Experimental, computer-simulation, and inter-nation studies concerning effective strategies for eliciting cooperation from an adversary are reviewed. The laboratory and inter-nation studies are consistent in indicating that a policy of general reciprocity, combined with the use of unilateral cooperative initiatives to break out of lock-ins on mutual competition, generally is effective in gaining an adversary's cooperation. The conditions under which this strategy is likely to be effective are examined also.
Get full access to this article
View all access options for this article.
References
1.
Axelrod, R. (1980) “Effective choice in the Prisoner's Dilemma.”J. of Conflict Resolution24: 3-25.
2.
Axelrod, R. (1984) The Evolution of Cooperation. New York: Basic Books.
3.
Bixenstine, V. E. and J. Gaebelein (1971) “Strategies of `real' opponents in eliciting cooperative choice in a Prisoner's Dilemma game.”J. of Conflict Resolution15: 157-166.
4.
Brams, S. J. (1985) Superpower Games. New Haven, CT: Yale Univ. Press.
5.
Chertkoff, J. M. and J. K. Esser (1976) “A review of experiments in explicit bargaining.”J. of Experimental Social Psychology12: 464-456.
6.
Deutsch, M. , Y. Epstein, D. Canavan, and P. Gumpert (1967) “Strategies of inducing cooperation: an experimental study.”J. of Conflict Resolution11: 345-360.
7.
Esser, J. K. and S. Komorita (1975) “Reciprocity and concession-making in bargaining.”J. of Personality and Social Psychology31: 864-882.
8.
Etzioni, A. (1967) “The Kennedy Experiment.”Western Pol. Sci. Q.20: 316-380.
9.
George, A., D. Hall and W. Simons (1971) The Limits of Coercive Diplomacy. Boston: Little, Brown.
10.
Gruder, C. L. and R. J. Duslak (1973) “Elicitation of cooperation by retaliatory and nonretaliatory strategies in a mixed-motive game.”J. of Conflict Resolution17: 162-174.
11.
Harford, T. and L. Solomon (1967) “ `Reformed sinner' and `lapsed saint' strategies in the Prisoner's Dilemma game.”J. of Conflict Resolution11: 104-109.
12.
Kaplowitz, N. (1984) “Psychopolitical dimensions of international relations: the reciprocal effects of conflict strategies.”Int. Studies Q.28: 373-406.
13.
Komorita, S. S. (1973) “Concession making and conflict resolution.”J. of Conflict Resolution17: 745-762.
14.
Leng, R. J. (1984) “Reagan and the Russians: crisis bargaining beliefs and the historical record.”Amer. Pol. Sci. Rev.78: 338-355.
15.
Leng, R. J. and S. G. Walker (1982) “Comparing two studies of crisis bargaining: confrontation, coercion and reciprocity.”J. of Conflict Resolution26: 571-591.
16.
Leng, R. J. and H. G. Wheeler (1979) “Influence strategies, success, and war.”J. of Conflict Resolution23: 655-684.
17.
Lindskold, S. (1978) “Trust development, the GRIT proposal, and effects of conciliatory acts on conflict and cooperation.”Psych. Bulletin85: 772-793.
18.
Lindskold, S. and J. R. Aronoff (1980) “Conciliatory strategies and relative power.”J. of Experimental Social Psychology16: 187-198.
19.
Lindskold, S. and M. G. Collins (1978) “Inducing cooperation by groups and individuals.”J. of Conflict Resolution22: 679-690.
20.
Lindskold, S. , R. BennetT and M. Wayner (1976) “Retaliation level as a foundation for subsequent conciliation.”Behavioral Sci.21: 13-18.
21.
Lindskold, S. , P. S. WalterS and H. Koutsourais (1983) “Cooperators, competitors, and response to GRIT.”J. of Conflict Resolution27: 521-532.
22.
Mcginnis, M. D. (1986) “Issue linkage and the evolution of international cooperation.”J. of Conflict Resolution30: 141-170.
23.
Osgood, C. E. (1962) An Alternative to War or Surrender. Urbana: Univ. of Illinois Press.
24.
Osgood, C. E. (1984) “Disarmament demands GRIT,” in B. H. Weston (ed.) Toward Nuclear Disarmament and Global Security. Boulder, CO: Westview.
25.
Osgood, C. (1980) “The GRIT strategy.”Bulletin of Atomic Scientists (May): 58-60.
26.
Oskamp, S (1971) “Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive games.”J. of Conflict Resolution15: 225-259.
27.
Pilisuk, M. and P. Skolnick (1968) “Inducing trust: a test of the Osgood Proposal.”J. of Personality and Social Psychology8: 122-133.
28.
Rapoport, A. and A. M. Chammah (1969) “The game of chicken,” pp. 151-178 in I. R. Buchler and H. G. Nutini (eds.) Game Theory in the Behavioral Sciences. Pittsburgh: Univ. of Pittsburgh Press.
29.
Rapoport, A. and A. M. Chammah (1965) Prisoner's Dilemma. Ann Arbor: Univ. of Michigan Press.
30.
Sermat, V. (1964) “Cooperative behavior in a mixed-motive game.”J. of Social Psychology62: 217-239.
31.
Sermat, V. (1967) “The effect of an initial cooperative or competitive treatment upon a subject's response to conditional cooperation.”Behavioral Sci.12: 301-313.
32.
Shure, G. H. , R. J. Meeker and E. A. Hansford (1965) “The effectiveness of pacifist strategies in bargaining games.”J. of Conflict Resolution9: 106-116.
33.
Snyder, G. and P. Diesing (1977) Conflict Among Nations. Princeton: Princeton Univ. Press.
34.
Wilson, W. (1971) “Reciprocation and other techniques for inducing cooperation in the Prisoner's Dilemma game.”J. of Conflict Resolution15: 196-198.