Mind games: The mental representation of conflict

Journal of Personality and Social Psychology

Volumn 102, Issue 1, 2012, Pages 132-148

  Halevy, Nir ^a   Chou, Eileen Y ^b   Murnighan, J Keith ^b  

^a STANFORD UNIVERSITY   (United States)

^b NORTHWESTERN UNIVERSITY   (United States)

Author keywords

Conflict; Mental representations; Mixed motive games; Negotiation; Outcome interdependence

Indexed keywords

ADULT; ARTICLE; CONFLICT; FEMALE; GAME; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; PSYCHOLOGIC TEST; PSYCHOLOGICAL ASPECT; SOCIAL BEHAVIOR;

ADULT; CONFLICT (PSYCHOLOGY); FEMALE; GAME THEORY; GAMES, EXPERIMENTAL; HUMANS; INTERPERSONAL RELATIONS; MALE; NEGOTIATING; PSYCHOLOGICAL TESTS; SOCIAL BEHAVIOR; YOUNG ADULT;

EID: 84855337376     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0025389     Document Type: Article

References (89)

1. Abelson R.P. Psychological status of the script concept. American Psychologist 1981, 36:715-729. doi: 10.1037/0003-066X.36.7.715.
2. Abelson R.P., Aronson E., McGuire W.J., Newcomb T.M., Rosenberg M.J., Tannenbaum P.H. Theories of cognitive consistency: A sourcebook 1968, Rand McNally, Chicago, IL.
3. Avrahami J., Kareev Y. Detecting change in partner's preferences (Discussion paper No. 557) 2010, Center for Rationality, The Hebrew University of Jerusalem, Jerusalem, Israel.
4. Bazerman M.H., Curhan J.R., Moore D.A., Valley K.L. Negotiation. Annual Review of Psychology 2000, 51:279-314. doi: 10.1146/annurev.psych.51.1.279.
5. Boles T.L., Croson R.T.A., Murnighan J.K. Deception and retribution in repeated ultimatum bargaining. Organizational Behavior and Human Decision Processes 2000, 83:235-259. doi: 10.1006/obhd.2000.2908.
6. Bornstein G. Intergroup conflict: Individual, group, and collective interests. Personality and Social Psychology Review 2003, 7:129-145. doi: 10.1207/S15327957PSPR0702_129-145.
7. Bornstein G., Gilula Z. Between-group communication and conflict resolution in assurance and chicken games. Journal of Conflict Resolution 2003, 47:326-339. doi: 10.1177/0022002703252367.
8. Bornstein G., Mingelrin D., Rutte C. The effects of within-group communication on group decision and individual choice in the assurance and chicken team games. Journal of Conflict Resolution 1996, 40:486-501. doi: 10.1177/0022002796040003005.
9. Cadinu M.R., Rothbart M. Self-anchoring and differentiation processes in the minimal group setting. Journal of Personality and Social Psychology 1996, 70:661-677. doi: 10.1037/0022-3514.70.4.661.
10. Camerer C.F. Behavioral game theory: Experiments in strategic interaction 2003, Princeton University Press, Princeton, NJ.
11. Cargile A.C., Bradac J.J., Cole T. Theories of intergroup conflict: A report of lay attributions. Journal of Language and Social Psychology 2006, 25:47-63. doi: 10.1177/0261927X05284479.
12. Carroll J.S., Bazerman M.H., Maury R. Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents. Organizational Behavior and Human Decision Processes 1988, 41:352-370. doi: 10.1016/0749-5978(88)90034-9.
13. Chou E., McConnell M., Nagel R., Plott C.R. The control of game form recognition in experiments: Understanding dominant strategy failures in a simple, two-person "guessing" game. Experimental Economics 2009, 12:159-179. doi: 10.1007/s10683-008-9206-4.
14. Cohen T., Gunia B., Kim-Jun S., Murnighan J. Do groups lie more than individuals? Honesty and deception as a function of strategic self-interest. Journal of Experimental Social Psychology 2009, 45:1321-1324. doi: 10.1016/j.jesp.2009.08.007.
