Styles of Announcing Conciliation

Svenn Lindskold and Marta L. Finch
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Svenn Lindskold: Department of Psychology Ohio University
Marta L. Finch: Department of Psychology Ohio University

Journal of Conflict Resolution, 1981, vol. 25, issue 1, 145-155

Abstract: A total of 48 subjects (24 female and 24 male) participated in 30 trials of a Prisoner's Dilemma game with a simulated other who was 50% cooperative in the first block of 10 trials and 100% cooperative in the third block. Following trial 10, the other sent one of two handwritten notes to the subject, or, in a third condition, sent none. One of the notes said, in effect: "If you cooperate, I will," (the IF-U note) while the other said: "I will cooperate ; it's what we have to do to get our most points," (the GRIT note). As hypothesized, the GRIT approach elicited more cooperation by the subject than the IF-U approach, particularly in the third block where the other was consistently cooperative and most vulnerable. Both notes positively influenced cooperation in comparison with the no-note condition. The results were discussed in terms of the perceptions of intentions created by the two notes and the GRIT proposal in general.

Date: 1981
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Persistent link: https://EconPapers.repec.org/RePEc:sae:jocore:v:25:y:1981:i:1:p:145-155

DOI: 10.1177/002200278102500106

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