The Bamberg Trucking Game: A Paradigm for Assessing the Detection of Win–Win Solutions in a Potential Conflict Scenario

Abstract

In win–win solutions, all parties benefit more from the solution than they would if they each pursued their own individual goals. Such solutions are beneficial at individual and collective levels and thus represent optimal solutions. Win–win solutions are desirable but often difficult to find. To allow the study of individual differences and situational factors that help or hinder the detection of win–win solutions, we created a paradigm that fills a gap in the repertoire of psychological instruments used to assess collaboration, cooperation, negotiation, and prosocial behavior. The new paradigm differs from previous ones in two aspects: (a) In existing paradigms that focus on social motivation, possible strategies are evident, whereas we focused here on the question of whether people can detect the solution and thus disentangle ability from motivation, (b) Paradigms that focus on cooperation typically entail a risk associated with the partner’s defection, whereas cooperation in our paradigm is not associated with risk. We adjusted the Trucking Game—a method for assessing bargaining—to include a situation in which two parties can help each other achieve their respective goals and thus benefit over and above the pursuit of individual goals or compromising. We tested scenario-based and interaction-based versions with samples of 154 and 112 participants, respectively. Almost one third of the participants or dyads found the win–win solution. General mental abilities were not related to detecting the win–win solution in either version. The paradigm provides a way to extend research on cooperation and conflict and can thus be useful for research and training.

Exploring the concept and the communication principles of negotiation among Islamic corporate organizations

“…Covey (2004) defines win-win as "a mindset and attitude that continuously seeks mutual benefit in both business and personal interactions". Similarly, Nalis et al (2018) describe win-win solutions as "results of interpersonal interactions that surpass what each participant could achieve individually". Fujita et al (2017) characterize win-win as "ideas that can provide most of what both parties desire".…”

Fuzzy Win-Win: A Novel Approach to Quantify Win-Win Using Fuzzy Logic

“…• Nalis et al define win-win solutions as "outcomes of interpersonal behavior that exceed the outcomes that each participant could achieve alone" [52].…”

“…On the contrary, Nalis et al argue that such views might be incorrect, implying that there is a feasible solution that people just do not notice. As a result, it is crucial to figure out which personality qualities and circumstance conditions make developing such solutions easier [52]. Similarly, Lute stated that understanding the trends with the various management styles is extremely beneficial in building and sustaining a win-win environment, thus personal behaviour is attributed to the success of a win-win situation [82].…”

Fuzzy Win-Win: A Novel Approach to Quantify Win-Win Using Fuzzy Logic

“…Covey defines win-win as "a frame of mind and heart that constantly seeks mutual benefit in business and personal transactions" [29]. • Nalis et al define win-win solutions as "outcomes of interpersonal behavior that exceed the outcomes that each participant could achieve alone" [30]. • Fujita et al define win-win as "ideas that might give both parties most of what they want" [31].…”

“…On the contrary, Nalis et al argue that such views might be incorrect, implying that there is a feasible solution that people simply do not notice. As a result, it is crucial to figure out which personal qualities and circumstantial conditions make developing such solutions easier [30]. Similarly, Lute stated that understanding trends with various management styles is extremely beneficial in building and sustaining a win-win environment; thus the success of a win-win situation is attributed to personal behavior [60].…”