15. Colman A.M. Game theory and its applications 1995, Routledge, New York, NY. 2nd ed.
16. Cuddy A.J.C., Fiske S.T., Glick P. The BIAS map: Behaviors from intergroup affect and stereotypes. Journal of Personality and Social Psychology 2007, 92:631-648. doi: 10.1037/0022-3514.92.4.631.
17. Curhan J.R., Elfenbein H.A., Xu H. What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of Personality and Social Psychology 2006, 91:493-512. doi: 10.1037/0022-3514.91.3.493.
18. De Dreu C.K.W. Social conflict: The emergence and consequences of struggle and negotiation. Handbook of social psychology 2010, 983-1023. Wiley, New York, NY. 5th ed. S.T. Fiske, D.T. Gilbert, G. Lindzey (Eds.).
19. De Dreu C.K.W., Koole S.L., Steinel W. Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation. Journal of Personality and Social Psychology 2000, 79:975-987. doi: 10.1037/0022-3514.79.6.975.
20. Deutsch M. The resolution of conflict 1973, Yale University Press, New Haven, CT.
21. Devetag G., Warglien M. Playing the wrong game: An experimental analysis of relational complexity and strategic misrepresentation. Games and Economic Behavior 2008, 62:364-382. doi: 10.1016/j.geb.2007.05.007.
22. Eyal T., Sagristano M.D., Trope Y., Liberman N., Chaiken S. When values matter: Expressing values in behavioral intentions for the near vs. distant future. Journal of Experimental Social Psychology 2009, 45:35-43. doi: 10.1016/j.jesp.2008.07.023.
23. Fehr E., Gachter S. Cooperation and punishment in public goods experiments. American Economic Review 2000, 90:980-994. doi: 10.1257/aer.90.4.980.
24. Fehr E., Gachter S. Altruistic punishment in humans. Nature 2002, January 10, 415:137-140. doi: 10.1038/415137a.
25. Fiske A.P. The four elementary forms of sociality: Framework for a unified theory of social relations. Psychological Review 1992, 99:689-723. doi: 10.1037/0033-295X.99.4.689.
26. Fiske A.P., Tetlock P. Taboo trade-offs: Reactions to transactions that transgress the spheres of justice. Political Psychology 1997, 18:255-297. doi: 10.1111/0162-895X.00058.
27. Fiske S.T., Cuddy A.J.C., Glick P. Universal dimensions of social cognition: Warmth and competence. Trends in Cognitive Sciences 2007, 11:77-83. doi: 10.1016/j.tics.2006.11.005.
28. Fiske S.T., Taylor S. Social cognition 1991, McGraw-Hill, New York, NY. 2nd ed.
29. Freyd J., Tversky B. Force of symmetry in form perception. American Journal of Psychology 1984, 97:109-126. doi: 10.2307/1422551.
30. Galinsky A.D., Maddux W.W., Gilin D., White J.B. Why it pays to get inside the head of your opponent: The differential effects of perspective-taking and empathy in negotiations. Psychological Science 2008, 19:378-384. doi: 10.1111/j.1467-9280.2008.02096.x.
31. Giacomantonio M., De Dreu C.K.W., Shalvi S., Sligte D., Leder S. Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation. Journal of Experimental Social Psychology 2010, 46:824-829. doi: 10.1016/j.jesp.2010.05.001.
32. Gneezy U. Deception: The role of consequences. American Economic Review 2005, 95:384-394. doi: 10.1257/0002828053828662.
33. Halevy N. Team negotiation: Social, epistemic, economic, and psychological consequences of subgroup conflict. Personality and Social Psychology Bulletin 2008, 34:1687-1702. doi: 10.1177/0146167208324102.
34. Halevy N., Bornstein G., Sagiv L. "In-group love" and "out-group hate" as motives for individual participation in intergroup conflict: A new game paradigm. Psychological Science 2008, 19:405-411. doi: 10.1111/j.1467-9280.2008.02100.x.
