Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping

Organizational Behavior and Human Decision Processes

Volumn 117, Issue 1, 2012, Pages 96-110

  Ames, Daniel R ^a   Weber, Elke U ^a   Zou, Xi ^b  

^a The Sanford C Bernstein Co Center for Leadership and Ethics   (United States)

^b LONDON BUSINESS SCHOOL   (United Kingdom)

Author keywords

Competition; Cooperation; False consensus; Perceived similarity; Perceptual dilemma; Social dilemma; Social projection; Stereotyping

Indexed keywords

EID: 84855689186     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2011.07.007     Document Type: Article

References (57)

1. Acevedo M., Krueger J.I. Evidential reasoning in the prisoner's dilemma game. American Journal of Psychology 2005, 118:431-457.
2. Ames D.R. Inside the mind-reader's toolkit: Projection and stereotyping in mental state inference. Journal of Personality and Social Psychology 2004, 87:340-353.
3. Ames D.R. Strategies for social inference: A similarity contingency model of projection and stereotyping in attribute prevalence estimates. Journal of Personality and Social Psychology 2004, 87:573-585.
4. Ames D.R. Everyday solutions to the problem of other minds. Other minds: How human bridge the divide between self and others 2005, 158-173. Guilford Publications, New York, NY. B.F. Malle, S.D. Hodges (Eds.).
5. Ames, D. R. and Mason, M. F. (in press). Mind perception. In S. Fiske and N. Macrae (Eds.), The sage handbook of social cognition. Thousand Oaks, CA: Sage.
6. Ames D.R., Johar G.V. I'll know what you're like when I see how you feel: How and when affective displays adjust behavior-based impressions. Psychological Science 2009, 20:586-593.
7. Apperly I. Mindreaders: The cognitive basis of "Theory of Mind" 2010, Psychology Press.
8. Bhatt M., Camerer C.F. Self-referential thinking and equilibrium as states of mind in games: fMRI evidence. Games and Economic Behavior 2005, 52:424-459.
9. Bottom W.P., Paese P.W. False consensus, stereotypic cues, and the perception of integrative potential in negotiation. Journal of Applied Social Psychology 1997, 27:1919-1940.
10. Camerer C.F. Behavioral game theory: Experiments on strategic interaction 2003, Princeton University Press, Princeton.
11. Clement R.W., Krueger J. Social categorization moderates social projection. Journal of Experimental Social Psychology 2002, 38:219-231.
12. Davis M.H., Conklin L., Smith A., Luce C. Effect of perspective taking on the cognitive representation of persons: A merging of self and other. Journal of Personality and Social Psychology 1996, 70:713-726.
13. De Bruin E.N.M., Van Lange P.A.M. Impression formation and cooperative behavior. European Journal of Social Psychology 1999, 29:305-328.
14. Diekmann K.A., Tenbrunsel A.E., Galinsky A.D. From self-prediction to self-defeat: Behavioral forecasting and the effect of competitive expectations. Journal of Personality and Social Psychology 2003, 85:672-683.
15. Eisenhardt K.M. Agency theory: An assessment and review. Academy of Management Review 1989, 14:57.
16. Epley N., Caruso E.M., Bazerman M.H. When perspective taking increases taking: Reactive egoism in social interaction. Journal of Personality and Social Psychology 2006, 91:872-889.
17. Ferrin D.L., Bligh M.C., Kohles J.C. It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships. Organizational Behavior and Human Decision Processes 2008, 107:161-178.
18. 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 strategic interactions. Psychological Science 2008, 19:378-384.
19. Heider F. The psychology of interpersonal relations 1958, Lawrence Erlbaum, Hillsdale, NJ.
20. Ickes W. Everyday mind reading: Understanding what other people think and feel 2003, Prometheus Books, Amherst, NY.
21. Jones P.E. False consensus in social context: Differential projection and perceived social distance. British Journal of Social Psychology 2004, 43:417-429.
22. Katz D., Allport F.H. Student attitudes 1931, The Craftsman Press, Syracuse, NY.
23. Kelley H.H., Stahelski A.J. Errors in perception of intentions in a mixed-motive game. Journal of Experimental Social Psychology 1970, 6:379-400.
24. Kelley H.H., Stahelski A.J. The inference of intentions from moves in the prisoner's dilemma game. Journal of Experimental Social Psychology 1970, 6:401-419.
25. 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.
26. Kohlberg E., Mertens J. On the strategic stability of equilibria. Econometrica 1986, 54:1003-1037.
27. Komorita S.S., Parks C.D. Social dilemmas 1994, Brown & Benchmark, Madison, WI.
28. Kopelman S., Weber J.M., Messick D.M. Factors influencing cooperation in Commons Dilemmas: A review of experimental psychological research. The drama of the commons 2002, 113-156. National Academy Press, Washington, DC. E. Ostrom, T. Dietz, N. Dolsak, P.C. Stern, S. Stonich, E.U. Weber (Eds.).
29. Kray, L. J. and Thompson, L. (2005). Gender stereotypes and negotiation performance: A review of theory and research. In B. Staw & R. Kramer (Eds.), Research in organizational behavior, 26, 103-182.
