Who Cooperates and Who Competes?
Although we have to this point focused on how situational variables, such as the nature of the payoffs in the matrix, increase the likelihood that we will compete rather than cooperate, not everyone is influenced the same way by the situation—the personality characteristics of the individuals also matter. In general, people who are more self-oriented are more likely to compete, whereas people who are more other-oriented are more likely to cooperate (Balliet, Parks, & Joireman, 2009; Sagiv, Sverdlik, & Schwarz, 2011). For instance, Campbell, Bush, Brunell, and Shelton (2005) found that students who were highly narcissistic (i.e., very highly self-focused) competed more in a resource dilemma and took more of the shared resource for themselves than did the other people playing the game.
Research Focus
Self- and Other-Orientations in Social Dilemmas
Paul Van Lange and his colleagues (Van Lange, 1999; Van Lange & Kuhlman, 1994) have focused on the person determinants of cooperation by characterizing individuals as one of two types—those who are “pro-social,” meaning that they are high on other-concern and value cooperation, and those who are “pro-self” and thus tend to behave in a manner that enhances their own outcomes by trying to gain advantage over others by making competitive choices.
Sonja Utz (2004) tested how people who were primarily self-concerned would respond differently than those who were primarily other-concerned when the self-concept was activated. In her research, male and female college students first completed a measure designed to assess whether they were more pro-social or more pro-self in orientation. On this measure, the participants had to make choices about whether to give points to themselves or to another person on a series of tasks. The students who tended to favor themselves were classified as pro-self, whereas those who tended to favor others were classified as pro-social.
Then all the students read a story describing a trip to a nearby city. However, while reading the story, half of the students (the self-priming condition) were asked to circle all the pronouns occurring in the story. These pronouns were arranged to be self-relevant and thus to activate the self-concept—“I,” “we,” “my,” and so forth. The students in the control condition, however, were instructed to circle the prepositions, which were not self-relevant (e.g., “of” and “after”).
Finally, the students participated in a series of games in which they had to make a choice between two alternative distributions of points between themselves and another person. As you can see Figure 12.8, the self-manipulation influenced the pro-self students (who were primarily self-oriented already) in a way that they became even less cooperative and more self-serving. However, the students who were initially pro-social became even more cooperative when the self-concept was activated.
Figure 12.8. Priming Self-Concept. Priming the self-concept increased cooperation for those who were other-concerned but increased competition for those who were self-concerned. Data are from Utz (2004).
Although it is possible that people are either self-concerned or other-concerned, another possibility is that people vary on both of these dimensions simultaneously, such that some people may be high on both self-concern and other-concern. The dual-concern model of cooperation and competition (Pruitt & Rubin, 1986) is based on this approach, and the four resulting personality types are outlined in Figure 12.9.
The dual-concern model suggests that individuals will relate to social dilemmas, or other forms of conflict, in different ways, depending on their underlying personal orientations or as influenced by the characteristics of the situation that orient them toward a given concern. Individuals who are focused primarily on their own outcomes but who do not care about the goals of others are considered to be contending in orientation. These individuals are expected to try to take advantage of the other party, for instance, by withholding their contributions in social dilemmas. Those who are focused primarily on the others’ outcomes, however, will be yielding and likely to make cooperative choices. Individuals who are not concerned about the interests of either the self or others are inactive and unlikely to care about the situation or to participate in solving it at all.
Figure 12.9 The Dual-Concern Model [Image description]
The interesting prediction of the dual-concern model is that being concerned with one’s own outcomes is not necessarily harmful to the possibility of cooperation. The individuals who are focused on maximizing their own outcomes but who are also concerned with the needs of the others (the problem solvers) are expected to be as likely to cooperate as are those who are yielding. In fact, the dual-concern model suggests that these individuals may be the best negotiators of all because they are likely to go beyond the trap posed by the dilemma itself, searching for ways to produce new and creative solutions through creative thinking and compromise.
Gender and Cultural Differences in Cooperation and Competition
You might be wondering whether men or women are more cooperative. Because women are on average more concerned about maintaining positive relationships with others, whereas men are on average more self-concerned, it might be expected that women might be more likely to cooperate than men. And some research has supported this idea. For instance, in terms of whether or not people accepted an initial offer that was made to them or demanded more, Babcock, Gelfand, Small, and Stayn (2006) found that about half of the men they sampled negotiated a salary when they took their first job offer, whereas only about one-eighth of the women reported doing so. Not surprisingly, women received substantially lower average annual starting salaries than did the men, a fact that is likely to contribute to the wage gap between men and women. And Small, Gelfand, Babcock, and Gettman (2007) found that, overall, women were less likely than men to try to bargain for personal gain in an experimental task. Small and colleagues concluded that women felt that asking for things for themselves was socially inappropriate, perhaps because they perceive that they have less social power than do men.
But although some studies have found that there are gender differences, an interactionist approach to the situation is even more informative. It turns out that women compete less than men in some situations, but they compete about as much as men do in other situations. For example, Bowles, Babcock, and McGinn (2005) showed that the roles that are activated at the negotiation table (i.e., whether one is negotiating for oneself or on behalf of others) are important triggers for gender differences. Women negotiated as well as men when they were negotiating for others, but they negotiated less strongly than men did for themselves. And Kray, Galinsky, and Thompson (2002) showed that gender differences in negotiation behavior are strongly affected by cognitive constructs that are accessible during negotiation. In general, gender differences in negotiation seem to occur in situations in which other-concern is highly accessible but are reduced or eliminated in situations in which other-concern is less accessible (Gelfand, Major, Raver, Nishii, & O’Brien, 2006). A recent meta-analysis of 272 research studies (Baillet, Li, Macfarlan, & van Vugt, 2011) found that overall, men and women cooperated equally. But men cooperated more with other men than women cooperated with other women. In mixed-sex interactions, women were more cooperative than men.
And there are also cultural differences in cooperation, in a direction that would be expected. For instance, Gelfand et al. (2002) found that Japanese students—who are more interdependent and thus generally more other-concerned—were more likely to cooperate and achieved higher outcomes in a negotiation task than did students from the United States (who are more individualistic and self-oriented; Chen, Mannix, & Okumura, 2003).
Key Takeaways
The behavior of individuals in conflict situations is frequently studied using laboratory games such as the prisoner’s dilemma game. Other types of laboratory games include resource dilemma games and the trucking game.
Taken together, these games suggest that the most beneficial approach in social dilemmas is to maintain a balance between self-concern and other-concern.
Individual differences in cooperation and competition, such as those proposed by the dual-concern model, show that individuals will relate to social dilemmas depending on their underlying personal orientations.
Although women do compete less than men in some situations, they compete about as much as men do in other situations. There are cultural differences in cooperation.
Exercises and Critical Thinking
Consider a time when you were in a type of social dilemma, perhaps with friends or family. How did your self-concern and other-concern lead you to resolve the dilemma?
Review and critique the laboratory games that have been used to assess responses in social dilemmas. What are their strengths and the limitations?
References
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Image Descriptions
Figure 12.9 The Dual-Concern Model
The dual-concern model of cooperation and competition and the resulting personality types:
high concern about own outcomes, high concern about other’s outcomes: problem solving
low concern about own outcomes, high concern about other’s outcomes: yielding
high concern about own outcomes, low concern about other’s outcomes: contending
low concern about own outcomes, low concern about other’s outcomes: inactivity
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