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Abstract

The syntactic organization of incidentally presented word pairs may affect behavior by providing actors with implicit propositions about how to behave. In Experiment 1, participants who had already played turns of a mixed-motive game were less cooperative after an explicit propositional suggestion that they had been nice in prior turns but were more cooperative after the suggestion that they should be nice in upcoming turns. In three subsequent experiments, implicit priming with the phrase nice act produced greater levels of defection, implying that actors responded to the implicit suggestion that they had been sufficiently nice already. In contrast, act nice produced greater levels of cooperation, implying that actors responded to the implicit suggestion that they should try to be nicer in upcoming turns. These effects occurred outside of awareness and disappeared when the interval between the words was long and when behavior was measured after a delay.

Keywords

language social cognition goals negotiations social interaction

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The Syntax of Defection and Cooperation

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