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How communication increases interpersonal cooperation in mixed-motive situations

Record type: Article

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).

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Citation

Cohen, Taya R., Wildschut, Tim and Insko, Chester A. (2010) How communication increases interpersonal cooperation in mixed-motive situations Journal of Experimental Social Psychology, 46, (1), pp. 39-50. (doi:10.1016/j.jesp.2009.09.009).

More information

Published date: January 2010
Keywords: communication, cooperation, competition, pdg-alt, interpersonal norms, trust, fairness

Identifiers

Local EPrints ID: 79901
URI: http://eprints.soton.ac.uk/id/eprint/79901
ISSN: 0022-1031
PURE UUID: 1d30f69e-34e4-461b-846f-6d1de3a87402

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Date deposited: 22 Mar 2010
Last modified: 18 Jul 2017 23:15

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Contributors

Author: Taya R. Cohen
Author: Tim Wildschut
Author: Chester A. Insko

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