How communication increases interpersonal cooperation in mixed-motive situations
نویسندگان
چکیده
Evidence from two experiments indicates that task-related communication promotes cooperation in mixed-motive situations by activating interpersonal norms related to fairness and trust. In Experiment 1, task-related communication increased cooperation between individuals in a threechoice prisoner’s dilemma game (PDG-Alt) but task-unrelated communication did not. In Experiment 2, cooperation was increased both by sending a task-related message to one’s counterpart and receiving a cooperative task-related message from one’s counterpart. Mediation analyses revealed that task-related communication increased cooperation by activating fairness and trust norms (Experiments 1 and 2). Specifically, whereas sending (relative to receiving) a task-related message increased cooperation by activating fairness norms, receiving (relative to sending) a task-related message increased cooperation by activating trust norms (Experiment 2).
منابع مشابه
Resisting the temptation to compete: Self-control promotes cooperation in mixed-motive interactions
In most cases authors are permitted to post their version of the article (e.g. in Word or Tex form) to their personal website or institutional repository. Authors requiring further information regarding Elsevier's archiving and manuscript policies are encouraged to visit: a b s t r a c t a r t i c l e i n f o This article provides a self-control analysis of mixed-motive interactions, including ...
متن کاملE-mail Communication and Group Cooperation
Two empirical studies are presented that explore how and why e-mail communication (versus face-to-face communication) influences cooperation in mixed motive group contexts. Results indicate that, relative to those engaging in face-to-face interaction, those who interacted via e-mail were (1) less cooperative and (2) felt more justified in being non-cooperative. Feelings of justification mediate...
متن کاملA modified position value for communication situations and its fuzzification
Myerson treated various situations of cooperation in the field of cooperative games and proposed the communication structure. In this paper, we define and characterize an allocation rule in terms of the position value, called an average spanning tree solution, for communication situations by introducing a concept of cooperation relationship which says that two players are deemed to possess this...
متن کاملHigher-Order Theory of Mind in Negotiations under Incomplete Information
Theory of mind refers to the ability to reason explicitly about unobservable mental content such as beliefs, desires, and intentions of others. People are known to make use of theory of mind, and even reason about what other people believe about their beliefs. Although it is unknown why such a higher-order theory of mind evolved in humans, exposure to mixed-motive situations may have facilitate...
متن کاملMorals Matter in Economic Games
Contrary to predictions from Expected Utility Theory and Game Theory, when making economic decisions in interpersonal situations, people take the interest of others into account and express various forms of solidarity, even in one-shot interactions with anonymous strangers. Research in other-regarding behavior is dominated by behavioral economical and evolutionary biological approaches. Psychol...
متن کامل