Resisting the temptation to compete: Self-control promotes cooperation in mixed-motive interactions |
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Authors: | Oliver J Sheldon Ayelet Fishbach |
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Institution: | a Rutgers Business School, Rutgers University, 94 Rockafeller Road, Piscataway, NJ 08854, USAb University of Chicago, Booth School of Business, 5807 South Woodlawn Avenue, Chicago, IL 60637, USA |
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Abstract: | This article provides a self-control analysis of mixed-motive interactions, including 2-person social dilemmas and bargaining encounters. We propose that mixed-motive interactions pose a self-control conflict between pursuing immediate benefits through competition and pursuing long-term benefits through cooperation. As such, anticipating high (vs. low) barriers to successful outcomes triggers counteractive self-control operations that increase cooperation, so long as people believe that by doing so they can influence others to reciprocate. |
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Keywords: | Self-control Illusory control Cooperation Competition Mixed-motive interaction Social dilemmas Bargaining |
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