35. Halevy, N., & Chou, E. Y. (2011). [Social interaction basis of beliefs about others' conflict templates]. Unpublished raw data.
36. Halevy N., Chou E.Y., Murnighan J.K. Games groups play: Mental models in intergroup conflict and negotiation. Research on managing groups and teams 2011, 79-107. Emerald, Bingley, England. J. Overbeck, M.A. Neale, B.A. Mannix (Eds.).
37. Halevy N., Sagiv L., Roccas S., Bornstein G. Perceiving intergroup conflict: From game models to mental templates. Personality and Social Psychology Bulletin 2006, 32:1674-1689. doi: 10.1177/0146167206291947.
38. Halevy N., Weisel O., Bornstein G. "In-group love" and "out-group hate" in repeated interaction between groups. Journal of Behavioral Decision Making 2011, Advance online publication. doi: 10.1002/bdm.726.
39. Heider F. The psychology of interpersonal relations 1958, Wiley, New York, NY, doi: 10.1037/10628-000.
40. Hinsz V.B. Metacognition and mental models in groups: An illustration with metamemory of group recognition memory. Team cognition: Understanding the factors that drive process and performance 2004, 33-58. American Psychological Association, Washington, DC, doi: 10.1037/10690-003. E. Salas, S.M. Fiore (Eds.).
41. Hinsz V.B., Tindale R.S., Vollrath D.A. The emerging conceptualization of groups as information processors. Psychological Bulletin 1997, 121:43-64. doi: 10.1037/0033-2909.121.1.43.
42. Humphrey D. Preferences in symmetries and symmetries in drawings: Asymmetries between ages and sexes. Empirical Studies of the Arts 1997, 15:41-60. doi: 10.2190/DF5N-HGFB-MVPK-U34D.
43. Jervis R. Perception and misperception in international politics 1976, Princeton University Press, Princeton, NJ.
44. Kay A.C., Wheeler S.C., Bargh J.A., Ross L. Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice. Organizational Behavior and Human Decision Processes 2004, 95:83-96. doi: 10.1016/j.obhdp.2004.06.003.
45. Kelley H.H., Holmes J.G., Kerr N.L., Reis H.T., Rusbult C.E., Van Lange P.A.M. An atlas of interpersonal situations 2003, Cambridge University Press, New York, NY.
46. Kelley H.H., Stahelski A.J. Social interaction basis of cooperators' and competitors' beliefs about others. Journal of Personality and Social Psychology 1970, 16:66-91. doi: 10.1037/h0029849.
47. Kelley H.H., Thibaut J.W. Interpersonal relations: A theory of interdependence 1978, Wiley, New York, NY.
48. Kiyonari T., Tanida S., Yamagishi T. Social exchange and reciprocity: Confusion or a heuristic?. Evolution and Human Behavior 2000, 21:411-427. doi: 10.1016/S1090-5138(00)00055-6.
49. Kreps D. Game theory and economic modeling 1990, Oxford University Press, Oxford, England, doi: 10.1093/0198283814.001.0001.
50. Larrick R.P., Blount S. The claiming effect: Why players are more generous in social dilemmas than in ultimatum games. Journal of Personality and Social Psychology 1997, 72:810-825. doi: 10.1037/0022-3514.72.4.810.
51. Levy S.R., Chiu C., Hong Y. Lay theories and intergroup relations. Group Processes & Intergroup Relations 2006, 9:5-24. doi: 10.1177/1368430206059855.
52. Liberman V., Samuels S., Ross L. The name of the game: Predictive power of reputations versus situational labels in determining prisoner's dilemma game moves. Personality and Social Psychology Bulletin 2004, 30:1175-1185. doi: 10.1177/0146167204264004.
53. Luce R.D., Raiffa H. Games and decisions: Introduction and critical survey 1957, Wiley, New York, NY.
