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How communication increases interpersonal cooperation in mixed-motive situations |
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| Authors: | Taya R Cohen Tim Wildschut |
| Institution: | a Kellogg School of Management, Northwestern University, United States b Department of Psychology, University of Southampton, Southampton, England, United Kingdom c Department of Psychology, University of North Carolina at Chapel Hill, United States |
| Abstract: | 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 three-choice 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). |
| Keywords: | Communication Cooperation Competition PDG-Alt Interpersonal norms Trust Fairness |
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