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Abstract

The impact of first impressions, norms, and opponent's use of power on a target's behavior in a conflict situation was investigated. A simulated opponent was perceived as either good and impotent or bad and potent in a mixed motive situation where the rule of interaction was given as a cooperative or competitive one, and the opponent's exercise of unilateral coercive power was either highly credible or not credible. All three factors affected the responses of the subjects. The general principle underlying the results appears to be one of cooperating when first impressions or a salient norm leads to positive expectations for the interaction, but to respond in the most prudent manner possible and according to how the opponent responds when a negative expectation exists for the interaction.

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First Impressions,Norms,and Reactions to Threats

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