CONCERN FOR THE OTHER'S GOALS: KEY TO (DE‐)ESCALATION OF CONFLICT

Abstract

A hidden issue is whether the more de‐escalatory behavior of cooperatively‐motivated compared to competitively‐motivated conflict parties is the result of less concern for one's own goals, more concern for the other's goals, or both. A scenario study and a simulation experiment among undergraduate students confirmed the hypothesis that the difference in other‐concern is the critical explanator. The stronger other‐concern of cooperatively‐motivated compared to competitively motivated parties fostered more accommodating, more problem solving, more compromising, and less forcing, resulting in more de‐escalation or less escalation.

Citation

Janssen, O. and van de Vliert, E. (1996), "CONCERN FOR THE OTHER'S GOALS: KEY TO (DE‐)ESCALATION OF CONFLICT", International Journal of Conflict Management, Vol. 7 No. 2, pp. 99-120. https://doi.org/10.1108/eb022777