Cooperation by Design

ABSTRACT

Cooperation failures often produce suboptimal outcomes across numerous interactions. How can we redirect interactions away from lose-lose and win-lose outcomes and toward mutually beneficial, win-win outcomes? This talk considers myriad pathways to promoting cooperation across multiple contexts, ranging from interactions between robbers and victims to those between wedding planners and their clients. Our research on intergroup conflict shows that changing decision-makers’ choice sets and default options reduces destructive intergroup competition. Our research on bargaining shows that directing negotiators to make partial ultimatums rather than complete ultimatums benefits both parties in negotiation. Our research on interpersonal conflict shows that increasing hope and predictability decreases aggression. Our research on social networks shows that helpful third parties can promote lasting cooperation. Finally, our research on organizational hierarchy shows that promoting respect mitigates harmful workplace conflict. I conclude by discussing barriers and challenges for the promotion of mutually beneficial cooperation, including competitive mindsets, the rise of dominant leaders, the emotional labor of helpful brokers, and the actions of divisive brokers.