Conciliatory strategies and relative power

Abstract In an investigation of variations of a conciliatory strategy, 96 subjects, half female and half male, played a modified Prisoner's Dilemma in which their relative power, in terms of control over the other's outcomes, was less than, equal to, or greater than that of a simulated other. After 10 trials on which (s)he was 50% competitive, the other either did or did not send a handwritten note of general intent to be cooperative. In the second block of 10 trials, the other either was 100% cooperative or began with cooperation and stayed with it as long as the subject did not exploit. When the subject did exploit, the other made the competitive choice on the following trial as a form of retaliation, but followed this retaliation by a return to cooperation on the next trial so that there were never two consecutive competitive choices. During this second block, the simulated other always signaled in advance, with an explicit message, which choice (s)he was about to make. In a third block, the other was 100% cooperative in all conditions and sent no messages. As hypothesized, subjects whose power was equal to or less than that of the other were more cooperative in response to conciliation than were subjects whose power was greater than that of the other. Subjects who received the general note of intent were more cooperative than those who did not, but only in the equal and low power conditions. The subjects in the equal power condition who experienced retaliation were more cooperative than those who did not, but those in the unequal conditions tended to react negatively to retaliation. The results were discussed in terms of Osgood's ( Peace Research Reviews , 1979 , 8 (2), 77–92) GRIT strategy and outcome control in interaction.