The Bamberg Trucking Game: A Paradigm for Assessing the Detection of Win-Win Solutions in a Potential Conflict Scenario

Faculty/Professorship: General Psychology and Methodology  ; Personality Psychology and Psychological Assessment  
Author(s): Nalis, Dario ; Schütz, Astrid  ; Pastukhov, Alexander  
Title of the Journal: Frontiers in Psychology
ISSN: 1664-1078
Publisher Information: Lausanne : Frontiers Research Foundation
Year of publication: 2018
Volume: 9
Issue: 138
Pages: Online-Ressource
Language(s): English
DOI: 10.3389/fpsyg.2018.00138
In win–win solutions, all parties benefit more from the solution than they would if they each pursued their own individual goals. Such solutions are beneficial at individual and collective levels and thus represent optimal solutions. Win–win solutions are desirable but often difficult to find. To allow the study of individual differences and situational factors that help or hinder the detection of win–win solutions, we created a paradigm that fills a gap in the repertoire of psychological instruments used to assess collaboration, cooperation, negotiation, and prosocial behavior. The new paradigm differs from previous ones in two aspects: (a) In existing paradigms that focus on social motivation, possible strategies are evident, whereas we focused here on the question of whether people can detect the solution and thus disentangle ability from motivation, (b) Paradigms that focus on cooperation typically entail a risk associated with the partner’s defection, whereas cooperation in our paradigm is not associated with risk. We adjusted the Trucking Game—a method for assessing bargaining—to include a situation in which two parties can help each other achieve their respective goals and thus benefit over and above the pursuit of individual goals or compromising. We tested scenario-based and interaction-based versions with samples of 154 and 112 participants, respectively. Almost one third of the participants or dyads found the win–win solution. General mental abilities were not related to detecting the win–win solution in either version. The paradigm provides a way to extend research on cooperation and conflict and can thus be useful for research and training.
GND Keywords: Interpersonale Kommunikation; Verhandlungsführung; Kooperation; Konfliktlösung
Keywords: assessment tool, paradigm for cooperation, win–win solutions
DDC Classification: 150 Psychology  
RVK Classification: CV 3500   
Peer Reviewed: Ja
International Distribution: Ja
Type: Article
Year of publication: 17. August 2018