Chapter 4 Games Groups Play: Mental Models in Intergroup Conflict and Negotiation

Abstract

Purpose – This chapter proposes a theoretical framework – the Conflict Templates Model – that depicts how people conceptualize their outcome interdependence in conflict and negotiation situations. We focus on perceptions of outcome interdependence in dyadic conflicts, with a particular emphasis on intergroup interactions.

Approach – Integrating ideas and concepts from game theory with social psychological principles, we propose that: (a) people's mental representations of interdependence are predictably constrained to a small set of mixed-motive games; (b) different motivational goals often lead group members to endorse different games to describe the same intergroup conflict; and (c) these interdependence perceptions influence parties' strategic behavior, and ultimately, their outcomes.

Findings – We review empirical evidence that provides initial support for each of these propositions and discuss future directions for research on the mental representation of conflict and negotiation.

Originality/value – We generate a number of novel predictions concerning the mental representation of conflict. We also discuss how identifying disputants' mental representations can help conflict managers devise effective strategies for managing and resolving conflicts.

Citation

Halevy, N., Chou, E.Y. and Murnighan, J.K. (2011), "Chapter 4 Games Groups Play: Mental Models in Intergroup Conflict and Negotiation", Mannix, E.A., Neale, M.A. and Overbeck, J.R. (Ed.) Negotiation and Groups (Research on Managing Groups and Teams, Vol. 14), Emerald Group Publishing Limited, Leeds, pp. 79-107. https://doi.org/10.1108/S1534-0856(2011)0000014007