Social Dilemmas

Sometimes, managers find themselves involved in a prisoner's dilemma that contains several people (e.g., in the opening example of the research group). In these types of situations, negotiators find themselves choosing between cooperative strategies and self-interested strategies. The multiperson prisoner's dilemma is known as a social dilemma. (See Sidebars 11-1 and 11-2 for other types of social dilemma—volunteer dilemmas and ultimatum dilemmas.) In general, people tend to behave more competitively (in a self-interested fashion) in social dilemmas as compared to prisoner's dilemmas. Why is this?

First, the prisoner's dilemma involves two parties; the social dilemma involves several people. This size difference is important. ...

Get Mind and Heart of the Negotiator, Second Edition, The now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.