' national-level cultural values were inferred from their nationality, respondents' societal-level cultural values were inferred from their country of residency, and respondents' individual-level cultural values were inferred from their discrete and unique individuality.

At the national level, the authors found that Turks in Turkey and Germany scored significantly higher than Greeks in Greece and Cyprus on the endorsement of pretending negotiation tactics. At the societal level, the authors found that Turkish negotiators in Germany displayed higher levels of lying negotiation tactics and lower levels of pretending negotiation tactics than Turkish negotiators in Turkey. Greek negotiators in Greece endorsed deceiving and lying tactics more than Greek negotiators in Cyprus. At the individual level, the authors found that negotiators who score high on vertical individualism and collectivism endorse questionable negotiation tactics significantly more than negotiators who score high on horizontal individualism and collectivism.

The authors empirically demonstrate how national-, societal- and individual-level cultures differentially influence negotiators' tendency to endorse questionable negotiation tactics. The study's trilevel analysis allows for integrating the societal-level theories of negotiators' acculturation and cultural adjustment to a host culture, highlighting the importance of bicultural identity.

Purposes – The overall aim of the chapter is to explore children's acting and disputing within a family role-play and highlight how different roles are argued upon and negotiated by the participants, both verbally and nonverbally.

Methodology – The chapter is drawn from a single play episode between five 6-year-old girls at a Swedish preschool. The analytical framework of the study is influenced by ethnomethodological work on social action focusing in particular on participants’ methodical ways of accomplishing and making sense of social activities.

Findings – The analyses show that the girls use a range of verbal and nonverbal resources to argue and accomplish the social order of the play (i) using past tense to display the factual past event status, and present tense to bid for upcoming events, (ii) building a mutual pretend understanding of places and objects that were used to configure nearness as well as distance in the girls’ interaction and relationship. Finally, the analyses clearly show that the significance of a pretend role is situated and depends on the social context in which it is negotiated.

Practical implications – To get acquainted with detailed analyses of children's pretend play can be useful for preschool teachers’ understanding of how children build relationships within the play, and hopefully awaken their interest to study children's play in depth in everyday practice.

Value of chapter – The present chapter contributes to a wider understanding of how social relationships are argued and negotiated by preschool girls within pretend family role-play.

The purpose of this paper is to review the literature on war play and aggression. The paper begins with an introduction to play and the theories of Piaget, Vygotsky, and Corsaro. This is followed by a definition of pretend aggression and the war play debate. Literature is reviewed on how violent television, war toys, and war play shapes children’s imaginary play and aggressive behaviors. Attention is also given to the teacher’s role in war play and the methods used to investigate war play. Suggestions are made for future approaches to the study of war play within the context of the peer culture. The paper concludes with implications for early childhood educators.

Women’s conspicuous display of luxury brands is known to serve the purpose of sending signals to other women, but little is known about how men interpret those signals. The purpose of this paper is to elucidate how men interpret the signals sent by women displaying luxury brands.

An interpretivist approach and phenomenological methods were applied, involving interviews with selected men in Hong Kong.

The men interviewed suggested that if a woman’s overall image matches that of the brands she displays and the situation, luxurious brands can amplify the woman’s beauty and perceived class status. However, if these factors clash, men react negatively and tend to view the woman as engaging in impression management and pretending to have high social status unjustifiably.

The sample for this phenomenological study was limited to Hong Kong men only. Culture must, almost by definition, influence men’s views toward women and branded products, so similar exploratory research in other cultures seems justified.

The findings suggest that marketers should offer “brand education” to help make their female consumers aware of the images their products are trying to establish, and what are the appropriate usage situations. Such consumer education would also reduce the risk of negative image transfer from the brand user to the brands.

The current understanding of female luxury brand signals is limited to female-vs-female intra-sexual competition. By examining how men interpret female luxury brand signals, this research addresses an important research gap.

The aim of this article is to explore how young children (five year olds) collectively construct pretend identities with peers in play while using and negotiating consumer knowledge and experiences. Particular attention is given to children’s collaborative transformation of objects, ideas, places and persons, as they occur in the context of pretend play.

Data were gathered from ethnographic fieldwork in a local preschool in Japan. Two classes of five-year-old children (both boys and girls) were observed over four months. The theoretical framework highlights the dynamic and fluid interactional sphere and conversational exchanges through which pretend identities are created, negotiated and expanded.

In the findings, children’s construction of pretend identities is identified in terms of three characteristic forms of interaction in play: children’s reciprocal immediacy; maintaining and challenging participation; and willingness and collaboration to expand a play theme. Children’s collective construction of pretend identities indicates that playing roles means playing rules.

Through participant observation focusing of children’s perspectives and practices, this study contributes both to childhood studies and consumption studies. It also contributes to insight into how young children in the Japanese preschool experience consumer culture in a specific socio-cultural environment and how they construct peer relationships.

Prior research demonstrates the importance of face in conflict situations. However, the direct relationship of face concerns to facework behaviors has limited empirical support. Therefore, the purpose of this study is to investigate the relationships among self‐, other‐, and mutual‐face concern and 11 facework strategies within Chinese, Japanese, German, and USA national cultures in recalled conflict situations.

The study was conducted by administering a survey to 768 participants from China, Japan, Germany, and the USA who recalled a conflict situation. Participants completed a self‐report questionnaire about their attitudes and conflict behaviors during a recalled conflict. Regression analysis and comparisons of correlations were utilized to examine relationships between face concerns and facework across the four cultures.

The major findings are: other‐face is associated with remain calm, apologize, private discussion, giving in and pretend positively and express emotion negatively; self‐face is associated with defend positively; mutual‐face is associated with aggression negatively; associations among face concern and facework strategies have some cultural differences, but are largely consistent for the pan‐cultural relationships among face and facework.

Provides evidence that many of the face/facework relationships are consistent across cultures; uses self‐report questionnaires to operationalize attitudes and behaviors about conflict which are subject to self‐serving bias.

The findings are useful for scholars and practitioners interested in intercultural communication, negotiation, and conflict. The findings suggest that training participants about face concerns and facework may be fruitful for improving conflict management. Such training needs to consider cultural differences.

The research endeavor directly identifies what relationships exist between face concern and facework. The link was assumed but has limited empirical support and none cross‐culturally.

Four months after I got to America, I was invited to a Christmas party. I brought some chicken wings stir-fried with wine, soybean sauce, sugar and ginger, partly to show appreciation to my new friend, partly out of my smug thought that I was here on a mission to bring authentic Chinese food to American people. Yet the chicken wings were removed from the table not long after the party began, even when there were still plenty of them. Those that were already in people’s plates were at most lightly touched. I moved among people pretending to have a good time yet feeling bashful, defeated and dismayed. How come the other Chinese lady knew better? She brought in a pretty fruit pie, the kind that has cream, peach, strawberry and nuts in it.What we found great about CM grocery store was that they have some rare kinds of ethnic foods. It happened that day that my husband, Li, and I wanted some pig’s feet. In China, this part of pigs is a special delicacy. It is our belief that slowly cooked pig’s feet are desirable for preventing skin aging and for women who just give birth to babies. As we checked out, the cashier, a tall, young man, picked them up, examined for a second and made a light remark, “Dog food!” It was so soft that Li did not hear. The boy had such light blue eyes and light freckles on his face. I found myself scouring my brain for words to say but could not come up with anything.No more showing off of my food! Shawn and Jill¹ just had three new-born babies. To help them out, some of us in the department took turns to contribute food. They are a very easy-going couple and they said they liked ethnic foods. Still I got restless when it was my turn. After some careful rumination, I ordered a vegetable pizza from Papa John’s.