30. Kray L.J., Thompson L., Galinsky A. Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology 2001, 80:942-958.
31. Krueger J. The projective perception of the social world. Handbook of social comparison: Theory and research 2000, 323-351. Kluwer Academic/Plenum Publishers, New York. J. Suls, L. Wheeler (Eds.).
32. Krueger J.I., Acevedo M. Social projection and the psychology of choice. The self in social perception 2005, 17-41. Psychology Press, New York. M.D. Alicke, D. Dunning, J.I. Krueger (Eds.).
33. Kunda Z., Davies P.G., Adams B.D., Spencer S.J. The dynamic time course of stereotype activation: Activation, dissipation, and resurrection. Journal of Personality and Social Psychology 2002, 82:283-299.
34. Maki J.E., McClintock C.G. The accuracy of social value prediction: Actor and observer influences. Journal of Personality and Social Psychology 1983, 45:829-838.
35. Malle B.F. How people explain behavior: A new theoretical framework. Personality & Social Psychology Review 1999, 3(1):23-48.
36. Other minds: How humans bridge the divide between self and other 2005, Guilford Press, New York. B.F. Malle, S.D. Hodges (Eds.).
37. McCabe K.A., Rigdon M.L., Smith V.L. Positive reciprocity and intentions in trust games. Journal of Economic Behavior and Organizations 2003, 52:267-275.
38. McCabe K.A., Smith V.L. Strategic analysis by players in some games: What information do they use?. Trust and reciprocity: Interdisciplinary conceptual and empirical lessons 2003, Russell Sage Foundation, New York. E. Ostrom, J.M. Walker (Eds.).
39. Meltzoff A.N., Brooks R. 'Like me' as a building block for understanding other minds: Bodily acts, attention, and intention. Intentions and intentionality: Foundations of social cognition 2001, 171-191. MIT Press, Cambridge, MA. B. Malle, L. Moses, D. Baldwin (Eds.).
40. Messick D.M., Brewer M.B. Solving social dilemmas: A review. Review of Personality and Social Psychology 1983, 4:11-44.
41. Mitchell J.P., Macrae C.N., Banaji M.R. Dissociable medial prefrontal contributions to judgments of similar and dissimilar others. Neuron 2006, 50:655-663.
42. Pennington N., Hastie R. Explaining the evidence: Tests of the story model for juror decision making. Journal of Personality and Social Psychology 1992, 62:189-206.
43. Pinkley R.L., Griffith T.L., Northcraft G.B. 'Fixed pie' a la mode: Information availability, information processing, and the negotiation of suboptimal agreements. Organizational Behavior and Human Decision Processes 1995, 62:101-112.
44. Plous S. Perceptual illusions and military realities: A social-psychological analysis of the nuclear arms race. Journal of Conflict Resolution 1985, 29:363-389.
45. Plous S. The nuclear arms race: Prisoner's dilemma or perceptual dilemma?. Journal of Peace Research 1993, 30:163-180.
46. Ross L., Greene D., House P. The "false consensus effect": An egocentric bias and social perception and attribution processes. Journal of Experimental Social Psychology 1977, 13:279-301.
47. Rothbart M., Hallmark W. In-group-out-group differences in the perceived efficacy of coercion and conciliation in resolving social conflict. Journal of Personality and Social Psychology 1988, 55:248-257.
48. Sagar H.A., Schofield J.W. Racial and behavioral cues in Black and White children's perceptions of ambiguously aggressive acts. Journal of Personality and Social Psychology 1980, 39:590-598.
49. Singer T., Fehr E. The neuroeconomics of mind reading and empathy. American Economic Review 2005, 95:340-345.
50. Thompson L. Information exchange in negotiation. Journal of Experimental Social Psychology 1991, 27:161-179.
51. Toma C., Yzerbyt V.Y., Corneille O. Anticipated cooperation vs. competition moderates interpersonal projection. Journal of Experimental Social Psychology 2010, 46:375-381.
52. Van Boven L., Loewenstein G., Dunning D. The illusion of courage in social predictions: Underestimating the impact of fear of embarrassment on other people. Organizational Behavior and Human Decision Processes 2005, 96:130-141.
53. Van Lange P.A.M. Confidence in expectations: A test of the triangle hypothesis. European Journal of Personality 1992, 6:371-379.
54. Van Lange P.A.M. The pursuit of joint outcomes and equality in outcomes: An integrative model of social value orientation. Journal of Personality and Social Psychology 1999, 77:337-349.
55. Van Lange, P. A. M. and Kuhlman, D. M. (1990). Expected cooperation in social dilemmas: The influence of own social value orientation and other's personality characteristics. In P. Drenth, J. Sergeant, and R. Takens (Eds.), European perspectives in psychology (Vol. 3, pp. 239-250). New York: John Wiley & Sons.
56. Walters A.E., Stuhlmacher A.F., Meyer L.L. Gender and negotiator competitiveness: A meta-analysis. Organizational Behavior and Human Decision Processes 1998, 76:1-29.
57. Wyer R.S. Prediction of behavior in two-person games. Journal of Personality and Social Psychology 1969, 13:222-228.