Chapter 4 Games Groups Play: Mental Models in Intergroup Conflict and Negotiation

Purpose – This chapter proposes a theoretical framework – the Conflict Templates Model – that depicts how people conceptualize their outcome interdependence in conflict and negotiation situations. We focus on perceptions of outcome interdependence in dyadic conflicts, with a particular emphasis on intergroup interactions. Approach – Integrating ideas and concepts from game theory with social psychological principles, we propose that: (a) people's mental representations of interdependence are predictably constrained to a small set of mixed-motive games; (b) different motivational goals often lead group members to endorse different games to describe the same intergroup conflict; and (c) these interdependence perceptions influence parties' strategic behavior, and ultimately, their outcomes. Findings – We review empirical evidence that provides initial support for each of these propositions and discuss future directions for research on the mental representation of conflict and negotiation. Originality/value – We generate a number of novel predictions concerning the mental representation of conflict. We also discuss how identifying disputants' mental representations can help conflict managers devise effective strategies for managing and resolving conflicts.