54. March J.G., Simon H.A. Organizations 1958, Wiley, New York, NY.
55. Marwell G., Ratcliff K., Schmitt D.R. Minimizing differences in a maximizing difference game. Journal of Personality and Social Psychology 1969, 12:158-163. doi: 10.1037/h0027574.
56. McClintock C.G., Liebrand W.B.G. Role of interdependence structure, individual value orientation, and another's strategy in social decision making: A transformational analysis. Journal of Personality and Social Psychology 1988, 55:396-409. doi: 10.1037/0022-3514.55.3.396.
57. Miller D.T., Holmes J.G. The role of situational restrictiveness on self-fulfilling prophecies: A theoretical and empirical extension of Kelley and Stahelski's triangle hypothesis. Journal of Personality and Social Psychology 1975, 31:661-673. doi: 10.1037/h0077081.
58. Murnighan J.K., Babcock L., Thompson L., Pillutla M. The information dilemma in negotiations: Effects of experience, incentives, and integrative potential. International Journal of Conflict Management 1999, 10:313-339. doi: 10.1108/eb022828.
59. Pillutla M.M., Murnighan J.K. Being fair or appearing fair: Strategic behavior in ultimatum bargaining. Academy of Management Journal 1995, 38:1408-1426. doi: 10.2307/256863.
60. Plott C.R., Smith V.L. Handbook of experimental economics results 2008, Elsevier, Amsterdam, the Netherlands.
61. Plous S. Perceptual illusions and military realities: The nuclear arms race. Journal of Conflict Resolution 1985, 29:363-389. doi: 10.1177/0022002785029003001.
62. Preacher K.J., Hayes A. Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behavior Research Methods 2008, 40:879-891. doi: 10.3758/BRM.40.3.879.
63. Rapoport A. Exploiter, leader, hero, and martyr: The four archetypes of the 2 × 2 game. Behavioral Science 1967, 12:81-84. doi: 10.1002/bs.3830120202.
64. Rapoport A., Guyer M. A taxonomy of 2 × 2 games. General Systems 1966, 11:203-214.
65. Reber R. Reasons for the preference for symmetry. Behavioral and Brain Sciences 2002, 25:415-416. doi: 10.1017/S0140525X02350076.
66. Reber R., Schwartz N., Winkielman P. Processing fluency and aesthetic pleasure: Is beauty in the perceiver's processing experience?. Personality and Social Psychology Review 2004, 8:364-382. doi: 10.1207/s15327957pspr0804_3.
67. Rhodes G., Proffitt F., Grady J.M., Sumich A. Facial symmetry and the perception of beauty. Psychonomic Bulletin & Review 1998, 5:659-669. doi: 10.3758/BF03208842.
68. Robinson R.J., Keltner D., Ward A., Ross L. Actual versus assumed differences in construal: "Naive realism" in intergroup perception and conflict. Journal of Personality and Social Psychology 1995, 68:404-417. doi: 10.1037/0022-3514.68.3.404.
69. Ross L., Greene D., House P. The "false consensus effect": An egocentric bias in social perception and attribution processes. Journal of Experimental Social Psychology 1977, 13:279-301. doi: 10.1016/0022-1031(77)90049-X.
70. Ross L., Ward A. Naive realism: Implications for social conflict and misunderstanding. Values and knowledge 1996, 103-135. Erlbaum, Hillsdale, NJ. T. Brown, E. Reed, E. Turiel (Eds.).
71. Rubinstein A. Comments on the interpretation of game theory. Econometrica 1991, 59:909-924. doi: 10.2307/2938166.
72. Sanna L.J., Lundberg K.B., Parks C.D., Chang E.C. Think and act globally, think and act locally: Cooperation depends on matching construal to action levels in social dilemmas. Journal of Experimental Social Psychology 2010, 46:1126-1129. doi: 10.1016/j.jesp.2010.05.018.
