Anticipatory Cognitive Strategies: the Positive Side of Negative Thinking (Optimism, Pessimism, Motivation).

Abstract

It is proposed that negative thinking in anticipation of a stressful situation can be the starting point of an adaptive cognitive strategy that leads to good outcomes. Previous work on defensive pessimism shows that some successful individuals characteristically imagine negative outcomes in preparation for stressful situations. The present studies explicitly test the consequences of positive or negative thinking by manipulating whether subjects consider positive or negative possibilities for an upcoming get-acquainted conversation. An initial study shows that negative thinking subjects talk more and appear more warm and friendly in their conversations than do positive thinking subjects. Study 2 uses thought-listings and rating scales to examine the underlying cognitive process that may help a person shift from an initial negative perspective to a more positive outlook. In particular, negative thinking initiates a pattern of thoughts and feelings that involves evaluating negative possibilities, wondering what the conversation will really be like, psyching oneself up for a positive experience, feeling good, and formulating positive expectations. A third study replicates the positive behavioral consequences of negative thinking seen in Study 1 primarily for defensive pessimist subjects. This suggests that defensive pessimists are especially likely to benefit from a strategy of negative thinking. In addition, the potential costs of negative thinking are apparent in the self-ratings made by negative thinking subjects after the conversation is over. The results are discussed in terms of the relative flexibility that pessimists and others demonstrate in using optimistic or pessimistic strategies, and also in terms of the limits on using pessimistic strategies in difficult situations.