Resisting the temptation to compete: Self-control promotes cooperation in mixed-motive interactions

Oliver J. Sheldon, Ayelet Fishbach

Research output: Contribution to journalArticlepeer-review

20 Scopus citations

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.

Original languageEnglish (US)
Pages (from-to)403-410
Number of pages8
JournalJournal of Experimental Social Psychology
Volume47
Issue number2
DOIs
StatePublished - Mar 2011

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

Keywords

  • Bargaining
  • Competition
  • Cooperation
  • Illusory control
  • Mixed-motive interaction
  • Self-control
  • Social dilemmas

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