73. Schelling T.C. The strategy of conflict 1980, Harvard University Press, Cambridge, MA. 2nd ed.
74. Sebenius J.K. Negotiation analysis: A characterization and review. Management Science 1992, 38:18-38. doi: 10.1287/mnsc.38.1.18.
75. Skyrms B. The stag hunt and the evolution of social structure 2004, Cambridge University Press, New York, NY.
76. Smeesters D., Wheeler S.C., Kay A.C. Indirect prime-to-behavior effects: The role of perceptions of the self, others, and situations in connecting primed constructs to social behavior. Advances in Experimental Social Psychology 2010, 42:259-317. doi: 10.1016/S0065-2601(10)42005-5.
77. Steinel W., De Dreu C.K.W. Social motives and strategic misrepresentation in social decision making. Journal of Personality and Social Psychology 2004, 86:419-434. doi: 10.1037/0022-3514.86.3.419.
78. Tenbrunsel A.E., Northcraft G. In the eye of the beholder: Payoff structures and decision frames in social dilemmas. Social decision making: Social dilemmas, social values, and ethical judgments 2009, 95-116. Psychology Press, New York, NY. R.M. Kramer, A.E. Tenbrunsel, M.H. Bazerman (Eds.).
79. Tetlock P.E., Kristel O.V., Elson S.B., Green M.C., Lerner J.S. The psychology of the unthinkable: Taboo trade-offs, forbidden base rates, and heretical counterfactuals. Journal of Personality and Social Psychology 2000, 78:853-870. doi: 10.1037//0022-3514.78.5.853.
80. Thompson, L. L., & Cohen, T. R. (in press). Metacognition in teams and organizations. In P. Briñol & K. G. DeMarree (Eds.), Social metacognition. New York, NY: Psychology Press.
81. Thompson L.L., Hastie R. Social perception in negotiation. Organizational Behavior and Human Decision Processes 1990, 47:98-123. doi: 10.1016/0749-5978(90)90048-E.
82. Tindale R.S., Kameda T., Hinsz V.B. Group decision making. Sage handbook of social psychology 2003, 381-405. Sage, London, England. M.A. Hogg, J. Cooper (Eds.).
83. Trope Y., Liberman N. Construal-level theory of psychological distance. Psychological Review 2010, 117:440-463. doi: 10.1037/a0018963.
84. Van Boven L., Thompson L. A look into the mind of the negotiator: Mental models in negotiation. Group Processes & Intergroup Relations 2003, 6:387-404. doi: 10.1177/13684302030064005.
85. Van Lange P.A.M., Kuhlman D.M. Social value orientations and impressions of partner's honesty and intelligence: A test of the might versus morality effect. Journal of Personality and Social Psychology 1994, 67:126-141. doi: 10.1037/0022-3514.67.1.126.
86. Van Lange P.A.M., Otten W., De Bruin E.N.M., Joireman J.A. Development of prosocial, individualistic, and competitive orientations: Theory and preliminary evidence. Journal of Personality and Social Psychology 1997, 73:733-746. doi: 10.1037/0022-3514.73.4.733.
87. Weber J.M., Kopelman S., Messick D. A conceptual review of decision making in social dilemmas: Applying the logic of appropriateness. Personality and Social Psychology Review 2004, 8:281-307. doi: 10.1207/s15327957pspr0803_4.
88. Wolf S.T., Insko C.A., Kirchner J.L., Wildschut T. Interindividual-intergroup discontinuity in the domain of correspondent outcomes: The roles of relativistic concern, perceived categorization, and the doctrine of mutual assured destruction. Journal of Personality and Social Psychology 2008, 94:479-494. doi: 10.1037/0022-3514.94.3.479.
89. Zhong C., Lowenstein J., Murnighan J.K. Speaking the same language: The cooperative effects of labeling in the prisoner's dilemma. Journal of Conflict Resolution 2007, 51:431-456. doi: 10.1177/0022002707300834.